Jacob Conversation — Talking Points

Feb 16, 2026 · Confidential

1. Open: Frame the Why

• "We're growing fast and I need to protect you from burnout and let you focus on what you're best at"
• Company needs a dedicated hunter for whale logos — that's not Jacob's highest-value use
• Jacob's superpower = client relationships, retention, making delivery work — that's where the real enterprise value is

2. The Change

• Bringing Yury Rozenman back as CGO (Chief Growth Officer) on the ELT
• Yury reports to Daniel — focused on hunting whale deals alongside Daniel
• Jacob stays CCO — title unchanged, team unchanged

3. Swim Lanes

4. What Stays the Same

• Title: CCO
• Team: All BD people (except Yury) still report to Jacob
• Pricing & deal structure: co-owned — Jacob has a seat at every deal table
• Pipeline: Jacob still owns it

5. What Changes

• Incentive structure shifts toward delivery, client success, and revenue retention
• Less pressure to personally close new logos — Yury + Daniel carry that
• "Your comp should reflect the things you actually control and are great at"

6. Anticipate Concerns

• "Am I being sidelined?" → No. Retention revenue is the majority of our business. You own it.
• "Yury reports to you, not me" → Yes, because the whale hunting is a Daniel+Yury motion. Not a hierarchy signal — it's a focus signal.
• "I lose the visible wins" → Reframe: client renewals and expansion revenue will be Jacob's visible wins. Those are bigger numbers.
• "What does this say about my future?" → You're essential. I want to keep you long-term. This frees you up to be the CCO, not a stretched-thin jack-of-all-trades.