7-Figure W2s & The Golden Compass

Last week, 15 of us were packed sandine-style into a room built for 10, enduring back-to-back 8-hour QBR sessions. As I listened to my ridiculously talented teammates, one thing became clear - the only way to win multi-million dollar deals is by mastering the art of org mapping.    

While I’m still early into my time at Windsurf, I’ve set my sights on bringing in 8-figures in ARR this year (Ambitious? Yes. Delusional? We’ll see).  But blindly outbounding won’t get me there - I need a compass.  

Enter The Golden Compass

In the 2007 movie, The Golden Compass, the protagonist has an Alethiometer, or truth-telling device that guides her journey.  In Strat sales, selling to Fortune 100 companies, your org chart is that golden compass - it reveals the truth about power dynamics, potential champions, and detractors.  

The Minimum Viable Org Chart (MVOC) Playbook

Step #1 - Form a hypothesis

I sell to CTO/CIOs.  Hit LinkedIn Sales Navigator and create a list of every CXO, VP, and Director filtered for Engineering at your target company. This is your v1 org chart - incomplete but directionally correct..  

Step #2 - Initial Engagement: In your first two discovery meetings, forget about decision criteria and closing timelines - those don't exist yet. Focus solely on understanding projects, pain points, and org dynamics. The magic happens when you casually drop: “So I'm guessing you work with {INSERT SVP’s NAME}’s team?” The psychology here is key - people correct assumptions more readily than they answer direct questions.

Step #3 - Triangulate & Validate Intel: 

Like a CIA intel gathering network, I leverage three channels:

• Fellow AEs: There are dozens of AI startups selling to the same accounts. Find AEs at non-competing companies and swap notes.

• Personal Network: For any Fortune 500, chances are you know someone there. Ask them to pull up an internal org chart for a quick 30-minute favor.

• BD Partners: Come with your partial map and have them fill the gaps. They'll respect your preparation.

Step #4 - Map the Power Grid:  

With each new meeting, casually name-drop executives to prompt corrections. By your fifth meeting, you should understand the real power dynamics - not just titles, but who influences whom.

Step #5 - Enlist Your Champion: 

By now, you've identified a champion. Frame the org mapping as critical to project success, and they'll help complete your picture.

MVOC in Action

I find org charts to be a matter of personal preference.  

• Lamborghini Approach: If you want to go ham, Chris posted an article on Tuesday about using a tool like Centralize to manage multi-threading.  

• Middle-Approach: If you want something automated, but requires a fair amount of set up, one my teammates uses Coda internally and connects data to Salesforce.   

• MVOC Approach: At some point in the future, I will likely transition to using a more formal tool like Coda, but for now, I’m still early in my deal cycles and I’m taking a scrappier approach.  Here’s my MVOC Sample.  It’s not pretty, but it gets the job done - I understand who has power, where my supporters and detractors are, and where I need to multi-thread into. 

Conclusion

Selling to mega enterprises isn't about volume of touches - it’s about precision strikes at the right altitude.  You don’t need to be a legendary world navigator like Lewis & Clark - just follow the MVOC playbook.  

Happy mapping.

Cheers,

Julian