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20VC: The Memo: What’s a Gross sales Playbook? Does the Founder Must Create It? Ought to the First Gross sales Rent Be a Chief or a Rep?

Posted on twenty seventh July 2022 by hstebbings1

At this time we deconstruct the canonical query in early-stage gross sales. Does the founder have to create the gross sales playbook? Then secondly, if not, ought to the primary gross sales hires be reps or a gross sales chief? At this time we’re joined by 7 of the perfect gross sales leaders to share their ideas.

Jordan Van Horn is a Income Chief @ Montecarlo. Beforehand Jordan spent 4 years with Phase and earlier than that spent one other 4 years at Dropbox.

Oliver Jay (OJ) most just lately spent 6 years at Asana the place he was employed as the corporate’s first income chief. Earlier than Asana, OJ spent 4 years at Dropbox the place he scaled the gross sales group from 0 to 50 whereas tripling ARR.

Dannie Herzberg is a Companion @ Sequoia Capital and beforehand spent 4 years at Slack as their Head of Enterprise Gross sales. Earlier than Slack, Dannie spent 5 years at Hubspot constructing gross sales, opening an SF workplace, after which becoming a member of product to launch CRM & platform.

Zhenya Loginov is the CRO @ Miro, the place he runs the go-to-market group of 700+ individuals throughout 11 international workplaces. Previous to Miro, Zhenya was the COO @ Phase. Lastly, earlier than Phase, Zhenya led a 100-person group at Dropbox throughout quite a few totally different practical areas.

Kyle Parrish is VP Gross sales @ Figma, the place he has scaled the gross sales group from 0 to over 100 individuals in gross sales. Earlier than Figma, Kyle spent over 5 years at Dropbox in quite a few totally different roles together with Head of Gross sales, the place he scaled the Austin, Texas workplace from 3 to over 80 individuals.

Sam Taylor is the VP of Gross sales and Buyer Success @ Loom, at Loom Sam leads Income Org together with: Direct Gross sales, Buyer Success, Self-Serve Income Development/Help. Previous to Loom, Sam spent over 4 years at Salesforce, following their acquisition of Quip, the place he was the primary gross sales chief. Earlier than Salesforce and Quip, Sam spent over 3 years at Dropbox as a mid-market gross sales chief.

Jeanne DeWitt Grosser is Head of Americas Income & Development @ Stripe. Pre-Stripe, Jeanne was CRO @ Dialpad and likewise spent a few years at Google in quite a few totally different roles together with most just lately as Director of GSuite SMB & Mid-Market Gross sales, North America and LATAM.

Mitch Tarica is Head of North America Gross sales at Zoom Video Communications. Earlier than Zoom, Mitch spent over 5 years at RingCentral and earlier than RingCentral, Mitch was at Oracle for over 7 years in quite a few totally different gross sales roles.

In At this time’s Dialogue on Gross sales Playbooks We Be taught:

1.) What’s the proper definition for a “gross sales playbook”?

2.) When is the fitting time to alter your “gross sales playbook”?

3.) What are the largest errors or misnomers made across the “gross sales playbook”?

4.) Ought to the founder be the one to create the primary gross sales playbook or can it’s a gross sales chief?

5.) When is the fitting time for founders to rent their first gross sales leaders?

6.) For the primary gross sales rent, ought to founders rent gross sales reps or a gross sales chief?

7.) When do you have to rent a rep vs a gross sales chief? What are the nuances?



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