Intercom, Inc.

JULY 28, 2022

Sanj started working at Salesforce back in 2005, when the company had around 1,000 employees and a few hundred million in revenue, and he was a part of its growth for 14 years, holding several leadership positions in multiple markets in EMEA. It’s very transparent, very collaborative, and filled with really smart, amazing people.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Sales Hacker

MAY 26, 2021

There are so many dependencies involved with any sales organization and this is especially the case with larger and more complex products and companies. In order to make everything work, the sales ops team handles all of the backend processes. A career in sales, sales ops, or sales enablement?

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Customer > Team > Individual During my time at HubSpot, the leadership team shared this mental model to help with decision-making. The Horizons Framework is an effective way to categorise projects, which in turn helps with assigning budget, headcount and timelines. Source: McKinsey 17. This is always wrong.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

ChurnZero

AUGUST 23, 2019

Q: If there is no headcount for a new CS ops person, what’s the best way to incorporate the function until you can get budget? A: So, what I had said was, you should look at gross retention and net retention. Some companies we work with do say your base is your base and your bonus is tied to gross or net revenue retention.

Sales Hiring 40

Sales Hiring Scale Customer Success Retention 40