We've seen what happens when great products go to market wrong.
Rocinante exists because most B2B infrastructure founders are world-class builders and first-time sellers. We fix that.
I've spent 13 years inside early-stage B2B companies — VP of Revenue at Metrobi, VP of Global Sales at Smartcat, and at MageMail, Interim CEO while simultaneously holding VP of Global Sales, Marketing, Success, and Partnerships. Before that, individual contributor roles building the muscle. Across every role, the same pattern kept showing up.
High-growth startups burning through AEs, VPs of Sales, and Heads of Sales. Founders making critical early hires without understanding what “good” actually looks like. Teams scaling fast off founder-led sales — then collapsing the moment they tried to make it repeatable.
Two things were always true. Some founders knew just enough about sales to be dangerous — they'd read the playbooks, picked up the language, but didn't know how to apply it. Others avoided sales entirely, treating it like a necessary evil instead of a core competency.
At the same time, companies stopped investing in training. Sales became something you hired for, not something you built. That combination is expensive.
The first sales hire — especially the first VP — is one of the highest-leverage decisions a company makes. And most founders are forced to make it without ever having truly sold their own product in a structured, repeatable way.
Rocinante was built to change that.
What we do
The goal isn't to replace your sales team. It's to make you dangerous in the right way — to help founders close their first real deals, understand their own sales cycle, and build a foundation that actually holds when you scale.
Because once you've done it yourself — once you've closed 10 real deals, felt the friction, refined the message — you don't hire based on hope. You hire based on understanding.
In today's market, especially with AI-native companies, it's easier than ever to get early traction through networks and hype. But that momentum disappears fast if you can't operationalize it.
Rocinante exists to bridge that gap — between early traction and repeatable revenue.
The name
Rocinante has meant the same thing twice across five centuries.
First, it was Don Quixote's horse — an ordinary animal, unremarkable on its own, that carried someone on an extraordinary mission. Then it was Holden's ship in The Expanse — a retrofitted workhorse that helped a small crew traverse the solar system and, eventually, save mankind.
Neither Rocinante was the hero. Both made the mission possible.
That's the idea. We're not the hero of your GTM story. You are. We're the system underneath you — built to carry the mission, handle the grind, and get you where you're going.
Ready to see if we're a fit?
We work with founders of B2B infrastructure software, $300K–$50M ARR. If you fit, we'll set up a conversation.