I see this a lot at start-ups as I come from automotive (similar to large enterprise sales, engineering teams with product teams make calls on buying 10's of M

I see this a lot at start-ups as I come from automotive (similar to large enterprise sales, engineering teams with product teams make calls on buying 10's of M to 100's of M in product.) The biggest problem I see is you're not on site. You're not there physically and haven't met Glenda and her manager or immediate peers. Because if you were on site Glenda would've let you know she's thinking of leaving and would've referred you to her manager in charge of her replacement. There's so much gained in just showing up and being present. It doesn't feel scalable or meritocric but it is how a lot of humans work.