For Hugo

Platform Engineering Sales Playbook

Hugo, we’ll build your new AE’s first 100 accounts in 10 days. The first 25 are below, and they’re yours either way.

If your AE seat stays open another quarter, ignore this. If it doesn’t, the next two minutes are worth it.

What we noticed

You raised a $42M Series B on October 5, and your own Series B post says revenue grew 8x over the last 12 months.

Your Account Executive role has been open since October 2, and it asks for someone to coordinate onboarding, renewals and contracts for engineering teams that already want to try the product.

October 2 Account Executive and Account Manager roles posted
October 5 $42M Series B, led by Scale Venture Partners
November 2 Dinner for technical leaders in San Francisco
November 9 Role still open; the first 25 accounts are on this page

What changes for your new AE

Your new AE starts day one with 100 accounts you approved and drafts written to the first five, instead of spending their first weeks finding teams whose CI, Mac builds or agents are the problem right now. Your trial already wins the engineer; this tells your AE which teams to put in front of it first, and why now. With revenue growing 8x, every week saved on finding accounts is a week sooner to their first close.

28% of a rep’s time goes to selling Source: Salesforce, State of Sales (7,700+ sellers, 2022)
6.2 months average ramp for a new AE Source: Bridge Group, 2026 AE report (158 companies)
$103K paid before a new AE is fully productive Arithmetic: $200K median OTE × 6.2 months ÷ 12. Inputs: Bridge Group, 2026 AE report (158 companies)
48% of AEs hit quota Source: Bridge Group, 2026 AE report (158 companies)

Your first 25 accounts

Picked from how you describe your buyers on Kubelist and in your Vlad Kachur interview. Each one has the reason it’s here and the source.

Yours either wayKeep these 25 whether or not we ever talk.

Cut any you wouldn’t callTell us why, and we replace it. We keep going until you’d keep at least 80 of the 100.

Oura Remote, United States (role location) · engineering team size not stated
1

They are putting agents on CI repair and test creation while shipping an iOS app, so Mac build time and agent compute are about to matter. That is a team held back by CI, the way you describe your buyers.

Signal: Oct 22, 2026 Source

Buyer: Hiring manager for Developer Productivity
Why it’s ranked here

A strong fit.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Notion San Francisco, California (role location) · engineering team size not stated
2

Their iOS platform role names faster CI/CD as part of the job, which is the Mac runner problem you wrote a blog post about. A mobile team that is growing is choosing its CI now.

Signal: Oct 1, 2026 Source

Buyer: Engineering manager for the mobile platform team
Why it’s ranked here

A strong fit.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Temporal United States, remote (role location) · engineering team size not stated
3

The role they posted this week owns CI reliability and cost, and a test-systems role has been open since August. Their builders were at your dinner last week, so this is a room that already knows your name.

Signal: Nov 3, 2026 Source

Buyer: Builder Platform team lead
Why it’s ranked here

A strong fit.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
LangChain San Francisco, CA (role location) · engineering team size not stated
4

A dedicated role to speed up GitHub Actions and quarantine flaky tests, at a company whose product is agents. It is the runner swap you make in an afternoon.

Signal: Sep 10, 2026 Source

Buyer: Head of engineering or the Developer Productivity lead
Why it’s ranked here

A strong fit.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Amplitude Remote, North America (role location) · engineering team size not stated
5

Their DevX posting asks for lower build and CI time and for sandboxes that let agents do the work, which is both of your product lines in one job description.

Signal: Sep 14, 2026 Source

Buyer: Engineering leader for DevX
Why it’s ranked here

A strong fit.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Sentry San Francisco, California (role location) · engineering team size not stated
6

They are hiring someone to shorten CI feedback cycles and make CI work for coding agents. That is the shift from CI minutes to agent minutes you describe in your Series B post.

Signal: Oct 9, 2026 Source

Buyer: Developer Infrastructure team lead
Why it’s ranked here

A strong fit.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Webflow Argentina (role location) · engineering team size not stated
7

A role named Build Loop under Developer Productivity, built around agentic codebases. Their build loop is what you sell to shorten.

Signal: Sep 4, 2026 Source

Buyer: Senior Engineering Manager, Developer Productivity
Why it’s ranked here

A strong fit.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Hex Remote, United States (role location) · engineering team size not stated
8

The posting says their CI/CD pipelines need a glow-up on speed and cost, which is the exact pair you say a team gets from switching.

Signal: Oct 20, 2026 Source

Buyer: Infrastructure team lead
Why it’s ranked here

A strong fit.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Descript San Francisco, CA or Remote, US (role location) · engineering team size not stated
9

A small infrastructure team that owns CI/CD, monorepo health and agent environments in one role. One team makes the buying decision for all three of your products.

Signal: Sep 4, 2026 Source

Buyer: Infrastructure team lead
Why it’s ranked here

A strong fit.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Cognition San Francisco (role location) · engineering team size not stated
10

Their agents execute in sandboxed environments across millions of sessions, and you already name Devin as an integration. This row tests whether an agent company buys compute or builds it.

Signal: Aug 6, 2026 Source

Buyer: Infrastructure team lead
Why it’s ranked here

In the middle.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Replit Foster City, CA (role location) · engineering team size not stated
11

A new mobile team means a new iOS build pipeline, and iOS needs Mac capacity. Whether they would buy compute from you is the open question on this row.

Signal: Oct 27, 2026 Source

Buyer: Engineering Manager, Mobile
Why it’s ranked here

In the middle.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Suno San Francisco (role location) · engineering team size not stated
12

An agent platform team and an iOS team in one company, with no build role in sight. Mac builds are likely their quiet cost.

Signal: Oct 20, 2026 Source

Buyer: AI Platform team lead
Why it’s ranked here

In the middle.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Perplexity San Francisco (role location) · engineering team size not stated
13

They launched an agent product and are staffing its iOS growth team. The row tests whether a mobile growth hire is anywhere near the CI decision.

Signal: Oct 16, 2026 Source

Buyer: Head of iOS
Why it’s ranked here

In the middle.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Crusoe Sunnyvale, CA (role location) · engineering team size not stated
14

A staff-level developer experience role that lists build systems and CI/CD as the job, posted this week. Their posting calls them vertically integrated, the same word you use for your stack.

Signal: Nov 2, 2026 Source

Buyer: Developer Experience lead
Why it’s ranked here

In the middle.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Brex New York, New York (role location) · engineering team size not stated
15

A release-engineering role that has stayed on their board since July, plus a seat at your dinner. They have been looking at this problem for months.

Signal: Jul 1, 2026 Source

Buyer: Release Engineering lead
Why it’s ranked here

In the middle.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Harvey San Francisco (role location) · engineering team size not stated
16

A developer experience team that owns CI/CD, at a company that has been hiring fast all year. The role has been open since May, so they may have solved it or given up.

Signal: May 1, 2026 Source

Buyer: Developer Experience lead
Why it’s ranked here

In the middle.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Lovable Stockholm (role location) · engineering team size not stated
17

A mobile app that is one of the fastest-growing ways their builders reach the product, so iOS builds are about to matter. No CI role yet, so you would be early.

Signal: Sep 22, 2026 Source

Buyer: Head of mobile or the Team Everywhere lead
Why it’s ranked here

In the middle.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Whoop Boston, MA (role location) · engineering team size not stated
18

An iOS app that talks to hardware over Bluetooth, hiring now. Nothing in the posting says CI is a problem, so this row tests whether an iOS hire alone is enough of a reason.

Signal: Oct 30, 2026 Source

Buyer: Head of iOS
Why it’s ranked here

In the middle.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Supabase Remote, Global (role location) · engineering team size not stated
19

A release engineering seat that treats deployment pipelines as production systems. The row tests whether a release role counts as a CI buyer.

Signal: Jul 27, 2026 Source

Buyer: Release Engineering lead
Why it’s ranked here

In the middle.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Decagon San Francisco (role location) · engineering team size not stated
20

They sat at your dinner, and their cloud infrastructure role is general. This row tests whether a dinner guest with no build role is worth a call.

Signal: Jul 10, 2026 Source

Buyer: Cloud Infrastructure lead
Why it’s ranked here

In the middle.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Anyscale San Francisco (role location) · engineering team size not stated
21

A distributed-computing company hiring for platform foundations. They may build before they buy; this row tests that.

Signal: Sep 21, 2026 Source

Buyer: Platform Infrastructure lead
Why it’s ranked here

In the middle.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Stripe United States, remote (role location) · far above the size rule; size not stated
22

A team that owns mobile CI and test infrastructure, plus a separate sandboxes team for agents. Every need you sell is on one board, so this row tests how big is too big.

Signal: Oct 5, 2026 Source

Buyer: Engineering Manager, Mobile Development Productivity
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: far larger than a few hundred engineers.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
OpenAI San Francisco (role location) · far above the size rule; size not stated
23

The role reads like your Bazel remote execution page. At this size, the row finds out whether a buyer so large still evaluates outside vendors.

Signal: Sep 28, 2026 Source

Buyer: ChatGPT Velocity team lead
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: far larger than a few hundred engineers.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Iterable United States (not stated) · engineering team size not stated
24

They have a Bazel remote execution vendor and are moving CI to GitHub Actions, which is your runner. This row tests whether GitHub Actions runners are a separate buy from remote execution.

Signal: Jul 28, 2026 Source

Buyer: Engineering Manager for Developer Platform
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: a build vendor is already named in the source.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.
Figma San Francisco, CA or New York, NY (role location) · far above the size rule; size not stated
25

They run background cloud agents with their own sandbox runtime. At their scale, this row tests whether you build the platform or they do.

Signal: Jun 3, 2026 Source

Buyer: Manager, Software Engineering, DevEx AI Tools
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: far larger than a few hundred engineers.
- A software company that ships weekly, from a mid-size engineering team to a few hundred engineers.
- A role open now whose job is CI, build, release or test speed.
- Ships an iOS or Mac app, or runs a Bazel build.
- Builds or runs coding agents or sandboxes that need their own machines.
- Something changed in the last 90 days: a role posted, a round, a launch or a dinner with you.
- Not on your customer list, and no build vendor named in what we read.

Your new AE’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

100 accounts you approve, each with the reason
Drafts to the first five, in your voice
Your team runs it without us
Any account you cut, we replace

How does Namespace sell?

An outside read from your Kubelist episode, your interview with Vlad Kachur, your posts, your Series B post, your site and your posting, built to be corrected: tell us anything that’s wrong. Tap a clip to play it from that moment.

The Kubelist Podcast, episode 52: Beyond the Hyperscalers with Hugo Santos5 clips · June 10, 2026

Who buys
“their teams are constrained they were back then constrained by CI today they're also constrained by CI”
Hugo, The Kubelist Podcast, episode 52: Beyond the Hyperscalers with Hugo Santos, 46:01
Who buys
“the first customers that we got was through word of mouth”
Hugo, The Kubelist Podcast, episode 52: Beyond the Hyperscalers with Hugo Santos, 47:51
The problem
“we had folks coming in with 30 minutes CI runs that they brought them down to four minutes, five minutes on namespace”
Hugo, The Kubelist Podcast, episode 52: Beyond the Hyperscalers with Hugo Santos, 47:27
Why you win
“if you actually try the product you just stay and stick because engineers love performance”
Hugo, The Kubelist Podcast, episode 52: Beyond the Hyperscalers with Hugo Santos, 47:17
When a store moves
“we have customers that started you know early five figures”
Hugo, The Kubelist Podcast, episode 52: Beyond the Hyperscalers with Hugo Santos, 60:44

Namespace CEO Hugo Santos: How to Speed Up Software Development (Vlad Kachur)6 clips · December 10, 2025

Who buys
“later on your procurement team also tends to love us”
Hugo, Namespace CEO Hugo Santos: How to Speed Up Software Development (Vlad Kachur), 6:36
Who buys
“you um you don't want to hear the pitch.”
Hugo, Namespace CEO Hugo Santos: How to Speed Up Software Development (Vlad Kachur), 5:25
The problem
“your team uh is struggling with uh CI times, build”
Hugo, Namespace CEO Hugo Santos: How to Speed Up Software Development (Vlad Kachur), 6:11
Why you win
“within an hour, you immediately see the value that that we bring in”
Hugo, Namespace CEO Hugo Santos: How to Speed Up Software Development (Vlad Kachur), 6:25
Why you win
“faster also means cheaper”
Hugo, Namespace CEO Hugo Santos: How to Speed Up Software Development (Vlad Kachur), 6:48
When a store moves
“customers of ours that uh reach out to us uh because they were h able to handle um Amazon's outage”
Hugo, Namespace CEO Hugo Santos: How to Speed Up Software Development (Vlad Kachur), 3:44

In your posts and interviews1 quotes

When a store moves
“Coding agents mean the next 100 billion commits are arriving faster than anyone planned for”
Announcing our $42M Series B, October 5

What your customers sayFrom Customer story: Warp, Customer story: ClassPass, Cursor and Namespace: giving cloud agents a real computer

ADWarp

“We actually ended up using old intern laptops to build self-hosted runners.”
Aloke Desai, Warp · Customer story: Warp
NCClassPass customer story

“dealing with slow, expensive Mac runners”
Namespace, ClassPass customer story · Customer story: ClassPass
NWWarp customer story

“the migration really did happen in an afternoon”
Namespace, Warp customer story · Customer story: Warp
NBNamespace blog

“your agent can't build iOS or macOS apps without a Mac.”
Namespace blog · Cursor and Namespace: giving cloud agents a real computer

Words you use

“next 100 billion commits”
“vertically integrated”
“drop-in replacement”
“Mac at any scale”
“agent scale”
“Devbox”
“runs-on line”
“sublinear”
“word of mouth”
“grit”

How the list learns your calls

In the first session you react to accounts like these: keep or cut, and why, the way you’d tell a cofounder. Each reason becomes a rule you can read, the pool re-scores, and ten more show whether it learned. Keep eight of ten and the hundred is built on your rules.

You cut one on the call, and say why
It becomes a rule
The pool re-scores
Ten more test it

Which questions can only you answer?

Your episodes don’t say which teams you’d never spend a meeting on, or what an engineering leader has to see before a trial becomes a contract. About 30 minutes of you reacting to real accounts answers these.

1
Which team closes fastest for you: a CI-bound web team, an iOS team, or a team running coding agents?
Rows 1, 2 and 5 are a mix of all three; your answer reorders the list.
2
Does a developer productivity or release role count as the buyer, or does it go to the head of engineering?
Rows 15 and 16 (Brex, Harvey) are release and developer experience roles with no named leader.
3
When a company runs its own sandboxes, is it a prospect or a competitor?
Row 10 (Cognition) and row 11 (Replit) stay or go on this one.
4
Is there a company size where you stop?
Rows 22, 23 and 25 (Stripe, OpenAI, Figma) are here to find that line.

What does your Account Executive’s first morning look like?

Without

The CRM you have now. The early weeks go to learning which accounts you’d call, and why.

With · Account Executive, first morning

OOuraDraft written
NNotionDraft written
TTemporalDraft written
LLangChainDraft written
AAmplitudeDraft written

A hundred accounts you approved, the rules behind them and drafts to the first five, so their time goes to buyers.

From week two, your mornings too: one brief, drafts to approve, every message sent by you.

How the 10 days run

What happens in the ten working days?

November 16, 2026 to December 1, 2026. About a day of your time in total.

Before by November 16
You send the customers you’d clone and three deals that went wrong, plus 10 to 20 emails or posts you wrote. “How you sell” is drafted from your talks and posts.
You: 20 minutes
Day 1 November 16
The playbook session: we fill the gaps and correct the draft together. Your CRM is connected.
You: 2 hours
Day 2 November 17
Your first rules are written; a few hundred companies are scored against them.
You: none
Day 3 November 18
You review the first 25 (talking it through is fine).
You: 30 minutes
Day 4 November 19
Your reasons become rules; you see the re-score and judge 10 more. First touches are written in your voice to the accounts you kept, and you read ten. Touches start logging to the CRM.
You: 30 minutes
Day 5 November 20
The hundred is built. The research tool is set up; you test it on three accounts you know.
You: 15 minutes
Day 6 November 23
The morning run is set up; your first morning, with us.
You: 30 minutes
Day 7 November 24
You review all hundred, and any cut is replaced. Team training, session one.
You: 1 hour 20 minutes
Day 8 November 25
Your first morning on your own. Training session two, hands-on for each person.
You: 1 hour plus your morning
Day 9 November 30
Your second morning on your own. Each person on your team runs the morning alone.
You: your morning
Day 10 December 1
Your third morning on your own. A week of touches is in the CRM. Handover sign-off.
You: 30 minutes plus your morning

Who builds it?

The person in the video does the work with you, from the first session to the handover.

$100M+in deals sold in a single year

$0 to $10MARR in 12 months, for a company I built

“Kash and I built ERT Credit together in 2021. He took my MVP and turned it into a SaaS that hit $10M ARR in twelve months.”

Jordan Anderson, CEO, PayStreetgobridgehead.ai/about
“Analytical in approach, technologically-knowledgeable, and earnest in conviction, Kash was able to drive pipeline in a notoriously challenging tech region.”

JBJason Brandt, Managing Director, Sales, ePlus inc.LinkedIn recommendation, April 2020

Where does this go from here?

Three options. Each one is fine.

Not a fit

Say so in a line, and that’s the end of it.

Not now

Keep the 25 and the read on how you sell, and share them. When the role fills, the offer stands.

Talk with Kash

Ask Kash to call you, or email him. He calls to set up a 30-minute strategy session. Bring your cofounder or your sales leader.

Your new AE’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

100 accounts you approve, each with the reason
Drafts to the first five, in your voice
Your team runs it without us
Any account you cut, we replace

Namespace sales playbook, in brief

Namespace sells fast build, test and coding environments across Mac, Windows and Linux to engineering teams, including GitHub Actions runners, Bazel remote execution and Devboxes for cloud agents. Hugo Santos says it powers more than 1,000 companies and that revenue grew 8x over 12 months.Announcing our $42M Series B, namespace.so

Engineers find it by trying it. Hugo says developers “don’t want to hear the pitch,” that the first customers came by word of mouth, and that a team can see the value within an hour, often several times faster.Namespace CEO Hugo Santos: How to Speed Up Software Development (Vlad Kachur), The Kubelist Podcast, episode 52: Beyond the Hyperscalers with Hugo Santos

Hugo describes the buyer’s problem as teams that are “constrained by CI,” with 30 minute runs brought down to a few minutes, and a second buyer in procurement who likes that faster also means cheaper.The Kubelist Podcast, episode 52: Beyond the Hyperscalers with Hugo Santos, Namespace CEO Hugo Santos: How to Speed Up Software Development (Vlad Kachur)

The first 25 accounts for a new Account Executive are software companies with an open role in build, CI, release or iOS, or agents that need their own machines. Each is scored on six rules and backed by a dated, sourced signal: nine strong fits, twelve in the middle and four edge cases that test the rules.

Prepared by Kash Badami at Bridgehead · November 9, 2026 · Every source

Questions founders ask

Can’t my AE build this when they start?

They can. But wouldn’t you rather they were selling? Reps spend 28% of their time selling, and the average new AE takes 6.2 months to ramp. This replaces the weeks they would spend building the list and learning what you already know.

28%: Salesforce, State of Sales (7,700+ sellers, 2022) · 6.2 months: Bridge Group, 2026 AE report (158 companies)

How much sooner does my new AE get to work?

From day one, because the accounts you approved and the first drafts are waiting. The average new AE takes 6.2 months to ramp, and at a $200K median OTE that is about $103K paid before they are fully productive. Only 48% of AEs hit quota.

6.2 months: Bridge Group, 2026 AE report (158 companies) · $103K: arithmetic ($200K median OTE × 6.2 months ÷ 12); Bridge Group, 2026 AE report (158 companies) · 48%: Bridge Group, 2026 AE report (158 companies)

We tried an outreach tool and it sounded like a robot. How is this different?

Nothing goes out on its own. Every account on the list is one you approved, every draft is written to one person, and you send each message yourself. It learns your voice from what you’ve written and from every edit you make.

How much of my time does it take?

About a day, spread across the ten working days: the 2-hour session on how you sell, short list reviews you can talk through, two training sessions and your first mornings. The hours your AE gets back go to selling, where reps spend just 28% of their time today.

28%: Salesforce, State of Sales (7,700+ sellers, 2022)

What happens after you leave?

It keeps learning. Each week it proposes rule changes from what your cuts, replies and silences showed, and you approve or reject each in a line.

Where does my data live?

In your own accounts: your Claude, your CRM, your files. Nothing runs on anyone else’s side, and any rule can be changed in plain English.

How is it priced?

The first engagement is one fixed price for the ten days. It depends on how many people we train and which systems we connect, so Kash quotes it on a short call. After handover, you can keep us on a retainer to keep supporting your sales process and refining it, if you choose that route.

The research behind this page 13 sources · 2 postings · 8 customers · 84 stores looked at

Your talks and posts

The Kubelist Podcast, episode 52: Beyond the Hyperscalers with Hugo Santos, June 10, 2026
Namespace CEO Hugo Santos: How to Speed Up Software Development (Vlad Kachur), December 10, 2025
Announcing our $42M Series B, October 5, 2026
Your Series B post on LinkedIn, October 5, 2026
Your dinner post on LinkedIn, November 2, 2026
Your eMudhra post on LinkedIn, October 21, 2026
namespace.so
namespace.so/customers
Customer story: Warp
Customer story: ClassPass
Cursor and Namespace: giving cloud agents a real computer
Mac at any scale, November 3, 2026
Devbox

Your open roles

Account Executive, first posted October 2, 2026
Account Manager, first posted October 2, 2026

Your customers

Warp · ClassPass · Framer · Zed · DuckDB · Shaped · Ramp · Ghostty (santehq.com/customers and your posts). Customer photos are from santehq.com/customers.

How the 25 were picked

84 stores found and scored on 6 rules; the 25 chosen to teach: 9 strong, 12 middle, 4 at the edges. Logos are from each store’s own site.

Sources: 84 company job boards read (Ashby, Greenhouse and Lever), Ashby, Greenhouse and company job boards (each posting’s published date from the board’s own data), EngFlow’s Iterable case study, and your own posts, site and podcasts, each opened and saved on November 9, 2026.
None of the 25 appears on namespace.so/customers or in the logos of your Series B post. Cursor, Factory, Amp and fal.ai are customers and were left off.
Where a posting is silent on team size, R1 scores 2: not shown in the source, not absent.
The location on each row is the posting’s location, not the company’s headquarters.
Rows 1 to 21 are tiered by score; rows 22 to 25 are edge cases chosen to test one rule each.