Building Sales Operations from $1M to $50M: Who to hire, when and why

20
#saastrannual Building Sales Operations from $1M to $50M Who to Hire, When and Why Matt Cameron Volney Spalding

Transcript of Building Sales Operations from $1M to $50M: Who to hire, when and why

Page 1: Building Sales Operations from $1M to $50M: Who to hire, when and why

#saastrannual

Building Sales Operations from $1M to $50M Who to Hire, When and Why

Matt CameronVolney Spalding

Page 2: Building Sales Operations from $1M to $50M: Who to hire, when and why

#saastrannual

What does the Sales Ops function do for you?

Page 3: Building Sales Operations from $1M to $50M: Who to hire, when and why

#saastrannual

Aligning your ARR, VP and ops

Page 4: Building Sales Operations from $1M to $50M: Who to hire, when and why

#saastrannual

Page 5: Building Sales Operations from $1M to $50M: Who to hire, when and why

#saastrannual

Sales organization

Page 6: Building Sales Operations from $1M to $50M: Who to hire, when and why

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What to care about at this stage

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#saastrannual

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The buyer process informs the sales process

Page 9: Building Sales Operations from $1M to $50M: Who to hire, when and why

#saastrannual

Buyer journey

Page 10: Building Sales Operations from $1M to $50M: Who to hire, when and why

#saastrannual

Sales effectiveness + ops analyst $1-$10MM

Page 11: Building Sales Operations from $1M to $50M: Who to hire, when and why

#saastrannual

Page 12: Building Sales Operations from $1M to $50M: Who to hire, when and why

#saastrannual

Page 13: Building Sales Operations from $1M to $50M: Who to hire, when and why

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No one likes surprises

Page 15: Building Sales Operations from $1M to $50M: Who to hire, when and why

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Pipeline progression ≠ probability

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Forecast and coverage

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Instrumenting to learn

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Understanding the success profile

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Enablement & Ops $10M - $50M

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#saastrannual

Big exits come from great operations!


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