# Acme Enterprise AE scorecard

**Hypothetical and illustrative only. Acme is not a real company. This is not a case study, an offer, or a reference.**

The numbers below exist so you can see a filled bar. They are not Andrew's operating record.

## The made-up company

- ARR: about $2.3M
- ACV: $165K
- Year-one AE production used in the plan: $600K
- Exit the model is pointed at: about $9M
- Pair-hire calendar: months 1 through 5 (two AEs in M1, BDR + SE in M3, second AE pair in M5)
- Stage: $1-5M Repeat. The question is whether two non-founder sellers can hold 70% for two quarters. They have not yet.

## Header

Role: Enterprise AE (seat 1 of a pair)
Stage: $1-5M Repeat
Req opened: Month 1 of the plan
Interviewers: Founder, FDE
Pair hire: seat 1

## Must-haves (scored)

| # | Must-have | Score | Notes |
|---|---|---|---|
| 1 | Names EB and paper without prompting | 4 | Walked a $180K close: CISO as EB, InfoSec then legal, 11 days of paper. Named the security questionnaire owner. |
| 2 | Self-source story with math | 3 | Last quarter: 11 held, 4 self-sourced, 2 Stage 2, 1 close. Not a handed book. Inbound still did some of the work. |
| 3 | POV with signed success criteria | 4 | Refused to start a POV without a one-pager the champion signed. Killed one that slipped to week 5. |
| 4 | Operates when the ICP is still moving | 3 | Last company was mid-ICP change. Did not wait for enablement. Did wait for a disqualify rule. |
| 5 | Takes coaching from recordings | 3 | Brought their own call notes. Asked to watch one discovery live. Did not flinch at recording. |

Must-have average: 3.4

## Nice-to-haves

| Trait | Present? | Notes |
|---|---|---|
| Prior AI or security bag | Partial | Adjacent (observability), not AI security. |
| Existing CISO relationships in the ICP | No | Do not weight this. |

## Hard red flags

None marked.

## Decision

Must-have average: 3.4 (at or above 3.0)
Hard red flag: no
Yes votes: 2 (founder, FDE)
References: pending at write-up; hire is conditional on a manager plus a peer confirming self-source and day-60 activity
Pair-check on seat 2: same scorecard, do not lower the bar to staff M5

Hire / hold / no: hire, conditional on references

Reminder: Acme does not exist. Use the blank Scorecard-TEMPLATE.md on a real req.