A PITCH TO INRULE
A look at how I'd think, build, and show up inside your revenue engine, and the impact it could have starting day one.
IAlreadyUnderstandYourBusiness
InRule doesn't sell automation for its own sake, it sells trust in high-stakes decisions, in insurance, healthcare, lending, and other regulated spaces where a wrong or unexplainable decision has real consequences. Your buyers are rarely one person, they're a business leader who needs speed and an IT or compliance leader who needs to know exactly why something happened. That same standard, decisions that hold up to scrutiny, belongs inside your own revenue operations too, not just your product.
TheNextPlaceExplainabilityCouldWin
InRule is excellent at explaining rule-based decisions in plain language. But your same customers are now adopting AI and machine learning models for underwriting, claims, and eligibility decisions, and those models don't explain themselves the way your rules engine does. That's a growing risk for regulated customers who now face increasing pressure to justify any automated decision affecting a person. It's also a real opportunity, whoever helps make AI decisions as explainable as rule-based ones extends exactly what InRule already does best into where the market is actually moving.
HowI'dShowUpFromDayOne
Documentation isn't an afterthought for me, it's the default. Every process, handoff, and system decision gets written down the moment it's built, in plain language anyone on the team can follow, not buried in my head or a single Slack thread.
When something breaks or a timeline slips, I say something first. I analyze root cause immediately, document what happened and why, and bring a solution and prevention plan with me, not just the problem, escalating early on anything significant and fixing small issues fast while still looping stakeholders in right after.
Every handoff between marketing, sales, and customer success should be traceable, not remembered. I build that traceability into the system itself rather than relying on someone writing it down after the fact.
When my read on the right approach differs from a stakeholder's, I say so directly. I explain my reasoning, ask what constraint I might be missing, and work toward alignment, rather than quietly complying or quietly overriding.
WhatI'dBuild
Explainable Lead Quality & Routing Engine
A scoring and routing system built in HubSpot with n8n orchestration underneath, where every lead score carries a plain-language reason attached, not just a number. Beyond scoring, it flags which content and channels are actually driving engagement so marketing can double down on what's working, and it surfaces deal-relevant context directly to reps, company details, key stakeholders engaged, and recent activity, so sales spends time on the hottest leads first, responds faster, and walks into every conversation already prepared instead of starting cold.
Cross-Team Handoff Audit Trail
An automated system that logs every stage transition between marketing, sales, and customer success with a timestamped, plain-language reason attached automatically. Every deal carries a readable timeline anyone can open, so if a deal stalls or a customer has a rocky onboarding, the exact handoff point and reason is traceable instead of guessed at.
AI Decision Justification Layer
A working prototype that takes a sample AI or machine learning decision output and auto-generates a plain-language explanation using InRule-style logic, turning an opaque risk score into a readable justification a compliance officer or customer could actually understand. Built as a proof of concept and proposed to leadership as a productizable offering for InRule's own regulated customers already adopting AI faster than they can explain it.
MyFirstNinetyDays,Mapped
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Learn by Asking, Not Just Watching
Meet individually with marketing, sales, and revenue team members to ask direct questions about what's working and where leads get lost. Review all existing documentation to understand what's already written down, since documentation exists even though shared cross-system playbooks don't, and pinpoint that exact gap. Audit the full stack to flag tools adopted for trend's sake versus genuine need.
Turn Understanding Into the First Playbook
Deliver the first cross-functional playbook connecting marketing, sales, and CS into one plain-language process document built from real findings, not assumptions. Run walkthrough sessions teaching teammates less familiar with GTM systems how the stack works and why.
Design the Lead Quality Engine With Sales Input
Design the HubSpot and n8n scoring and routing system based on what sales actually defines as quality. Map campaign performance against real pipeline contribution to separate revenue-driving channels from vanity engagement.
Build and Sandbox-Test the Lead Quality Engine
Build the system in a sandboxed environment before touching live data, documenting every rule in plain language as it's built. Set up shared reporting dashboards so quality trends are visible to everyone, not siloed.
Pilot the Lead Quality Engine and Report Transparently
Launch with one sales pod, measuring results against close rate and rep-reported quality, not volume. Report outcomes honestly, including anything underperforming, with root cause and a fix plan attached.
Build the Handoff Audit Trail
Build the automated handoff tracking system informed by where handoffs broke down in weeks 1–2, connected directly to the lead quality engine. Begin cleaning up legacy workflows and fields flagged during the earlier stack audit.
Scale What Works and Strengthen Sales Enablement
Expand the lead quality engine to additional pods if results hold, and build a lightweight enablement resource teaching reps how to read and act on the new data.
Formalize, Present Impact, and Set Standing Norms
Formalize documentation and communication protocols as team-wide norms, and present a full before-and-after view of pipeline quality, handoff clarity, and rep readiness to leadership.
HowIActuallyThink
I default to explainability over speed alone. Every system I build should answer why a decision happened, not just what happened, because that discipline matters as much in revenue operations as it does in your product.
I choose fewer, sharper tools over more tools. Before reaching for something new, I ask whether what we already have, like HubSpot, can solve the problem first.
I treat ownership as proactive, not reactive. I surface problems before being asked, document as I go, and bring solutions alongside any bad news, never staying quiet and never fixing silently.
I hold my position while staying open. Disagreement, handled directly and respectfully, is how good ideas get tested, not something to avoid.
I optimize for revenue and customer outcomes together. I judge my own systems by whether they improved pipeline quality and customer satisfaction, not by how technically impressive they look.
BeyondthePitch
This role stood out from others I've been considering, and it's worth saying plainly why.
Talking with Rachel, what stood out was how openly she talked about how she thinks about innovation, AI, and best methods and ways of operating in a philosophical way. That kind of reflection and higher level of thinking in a leader is rare, and it's the same degree I hold for myself, questioning the norms and breaking through with innovation.
Amir and Adam opened my eyes to how interested they were in learning from each other and truly being a help to one another. When I build a system or process that could genuinely help the team, that's when I'd bring them in, walking through how it works and why, so we understand it together and stay aligned as it evolves, not just at launch.
I haven't worked directly with Robin yet, but based on how this team has described working together, consistency between what people say and how they actually operate, I'd expect that same standard to hold with him too.
I have a real sense now of how this team thinks, works through disagreement, and holds itself accountable. That's the kind of environment I do my best work in, and it's a big part of why this one, specifically, is the role I want.
YouWon'tNeedtoWonderIfI'mRightforThis
CANDIDATE
Hans Stewart
I'd like to build this with you.