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How Humaans began building a repeatable enterprise sales motion

When I first partnered with Humaans earlier this year, the company already had a strong product story and a founder who could win complex conversations. What they needed next was the capability to run enterprise evaluations consistently — not just through the founder, but through a growing AE team.

My focus was to help build the foundations of a repeatable enterprise motion without slowing down the pace of the business.

Establishing structure in complex deals

I joined their weekly forecast meetings and ran deep-dive deal reviews with the AEs and Giovanni. We brought in MEDDPICC to give the team a shared language for understanding how companies buy:

• what makes a Champion credible

• how to engage the EB earlier

• how to uncover and influence decision criteria

• how to verify the customer’s buying process and required steps

This immediately shifted conversations from anecdotal confidence to structured evidence. The team became sharper at spotting gaps and more deliberate about closing them.

Strengthening the process and messaging

In parallel, I supported Giovanni in defining the sales process end to end and tightening the narrative using an Andy Raskin-style strategic story. This gave both AEs and prospects a clearer sense of why Humaans’ approach matters - and how the product fits into modern HR and people operations.

I also supported the interview process for new AEs and the VP Sales, helping the business raise the bar while staying aligned on the profile needed for enterprise success.

What changed

Over this period, Humaans:

• closed the largest deals in their history

• scaled their engagement in more regions globally

• developed the strongest pipeline in company history

• accelerated velocity significantly

• saw rapid improvement in AE confidence and capability

The enterprise motion is not “complete” — nor should it be at this stage — but the core foundations are now in place and operating in live deals.

The founder’s view

One of the most telling moments was Giovanni’s feedback during one of our final sessions: 

“You’ve been incredible this year… this was a critical moment for us. I’m very grateful for what you’ve done. You challenge me the right way.”

Where Humaans now stands

They now have the structure, insight, and early wins that matter most when scaling into enterprise. The team understands what drives large deals forward, the pipeline reflects far bigger ambition, and the next chapter of their enterprise motion can grow from a far stronger base.

It’s been a privilege to support them through this transition.