TL;DR: After a few years leading sales teams this year reminded me that sales is FUN and the people who matter most (by far) on GTM teams are the folks on the frontlines.
After a few years leading sales teams, I started at a seed-stage company as the first GTM hire.
The typical tropes applied: my job entailed sales strategy, hiring, and infrastructure, fancy revenue planning - oh yeah, and selling all the deals. This meant being my own SDR, hours of SFDC data entry, and putting on my success / support hat when needed. The results after 2Q - we 3x’d our paid customers, 2x’d our revenue, and raised an inspiring round from a tier 1 VC.
When I initially took the job, a few of my peers asked if I’d be “working deals at a tactical level”, with the implication that this was “less than” the leadership or strategic work I’d done at later-staged places. I can honestly say that I’ve learned more, had more fun, and am genuinely excited about the “tactical level” sales I’ve had the privilege of doing this year. Plus, it was a fun reminder that I’ve still got it… 😉
ROLL BACK THE CLOCK, HOT TUB TIME MACHINE!!! 🔥 🛁 ⏰
Sellers: AEs, CSMs, SEs, SDRs… The work you do MATTERS and you f-ing rock. Now that my team is growing and my focus is shifting, I’m going to make sure that my renewed appreciation and admiration for sellers is a pillar our culture, informs how we recognize people, and celebrate wins for the folks who ACTUALLY make it happen. Happy Q3 everyone.