Contrary to the common ambition of top executives, Snowflake's sales and marketing leaders found fulfillment by mastering their specific domains. They had no desire to become CEO, allowing them to shed their egos and focus purely on the craft of their functions, a rare and refreshing mindset in Silicon Valley.

To keep growth aligned with product, foster a shared culture where everyone loves the product and customer. This isn't about formal meetings, but a baseline agreement that makes collaboration inherent. When this culture exists, the product team actively seeks marketing's input, creating a unified engine.

Don't pitch big ideas by going straight to the CEO for a mandate; this alienates the teams who must execute. Instead, introduce ideas casually to find a small group of collaborative "yes, and" thinkers. Build momentum with this core coalition before presenting the developed concept more broadly.

A common failure mode for new CROs is attempting to create the sales playbook in isolation. Core pillars like ICP and value proposition are company-level decisions. The CRO's role is to be interdependent, facilitating this cross-functional creation process, not dictating it.

A key, often overlooked, function of leaders in high-growth groups is to act as a shield against internal company interference. This allows their teams to focus on innovation and execution rather than navigating organizational friction, which is a primary driver of top talent attrition.

Instead of debating whether Product Management or Product Marketing "owns" positioning, teams should treat it as a critical point of shared alignment. It's a collaborative space where the entire team agrees on the product's value and market strategy.

When a big-picture leader communicates with a detail-oriented team, friction is inevitable. Recognizing this as a clash of communication styles—not a personal failing or lack of competence—is the first step. Adaptation, rather than frustration, becomes the solution.

When a senior stakeholder proposes a potentially disruptive idea, direct resistance ('pushing') is counterproductive and strengthens their resolve. Instead, 'pull' them into a collaborative exploration. Acknowledge the idea, discuss the underlying problem it solves, and then gently steer the conversation back to how it aligns with the agreed-upon North Star, defusing tension.

To prevent resentment in high-pressure teams, implement a scheduled forum for fearless feedback, like a "Sunday SmackDown." This creates a predictable, safe container for airing grievances—personal or professional. By separating critique from daily operations, it allows team members to be open and constructive without the awkwardness or fear of disrupting morale, thereby preventing small issues from escalating.