- Product-led vs Sales-led vs Marketing-led? Freemium vs Paid? Top Down vs Bottoms Up?
- SMB vs Enterprise? Farmer vs Hunter? Inbound vs Outbound? Channel vs Direct?
- OKRs, MBOs, KPIs & Commission
- OKRs are organizations, MBOs are for managers, KPIs are for individual contributors
- The first sales hire at a tech startup should be 70% sales, 15% early product manager, 15% evangelist
- Getting this hire wrong increases burn & slows GTM-Fit
- No, you cannot scale by using an excel doc and a chrome plugin that 'basically does what salesforce does'
- Proper tooling & infrastructure reduces friction for your sellers and leads to faster closing
I have a healthy disregard for the impossible. The more questions than answers, the better. Never been done before? Perfect.
Career Highlights:
- #44 employee at Stack Overflow (sold for $1.8B)
- #17 employee at Tempo Automation (Public on NASDAQ: $TMPO)
- #6 employee + Head of Revenue (Sales, Marketing and CS) @ Lambda, Inc.
- Scaled a startup from single digit millions to $100M+ in revenue
- Built revenue orgs across Sales, Marketing, Partnerships, Sales Engineering & CS
- Can understand complex and technical products, garnering the respect of PMs and engineers
- Used to be proficient with HTML/CSS (and a little bit of JavaScript)
- Designed a very simple circuit board in Arduino/Eagle CAD
- Learning how to train my first Neural Network
From joining Stack Overflow ($1.8B exit) as employee #44 to being recruited to the Bay Area as the Head of Sales at Tempo Automation ($900M SPAC), my experience spans from Seed to Series D and acquisition to IPO.