Grit

Throughout his over 18 years working for the Golden State Warriors, Brandon Schneider has held several positions and seen it all.From the depths of rarely making the playoffs, to the heights of making it to the NBA championship five times in a row with three wins, Brandon has held 10 titles at the Warriors — most recently, the role of President and Chief Operating Officer.On this episode of Go to Market Grit, Joubin and Brandon geek out over their shared love of the Golden State Warriors, talk about building resilience in business, and the traits Brandon looks for in new sales hires.In this episode, we cover:Record-setting: The Golden State Warriors’ recent successes and its $4.7 billion valuation. (2:01)Making an impact: Why Brandon stuck with working at the Warriors during the team's downturn — and the importance of finding a job you love. (6:20)How the Golden State Warriors evolved after Joe Lacob and Peter Guber took charge — and the importance of hiring and recruiting great talent. (12:44)Fan experiences, arenas, and digital presence: Creating an economically sustainable business despite 'the inevitable ups and downs of a basketball team.' (22:03)Why the Warriors look at talent and character when recruiting athletes — and the relationship between fan experience and revenue. (26:49)Building resilience in business: Withstanding adversity and making the most out of challenges. (31:17)Work ethic, passion and confidence: The traits Brandon looks for in sales hires — and the parallels between sales and athletics. (34:51)How the digital age has changed the importance of geographical markets in professional sports. (38:43)How Brandon defines grit. (41:53)Links:Connect with BrandonLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

By her own admission, Kayti Sullivan was having a “quarter-life crisis” when she realized the jobs she could get with her Masters degree in Early European Art were not careers she had envisioned.What followed for Kayti was the start of an incredibly successful twelve-year run in sales leadership at Yelp — where she traveled the globe and rose through the ranks. Now, Kayti is Chief Revenue Officer at The RealReal, an online marketplace for authentic luxury consignment.On this episode of Go to Market Grit, Joubin and Kayti discuss the importance of falling in love with learning, what it takes to go from being an individual contributor to a manager, and strategies for balancing work and personal life.In this episode, we cover:Falling in love with learning: The connection between intellectual curiosity and success — and why Kayti believes that 'leaders are readers.' (2:47)From art history to Yelp: Kayti's story of finding her career in sales. (10:20)'Competitor to advocate': How Kayti went from salesperson to sales manager at Yelp — and how to succeed during transitional periods. (20:20)Careers and relationships: Why Kayti 'never really questioned' moving across the globe for jobs. (28:03)'Play the tape all the way to the end:' How Kayti prioritizes tasks when leading high-growth, high-opportunity companies. (31:24)‘Time is only one measurement:’ Strategies for balancing work and personal life. (35:06)Why Kayti left Yelp in 2019 — and what she saw in The RealReal. (47:02)How Kayti defines grit. (51:41)Links:Connect with KaytiEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

For Thomas Hansen, chasing a passion was key to unlocking the path toward an impressive career. An avid windsurfer, Thomas started his professional life managing a small windsurfing company in Denmark — an experience where he learned what it takes to succeed.Now, Thomas serves as Chief Revenue Officer of UiPath, a growing business that develops software for robotic process automation — freeing up time for companies to focus on innovation. On this episode of Go To Market Grit, Thomas and Joubin discuss essential communication tips for sales leaders, as well as how to balance the science and art of sales.In this episode, we cover:Accountability, consistency, and predictability: The sales lessons Thomas learned during his early career working for Dell in Denmark. (0:59)'It’s the passion in my life': Thomas talks about his love of windsurfing. (6:15)How UiPath helps companies free up time through automation software — and the methods Thomas used to assess the company’s technology. (9:33)Breadth vs. Depth: Why Thomas believes in the importance of getting exposure to different disciplines, functions, and geographies. (17:15)'Crisp, and clear, and to the point:' How Thomas connects with his global sales team during the COVID-19 pandemic. (20:40)The importance of sharing difficult feedback with people as early as possible 'in an authentic, humble and kind way.' (24:50)Using reference calls to determine the qualities of a job candidate. (28:56)Coupling science-enabled sales techniques with the art of connecting with a customer. (32:16)How Thomas defines grit. (41:04)Links:Connect with Thomas HansenUiPath's websiteConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

Marcy Campbell knows a thing or two about taking risks. Over her almost 40 years in business, Marcy’s worked at 11 different startups — building several sales organizations from the ground up.Now, as Vice President of Global Professional Services at PayPal, Marcy employs grit on a daily basis as she leads sales teams on the newest company products. On this episode of Go to Market Grit, Joubin and Marcy discuss the challenges women face in business, creating sales motions and the qualities of a successful sales rep.In this episode, we cover:Marcy's career working at 11 startups — and the challenges women face in reaching senior sales positions. (1:05)'I’ve never done anything in a straight line': Taking risks and finding success. (7:50)'Fail up': Using the lessons learned from failure to take more risks. (12:48)How Marcy deals with always having been ‘the underdog’ — and why she mentors other women. (16:11)Being 'immersed in the actual event of learning' — and how failure builds maturity. (19:26)Why understanding a company's products, customers, and market dynamics is key to establishing successful sales motions. (23:19)Collaboration and chemistry: The characteristics that Marcy looks for in companies she's looking to join. (28:20)Belief, commitment and support: What it takes to work at a company where 'there's a puzzle to fix.' (30:27)Why Marcy goes on 'a big listening tour' to understand all aspects of a company when she first joins. (34:30)The value of curiosity and intelligence in a sales rep — and the qualities Marcy evaluates in sales candidates for during job interviews. (37:15)How Marcy defines grit. (43:59)Connect with MarcyLinkedInEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

In 2008, when Ryan Longfield took a contracted account executive position at LinkedIn without any prior sales experience, he knew he had to be “all-in.” “‘I’ll sleep under my desk if I have to,’” Ryan remembers telling a recruiter who asked if he was worried he won’t be able to hit $50,000 in sales in only three months. Now, after an almost 10-year run at LinkedIn where he worked in five different sales positions, Ryan serves as Chief Revenue Officer of Gong, a revenue intelligence platform for B2B sales teams. On this episode of Go to Market Grit, Joubin and Ryan have a wide-ranging discussion about the importance of pushing boundaries as well as failure.In this episode, we cover:'I was all-in': Ryan's experience as a contracted account executive at LinkedIn in 2008 having never previously done sales — and what motivates him. (2:52)The importance of setting boundaries and creating a healthy work-life balance. (9:46)Why Ryan believes that 'constantly remaining uncomfortable’ is key to career acceleration. (17:10)Learning from the process that led to failure versus focusing solely on the failure itself. (20:43)Imposter syndrome, insecurity, and the benefits of having diversity of perspective. (27:16)Why Ryan believes that quotas should "represent a minimum bar for effectiveness" in sales roles. (37:03)How Ryan's current company, Gong, gives leaders insight into the sales conversations reps have with buyers. (39:17)Coachability; previous history of success; intelligence and business acumen; grit; and curiosity: Attributes of a great sales rep. (48:01)How Ryan defines grit. (51:35)Guest: Ryan Longfield, Chief Revenue Officer of GongLinks:Connect with Ryan LongfieldLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

When it comes to building startups from the ground-up, Brendon Cassidy knows it all: Having held some of the first sales leadership roles at LinkedIn, Echosign, and Talkdesk, Brendon helped position each company for success. Now, Brendon consults startups on go-to-market operations as founder of his own consulting firm, Cassidy Ventures. On this episode of Go to Market Grit, Joubin and Brendon talk about what Brendon learned throughout his impressive career working at successful startups, as well as what Brendon looks for in new sales hires when building a team.In this episode, we cover:How Brendon became one of the first 20 employees at LinkedIn during the company's early days — and how he helped LinkedIn monetize its recruiting services. (3:17)The sales leadership lessons Brendon learned at LinkedIn and his departure from the company in 2008. (10:29)'I'm betting on me': How Brendon became VP of Sales at Echosign as one of the company's first employees after working at LinkedIn. (15:34)Startup number three: How Brendon helped build Talkdesk's sales operation as the company's first United States employee after working at Echosign. (20:26)Why Brendon looked for drive and commitment in new sales hires when building a team at Talkdesk. (23:58)'Don’t quit; don’t give up; be solution-oriented': Dealing with failure and hardship in business. (26:31)Hiring a VP of Sales: Brendon's take on stretch VPs and why "a diverse search" is key to the right hire. (38:58)How Brendon defines grit. (49:00)Links:Connect with Brendon CassidyLinkedInEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

As Chief Revenue Officer of cloud content management and file sharing company Box, Mark Wayland and his team have taken on a “land, adopt, and expand” business model to attract new buyers across various industries and locations.This strategy seems to be paying off — according to Box, 68% of the Fortune 500 currently use the SaaS company’s products.On today’s episode of Go To Market Grit, Joubin and Mark talk more about Box’s go-to-market strategy, as well as the importance of learning from failure.In this episode, we cover:The importance for a sales leader to hone sales operation and strategy skills. (3:01)How sales has changed as technology evolves. (9:37)How Box is changing how people work through cloud content management — and why sales leaders should focus on forging a positive workplace culture. (18:25)Selling across segments: Box's go-to-market strategy. (24:29)Why Box aspires to be a ‘trusted advisor’ to enterprise businesses. (27:16)How remote work during the COVID-19 pandemic has made it more difficult for Mark to make personal connections with his sales team. (31:27)'You have to fail a lot in order to succeed': How Mark defines grit. (33:58)'Land, adopt, and expand': Box's future plans for growth. (43:03)Links:Connect with Mark WaylandLinkedInBox’s websiteConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

Impossible Foods has a mission to eliminate the use of animals in the food system by 2035. With the growing success of the company’s plant-based meat products, such as the Impossible Burger, this vision is becoming reality.Feeling as though the company was “aligned with my own personal mission,” Dana Worth, former VP of Sales at Impossible Foods, joined the company in 2015 before it brought any of its plant-based meat products to market. Now, Dana has moved on from Impossible Foods, taking a position as SVP, Commercial at Plenty.On this episode of Go to Market Grit, Joubin and Dana talk about how Impossible Foods’ go-to-market strategy changed as the company grew, as well as the company’s history.In this episode, we cover:'What makes meat, meat?': Why Impossible Foods is working towards eliminating the use of animals in the food system by 2035. (3:28)The factors behind Dana's decision to join Impossible Foods in 2015. (9:22)Partnerships with high-credibility and meat-forward chefs: Impossible Foods' early go-to-market strategy. (13:11)‘True believers’: The benefits of having a unifying mission as a company. (23:13)How Impossible Foods analyzed its organizational structure as its products became more commercially successful. (28:32)The supply and demand challenges Impossible Foods faced when the Impossible Burger 2.0 became a massive success in 2019. (31:28)Impossible Foods’ current strategy for selling its product direct-to-consumer — and why its main competition isn’t other plant-based meat companies. (39:18)How Dana defines grit. (45:33)Links:Connect with Dana WorthLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

Just take it from website security industry executive Chris Merritt — the internet was not designed with security and performance in mind. As President of Field Operations and CRO of Cloudlflare, Chris and his company are dedicated to fixing this problem by protecting websites for a more secure and reliable internet. On this episode of Go to Market Grit, Joubin and Chris discuss how Cloudflare’s go-to-market strategy has evolved, as well as how Cloudflare helps prevent bad actors from conducting internet attacks.In this episode, we cover:How Chris' current company, Cloudflare, is creating a more secure and reliable internet network. (3:44)Chris' experience working at Cloudflare during the company's early stages. (8:23)The evolution of Cloudflare’s go to market strategy. (13:18)Content-driven strategy: How Cloudflare uses an engineering blog to help enable its freemium model. (17:54)Stopping DDoS attacks: How an increase in security awareness among the general public benefited Cloudflare. (25:03)‘A community watch’: Why Cloudflare’s large and diverse user base enables a better and more competitive product. (31:17)Change management: The incremental and careful process of bringing Cloudflare up-market. (36:37)The qualities Chris looks for in new hires. (44:23)How Chris defines grit. (50:10)Links:Connect with Chris MerrittLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

After 18+ years working in multiple high-level sales positions at Salesforce, Mike Wolff knows what makes a good leader. On this week’s episode of Go To Market Grit, Mike and Joubin talk about the leadership lessons Mike learned as he rose through the ranks at Salesforce from a sales development rep to the company’s Senior Vice President of Global ISV Partners.In this episode, we cover:How Mike landed a job as a sales development rep at Salesforce during the company's early stages in 2002. (1:13)The factors that led to Salesforce’s rapid growth in the early 2000s. (9:02)The interview methods Mike uses when hiring salespeople. (16:19)How Mike ended up in sales leadership after working as an individual contributor. (19:39)The importance for a business to be constantly adapting. (22:40)How dealing with difficult personal experiences can make you a better and more resilient person. (26:00)The importance of having clear values as a business and an individual. (30:33)Authenticity, transparency and communication: The leadership values Mike tries to embody. (34:44)'Your team is always watching you': Why leaders need to stay even-keeled and focused. (41:01)Why Mike conducts a 'chronological interview' when hiring salespeople. (43:32)How Mike defines grit. (49:02)Links:Connect with MikeLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

Leadership is in Peter Kim’s DNA. Since he got his first management job running a Subway on the weekends when he was 14-years-old, Peter has built successful sales teams at companies such as LinkedIn and Advent Software.Now, Peter works as Senior Vice President of Sales at Relativity, a company that is transforming the legal discovery process by streamlining the collection, processing and review of legal evidence.On this episode of Go to Market Grit, Joubin and Peter talk about methods for evaluating new talent, as well as the values of a “people-centric” leader.In this episode, we cover:What Peter's nine-month stint at ride-sharing company Scoop Technologies taught him about the importance for sales leaders to have 'personal passion.' (7:02)Peter's experience working as a sales leader at LinkedIn during the company's early stages. (11:50)The Skill vs. Potential Scale: How Peter evaluates new talent when building a team. (16:52)'The experiential game film': Why Peter looks at a person's past experiences with adversity to gauge potential. (23:46)How Peter's current company, Relativity, is streamlining the collection, processing and review of legal evidence. (26:37)Methods for building a productive and people-centric sales culture as a leader. (32:07)The importance for leaders to establish 'first principles' before making decisions. (37:57)Embracing vulnerability to become a more authentic leader. (43:15)How Peter defines grit. (47:32)Links:Connect with Peter KimLinkedInEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

Dave Justice knows a lot about crisis leadership. Over his almost 21 years in sales, he’s successfully navigated through the dotcom and housing bubble crashes — and now, the COVID-19 pandemic. After 18 consecutive years working in various sales roles at Cisco, Dave became Executive Vice President of North America Enterprise Sales at Salesforce before transitioning in 2020 to his current role as Chief Revenue Officer at PagerDuty, a company that produces an incident response platform for IT departments.On this episode of Go to Market Grit, Joubin and Dave talk about the leadership lessons Dave learned while working through crises, the opportunities and challenges for PagerDuty’s go-to-market operation, and how to successfully transition into a company as a new leader.In this episode, we cover:Dave's sales career before joining PagerDuty. (3:27)'The platform for real-time work': What is PagerDuty? (12:09)Market opportunity and happy customers: Why Dave left Salesforce for PagerDuty. (14:44)The importance for leaders to rally an organization around a shared vision. (18:36)Go-to-market challenges: Learning how to articulate a product's business value to the customer. (22:17)Go-to-market opportunities: The 'virality' of PagerDuty's business model. (28:00)The value of listening to employees and customers before making decisions as a new leader in a company. (34:05)Why Dave believes leaders must own their own personal development and career. (37:28)Communication and empathy: How to successfully lead through a crisis. (40:05)How Dave defines grit. (48:45)Links:Connect with Dave JusticeTwitterLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

When Matt Heinz took a quota-carrying sales job in 2011 after having worked in sales leadership, he knew that “it was a step back, from the way that you look at it on a piece of paper.” But in the end, Matt saw success as he helped turn a company doing $11 million a year in revenue to one that sold for over $5 billion. Now, Matt serves as the Chief Revenue officer of Amplitude, a leading company in product analytics.In this episode of Go to Market Grit, Joubin and Matt discuss the many leadership lessons Matt learned throughout his career, go-to-market strategies and what a successful relationship between a sales engineer and a sales rep looks like.Links:Connect with Matt HeinzLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

If a customer doesn’t understand how a product will provide a positive impact to their business, will they buy it? It may seem like a simple question — but for Jay Snyder, identifying and communicating such areas of value to customers is a crucial aspect of keeping a business growing.On this episode of Go to Market Grit, Jay and Joubin discuss ways to build respect as a new leader, how to effectively communicate a product’s value to a customer, and why simplifying a business is crucial to successfully scaling it. Links:Connect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

No matter how advanced sales technology gets, it’s still imperative for Kevin Knieriem to listen to his gut intuition when it comes to making business choices. And for good reason — his “Spidey senses,” as he jokingly calls them, are always accurate. But that doesn’t mean that artificial intelligence and advanced data analytics can’t help him and his team make better decisions. In fact, as Chief Revenue Officer of Clari, a company that makes software to help businesses visualize revenue operations, Kevin’s seen firsthand how getting a handle on data can make an organization thrive.In this episode of Go to Market Grit, Joubin and Kevin talk about the various ways data analytics has changed sales as well as what Kevin looks for in new sales hires.Links: Connect with Kevin KnieriemEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

If you ask Ross Biestman about the highest-performing environment he’s ever been a part of, you might be surprised to hear nothing of his time as an investment banking analyst or as a salesperson at Adobe. Instead, Ross points to his time on the University of California, Berkeley rugby team — an organization that he says instilled team values that he still brings to every company he works with. In addition to his position as Chief Revenue Officer of ServiceTitan, Ross currently serves as the CRO Executive in Residence at Bessemer Venture Partners.In this episode of Go to Market Grit, Joubin and Ross talk about how to motivate sales teams and increase their overall performance, the shared characteristics of high-performing people and how ServiceTitan is pushing full steam ahead on its go-to-market strategy.Links: Connect with Ross BiestmanLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner PerkinsServiceTitan: https://www.servicetitan.com/ServiceTitan Careers: https://www.servicetitan.com/careers

Cloud-based data storage company Snowflake made headlines this past September when it underwent the highest-valued software IPO in stock market history. For the company’s Chief Revenue Officer, Chris Degnan, this blockbuster success was many years in the making. Having joined Snowflake in 2013 while the company was still in its early stages, Chris led the effort to build the business’ sales organization. Now, as CRO, Chris remains an integral force of Snowflake’s continued growth. In this episode of Go to Market Grit, Joubin and Chris discuss what it was like to work at Snowflake in its early stages, how Chris built Snowflake’s sales organization from the ground up, and how the fear of failure can be an effective motivator.Links: Connect with Chris DegnanLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Global trade is as complex as it is essential to worldwide economic stability. From organizing freight shipped through the air or over oceans, to customs and other governmental red tape, there’s a lot for businesses to worry about when it comes to world commerce. Just take it from Will Urban, Chief Revenue Officer of the freight forwarding company Flexport — a business creating cutting-edge technology that has changed the way organizations visualize their supply chain by digitizing data to drive greater efficiency and profit.In this episode of Go to Market Grit, Joubin and Will talk about how Flexport is disrupting the freight forwarding industry, what the company’s go-to-market engine looks like, and why Will believes relationship building is important for salespeople.In this episode, we cover:The ways freight forwarding and logistics companies manage world commerce, why global trade is so complex, and how Will began working in the industry. (2:28)What Will learned from taking a sabbatical from work — and how his time off led to his current job as Chief Revenue Officer of Flexport. (11:32)How Flexport is streamlining global trade with technology that makes it easier for customers to see and interact with freight data from across the world. (20:00)Will’s go-to-market strategy for Flexport and why he thinks sales in the shipping and freight forwarding industry is unique to other fields. (31:05)Why domain expertise matters for shipping and freight forwarding industry salespeople. (34:43)The benefits that Will and Joubin see to building long-term relationships with customers. (39:04)How Will defines grit. (49:36)Links:Connect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner PerkinsFlexportConnect with WillLinkedIn

When it comes to building a company from the ground up, Qasar Younis has done it all. A mechanical engineer by trade and entrepreneur at heart, Qasar transitioned from working on cars to building startups, eventually selling his second business venture TalkBin to Google in 2011. Qasar has also helped fund and advise early-stage companies as a partner at Y Combinator. Now, Qasar is the founder and CEO of Applied Intuition, a company valued at $1.25 billion that develops simulation software that engineers use to create self-driving systems.In this episode of Go to Market Grit, Joubin and Qasar discuss what patterns Qasar has noticed about go-to-market strategies while working in startups and how he’s built two massively successful businesses.In this episode, we cover:Why Qasar decided to enroll in Harvard Business School after working as a mechanical engineer. (4:20)How one of Qasar’s early startups, Camessa, failed — and what Qasar learned from this failure. (8:50)What Y Combinator does and how it has grown in scale. (11:11)How Qasar and others analyzed the retail market and the emergence of new technology to come up with the idea for TalkBin. (12:15)How Qasar’s “boots-on-the-ground” sales experience helps create a more balanced environment at Applied Intuition and how he learned about developing early sales motions while working at Y Combinator. (15:39)Qasar’s take on why centering a company around the customer can dismantle engineering-oriented cultures and unite a business around a common goal. (18:58)The divide between engineers and business people and why leaders need to have a diversity of skills. (21:40)‘Market risk’: Why cultivating a deep understanding of the market and its demands can make or break a business. (24:43)Reasons why some businesses fail to listen to its customers. (30:53)What Qasar’s current business, Applied Intuition, does. (32:15)The present and future of autonomous cars. (34:21)How Applied Intuition penetrated the autonomous car market by creating software that manufacturers want. (37:50)Why Applied Intuition doesn’t only focus on selling to car manufacturers — and how its technology can save a business money. (45:24)Qasar’s thoughts on how long it will take for autonomous driving features to come standard in cars. (47:52)The cultural challenges of taking a company international and the importance of focusing on hiring the right people who can carry company values. (49:10)How Qasar defines grit. (53:22)

Kelly Wright has had a remarkable career in sales, from her early days selling books door to door to joining Tableau as a developing startup and helping them grow into a multi-billion dollar company as a key member of their executive team. Today, she is board director at Fastly, a leading cloud services provider. In this episode of Go to Market Grit, Joubin and Kelly discuss Kelly’s incredible career path, including her decision to attend business school, how she landed at Tableau, and how she secured a position as board director.In this episode of Go to Market Grit, we cover:Kelly’s thoughts on Tableau’s high profile acquisition by Salesforce.Kelly’s career journey, and how she ended up at Tableau as EVP of sales. Kelly also talks about her early experiences selling books door to door, and how she built up grit and resilience.Why Kelly went to business school, even though her calling was in sales.What Kelly saw in Tableau, and why she decided to take a leap of faith and join the company.How Kelly measured herself, as the first account executive at a developing startup without a formal tracking system in place.How Kelly dealt with change management during her early days at Tableau.The concept of hiring for culture fit, and why Kelly prioritizes this when searching for new team members. Kelly also talks about how interviewing quickly at scale, and how she determines whether interviewees have the potential to be successful.Kelly’s advice on how to get on a company board.Kelly’s definition of grit.Links:Connect with Kelly WrightTwitterLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Dave Wilner joined Auth0 in November of 2014, and has played an instrumental role in growing the company to $1 billion in valuation.In this episode of Go to Market, Joubin and Dave discuss Dave’s unique career journey, including his background as a former lawyer. They also discuss the pressures and expectations of succeeding in a high profile sales role and how Dave has managed to be so successful.In this episode of Go to Market Grit, we cover:How and why Dave made the transition from law partner to sales rep at an eight person startup.Why top sales performers tend to have a broad range of experiences, and how it’s helped Dave succeed. The role that perspective plays in driving sales.The importance of picking the right companies to acquire — and what Dave tends to look for during the vetting process.Dave’s strategy for vetting private companies when he has limited data available. How Dave has thrived in his role, despite the fact that most first time sales leaders don’t last very long. Dave opens up about how he’s working to buck the trend.The evolution of sales, marketing and the customer experience — and why they’re starting to blend together. How Dave defines grit.Links: Connect with Dave WilnerLinkedInEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Atlassian is one of the most unorthodox technology companies in the world. Almost everything the company does is completely different than what you would expect. And yet, the organization has been massively successful and efficient in achieving growth.In this episode of Go to Market Grit, Joubin and Cameron discuss how Cameron built a $44 billion business without a sales team, and some of the company’s key growth levers.In this episode of Go to Market Grit, we cover: Cameron’s role as CRO of Atlassian, and what he does on a daily basis.Some of the factors that make Atlassian unique. For example, the company spends more on R&D than sales and marketing. Why price transparency plays a key role in AtlassianThe various positions that Greg has held at Atlassian, and how they influence his current role as CRO.The difference between customer advocacy and sales at Atlassian.How Atlassian defines success across various roles.Why Atlassian has one of the most efficient go to market strategies in the history of go to market enterprise software.Atlassian’s workflow, and how the company drives customers forward.Cameron’s thoughts on product-led growth models, and why it works for Atlassian.Atlassian’s strategic approach to managing around target numbers — and why the company is firm about not giving discounts to drive deals.How geographic location tends to impact software purchasing.How Atlassian manages to navigate and manage risk, and operate with a very unorthodox business model — and how their leadership helps ensure success. Cameron also talks about how the company maintains this model as a publicly traded organization.Atlassian’s primary growth levers — and why there will most likely never be another Atlassian.Some key failures that Cameron and his team have worked through — including how they turned a massive failure into one of their biggest successes. The ethos that exists in Silicon Valley around building products from within, and how Atlassian has bucked that trend through M&A.The characteristics that have made Cameron so successful.How Cameron defines grit.Links: Connect with Cameron DeatschLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Marc Boroditisky brings a unique perspective to the table as CRO of Twilio, as a founder and builder who has led several companies. In this episode of Go to Market, Joubin and Marc discuss his unique background and journey that led him to Twilio, and how his experience and passions — like his love of startups and discovering product-market fit — have shaped his revenue leadership strategy. Joubin and Marc also discuss Twilio’s go to market motion, and their approach to customer service.In this episode of Go to Market Grit, we cover: Marc’s winding career path, which has largely centered around authentication and identity/ access — and how that helped him land at Twilio.Marc’s pay it forward mindset in business, and why he likes to give back and help other organizations grow. Marc also explains why he loves working with smaller companies. Marc’s thoughts on Oracle’s acquisition of PassLogix, and why the experience was a positive one for him.Marc’s 15 year run at PassLogix, and what it was like running a company independently for that long — including how they made it through the .com bubble burst, the mortgage meltdown, and intense contraction.A key lesson that Marc and his team at PassLogix learned during the mortgage crisis, which was discovering the place that they filled in the market. Marc explains how this lesson has shaped his outlook on business today.The key factors that led Twilio to buy Authy.What Twilio does, and some common use cases. The functions that roll up to Marc as CRO of Twilio.What it’s like going to market with a product like Twilio, that’s relatively simple and lacks an extreme focus.The strategy of having specialization across different product lines. Marc explains how Twilio uses specialization.How Marc enabled Twilio to sell to large enterprise accounts. The biggest challenge that Marc has faced since joining Twilio four years ago.Why Twilio prioritizes hiring the best and brightest talent in the industry. Marc also talks about why the company is looking for people with grit, how he defines grit, and why grit is necessary for building a strong customer-centric culture.Links: Connect with Marc BoroditskyLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Mar Brandt is a sales veteran and ad tech expert who has spent time at leading organizations including Experian, Sitecore, and most recently AppsFlyer. Mar is also a founding member and senior executive sponsor of Leadership Connections Women, an Experian Women's Network group.In this episode of Go to Market Grit, Joubin and Mar discuss Mar’s sales evolution as a sales leader. They also explore what it's like to be a woman in sales and what it takes to be a leader in a competitive environment.In this episode of Go to Market Grit, we cover: Mar’s decision to leave Sitecore for AppsFlyer, a company that’s now valued at $1.6 billion.AppsFlyer’s value proposition, and why customers use the company.Why Mar chose to make the leap into sales leadership.Mar’s perspective on Apple’s new identifier for advertisers (IDFA) update in iOS 14, and what’s next. Mar also explains how the new rule will impact consumers.Why mobile advertising spend is skyrocketing right now.Mar’s dedication to building leadership groups for women and empowering women in the workplace.The motivational concept of “making failure your fuel.” Mar also talks about why she gives her team permission to fail.The idea of leading from the bench, and being a supportive team player.Championing each other.Demanding the ball.Mar’s definition of grit, and how her teams apply it.Links: Connect with MarTwitterLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Imagine taking a company like LinkedIn to a billion dollars in sales in just a few years, only to leave at the top of your game to rebuild your career and pursue a different path in product. That’s exactly what Dan Shapero did — and in this episode of Go to Market Grit, he explains his perspective, along with some can’t-miss insight on business and leadership. Joubin and Dan discuss two key topics including the future of sales leadership and go to market leadership.In this episode of Go to Market Grit, we cover: Dan’s career journey from his undergrad at Johns Hopkins University to chief business officer of LinkedIn. Dan also talks about his early difficult experiences working for startups, and the lessons that he learned.How Dan landed a dream job working for LinkedIn, and took the company to $1 billion in revenue in roughly four years.The defining moment that led Dan to change his career path and go into product development.What it takes to be an effective salesperson, and an effective sales leader. Why the role of a salesperson is increasingly becoming a problem solver in partnership with the customer to help them move forward.New dynamics that are occurring in sales today.How selling is becoming more of a team sport than it was in the past.The three pillars that sales leaders should always think about.The number one skill that a leader should have, according to Dan.Why an effective organization carries a lot of traits of its leader.The concept of living life as a victim, versus living life as an active player — and why Dan chooses to live life in the player state.Links: Connect with DanTwitterLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Jim Herbold played an instrumental role in scaling Box, growing the company from $600k to $200m over the course of seven years — only to pivot and leave the company a year before their IPO.In this episode of Go to Market Grit, Joubin and Jim discuss Jim’s background and role at Box, his new position at mental fitness app Calm, and the real meaning of “unicorn meat.”In this episode of Go to Market Grit, we cover: Why Jim prefers hyper collaboration over autonomy when building companies. Box’s unique market position, which allowed the company to skyrocket their sales without much competition.The true meaning of the acronym OFB — something all growing businesses should take to heart. Jim’s reasoning for taking Box from $600k to $200m of ARR, and leaving one year before their IPO. Jim also explains how he lasted so long at Box. Why it’s important to hire a great team, built with people who are more talented than you.Why egoless leadership is next to impossible, but reducing the amount of ego that you bring to the table is attainable. The meaning of “unicorn meat” — including customer inputs, self disruption, dirty fingernails, small doses of structure, cultural cohesion, BHAGs, testing, a Goliath opponent, banter, only A-plus lieutenants, and KPIs.The idea that there’s often more to learn in your losses than your wins in the early days of company building.Jim’s philosophy that if you’re doing things in six months like you’re doing them today, you’re doomed for failure. Jim’s current rolle at meditation app Calm, and how he is working to take the company from a B2C product to B2B. Links: Connect with Jim on LinkedInFollow Jim on Twitter @jimherboldEver Tasted Grilled Unicorn? Lessons Forged In Hyper-Growth FiresConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Sales is full of doctrines, or commonly shared beliefs, that are repeated over and over again, often without question — from hiring to business development. And blindly following can inhibit growth and lead to missed opportunities.In this episode of Go to Market Grit, Shopify VP and GM Loren Padelford points out some of these doctrines and explains why he recommends avoiding them. Loren also sheds some light on Shopify’s unique approach to sourcing talent and driving sales. In this episode of Go to Market Grit, we cover: Shopify’s rapid ascent to a $120 billion organization. Loren also provides an overview of Shopify.What contributed to Shopify’s growth.Why sales is science, not magic — and why the best salespeople are always math junkies and hard workers. The idea that someone’s past sales performance may not guarantee future success, or justify their hiring. Joubin and Loren debate the idea. Why companies shouldn’t necessarily go where there are a lot of salespeople. Loren also explains the belief that it doesn’t make sense to hire salespeople. The five behaviors that determine whether someone will be successful, and why companies should look for these traits when filling sales positions.Common doctrines that exist in sales. For example, Loren explains the doctrine of getting customers to say yes — and why he disagrees with that approach.LinksFollow Loren on Twitter Connect with Loren on LinkedInShopifyConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

In this episode of Go to Market Grit, Modern Health VP of Sales Hannah Willson explains how Modern Health is working to normalize and de-stigmatize cognitive wellbeing health in the workplace. According to the CDC, depression interferes with a person’s ability to complete physical job tasks about 20 percent of the time, and reduces cognitive performance about 35 percent of the time. What’s more, only 57 percent of employees who report moderate depression, while 40 percent of those who report severe depression receive treatment to control their symptoms. Of course, depression is just one type of mental obstacle that workers struggle with on a daily basis. Anxiety, chronic stress, substance abuse, and family issues are all common as well. Up until recently, the topic of mental health has been somewhat of a taboo in the workplace. Yet, this is starting to change thanks to the work of Modern Health, which offers an innovative mental well-being platform for workers. Thanks to Modern Health, companies now have a framework for guiding employees through their personal challenges.In this episode of Go to Market Grit, we cover: Modern Health’s mission to normalize and de-stigmatize mental health.Why there is still a stigma about mental health in sales, due to a lack of resources and understanding — and how Modern Health is working to change it.How addressing and prioritizing mental health can lead to direct productivity gains, and lower turnover. Viewing sales as a marathon and not a sprint, and why it’s important to have mental resilience and stamina. Hannah also talks about remembering to monitor your mental health during busy and challenging times.The challenges and rewards of selling for a startup versus selling for an established enterprise, and why thriving in a startup role requires having a different mindset and approach. Taking time to prioritize the foundational aspects of mental health, like getting enough sleep and exercising. Advice for maintaining mental stability and balance during especially stressful times, such as the end of quarter sales crunch.The power of gratitude, even during challenging times, and how it can be energizing.Why it’s better to achieve work-life harmony, instead of work-life balance. Hannah also explains her perspective on balance, and adapting to remote work.The process of talking about work with family members, and why it can be both healthy and rewarding. Hannah also talks about the pressure and demands that come with being a female sales leader, and how she has adapted. Links: Modern HealthConnect with Hannah on LinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

If there’s one person who knows a thing or two about sales growth, it’s Brex Chief Sales Officer Sam Blond, who has been a part of some legendary sales runs during his career. Sam joined Zenefits in 2013, and helped transform the company into the fastest SaaS business of all time. Then, he left and joined Brex, and was part of a team that scaled from 46 to 455 employees in just two years. Was it luck that led Sam to these companies, or is Sam naturally gifted in discovering opportunities? In this episode, Sam explains his approach to sales and growth, while also explaining how to scale effectively from the inside. In this episode of Go to Market Grit, we cover: Sorting through the noise, and recognizing greatness when interviewing.Sam’s advice for advancing and bettering yourself at a company, and capitalizing on luck when it happens.Sam’s thoughts on determining good reps versus good leaders. How companies like Brex are using the pandemic to refocus and rebuild, while planning to scale again in 2021.The importance of trying to hire the best possible people for sales roles.Sam’s thoughts on why he is a strong recruiter, and why he has been so successful in building high performance sales teams. The strategy of using above market compensation to attract and retain top talent.Sam’s philosophy on quota, and why he likes 70 percent of his team to be over 100 percent of quota.Creating a winning sales culture, and why it’s one of the most important things to strive for.The challenge of scaling a sales team without chopping up territories or lowering quotas, and how businesses can avoid this pitfall.Why company leaders need to temper growth expectations. How Sam goes about setting future growth targets. Earning respect through performance and taking on leadership roles. Why it’s everyone’s job to recruit. Sam talks about the strategy of using internal recruiting, and only bringing aboard new team members who can be vouched for — and why this helps mitigate risk.LinksConnect with SamLinkedinTwitterBrex Connect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

In a study from Red Hat, 95 percent of respondents said open source was strategically important to their organization, while 77 percent agreed that open source will continue to grow. Yet, that doesn’t guarantee an easy sell. Selling open source software at the enterprise level requires an entirely different strategy than traditional software. For insight, we turned to open source sales expert Jeff Miller. Joubin and Jeff discuss two topics, including Jeff’s career journey, and how open source sales teams can build and execute effective go to market strategies.This conversation covers:Jeff’s early experiences in sales, where he cut his teeth selling long distance service door to door — learning how to handle rejection and building an aggressive work ethic.How Jeff made the leap into software sales, where he learned the meaning of software and how to approach customers and sell them solutions that help solve problems. Jeff also explains what motivated him to move into enterprise software. The value of having a strong mentor, and how it can open doors to greater opportunities.The key difference between open source and open core computing, and how it changes the sales process.The challenge of building an open source go to market strategy, when there is virtually no control over the sales cycle. Why open source software requires a tight marriage between marketing and sales.The critical role that education and documentation play in the sales process, in addition to having an inside SDR/ LDR team to work with the customer, identify new use cases, and guide the customer in their journey. How good, qualified leads can make all the difference, and make sales associates far more effective.Viewing developers are influencers, not decision makers when making open source sales.WhyJeff loves working with early stage startups, where you can make a huge impact fast without dealing with a lot of the red tape that comes with larger organizations. Key metrics that Jeff looks for when qualifying early stage startup opportunities, where there is a lot of riskLinksConnect with Jeff on LinkedIn: LinkedInCockroach LabsConnect with JoubinTwitterLinkedInEmail: [email protected] Host Twitterhttps://twitter.com/JoubinmirLearn more about Kleiner Perkins

Topics:Is there a stigma around intelligence in sales?How to enable high velocity salesMany organizations today are struggling to strike a balance between being data-driven and gut-driven. For pointers, we turned to Meka Asonye who has deployed data at the highest level in sports doing statistical analysis for the Cleveland Indians. Meka provides tips about using data to discover opportunities and gain a market advantage. Meka also talks about his transition into sales, touching on important issues related to the stigma of the profession (and how that’s changing) and enabling high velocity growth. In this episode of Go to Market Grit, we cover: Meka’s atypical career journey, including a four year run advising the GM of the Cleveland Indians on Major League roster and payroll allocation using statistical analysis.The Indians’ strategy of trying to gather every data point possible when scouting, to gain an on-field advantage and assist with scouting.Analyzing someone’s level of grit, or resilience, and whether that can be accomplished with data alone. Striking a balance between being data-driven and being gut-driven. Competitive balance, and learning how to operate in an imperfect or imbalanced system.Meka’s slow but successful transition into technology sales — including why he made the jump into technology.The stigma of sales, especially with smart individuals, and why it’s starting to change as the profession is getting more difficult and requiring more personalized experiences. How the role of the modern sales leader has evolved over the last decade or so, as it now involves working with product, finance, customer service, and marketing teams.Enabling a high velocity sales engine. According to Meka, the most important thing is to join a company with an amazing product, and a product-led growth strategy. The role that people, processes, and tools play in enabling a high velocity sales engine.Meka’s definition of high velocity sales, which is being able to close a significant number of deals in 30 days. Links:Connect with Meka on LinkedinMixpanelConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

In this episode of Go to Market Grit, CircleCI CRO Jane Kim shares valuable insight about her experiences growing a global organization, and trying to build an effective team and strategy. Joubin and Jane discuss and debate two key topics, including leading with vulnerability, and five common mistakes that first time managers make. “Vulnerability is not knowing victory or defeat, it’s understanding the necessity of both; it’s engaging. It’s being all in.” - Brene BrownLeading with vulnerability, and doing it well, is arguably one of the most difficult things to do in business. Yet, mastering this strategy can be incredibly empowering both for yourself and your team, as it can build authenticity and trust.One person who actively practices leading with vulnerability is Jane Kim, who has helped drive explosive global growth at CircleCI. Jane explains what it means to truly lead with vulnerability, while offering sage advice on building sales teams. In this episode of Go to Market Grit, we cover: How a company’s playbook can differ from region to region, and why it’s important to be open to new ideas when stepping into new markets.How purchasing is flowing down, and leading to more technical buyers who are empowered to not only test products but also to recommend solutions to decision makers.The importance of leading with vulnerability, and how it can create authenticity and trust with workers. How being vulnerable can make you impenetrable to criticism. In other words, by being open about your strengths and weaknesses, you don’t have to be defensive about other people coming after your insecurities. Why it’s important to be considerate about the type of information that you share when practicing vulnerability, as well as when you share it and how you share it.A debate about the five mistakes that first time managers make, including micromanaging, hiring the wrong person, falling into the likability trap, giving bad advice to the team, and pursuing the wrong strategy. Jane also mentions leadership principles, including empowerment and accountability. Why Jane prefers to fail fast, and to use failure as a learning opportunity. Giving people the confidence to be themselves, while coaching them to be better. Understanding that you will make mistakes in your management career, and thinking about how you will recover from them.Links:Connect with Jane on LinkedinCircleCIConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

In this episode of Go to Market Grit, TripActions CRO and Silicon Valley sales legend Carlos Delatorre opens up about what it takes to build powerful and effective sales teams and strategies. Joubin and Carlos discuss two key topics, including the value of relationship building, and making your go-to-market strategy a competitive differentiator.In this episode of Go to Market Grit, we cover: Carlos’s criteria when vetting new opportunities including the size of the market, whether the solution has genuine differentiation that delivers real value to customers, and the quality of the team. How a healthy market and great sales execution can make up for a mediocre product. Why people and execution are the most important aspects in sales, even more than product and market size. The importance of relying on trusted experts when qualifying new technologies.Analyzing differentiation at the architectural level versus the feature level.An inside scoop on how TripActions has been dealing with the lack of travel during the pandemic, and why Carlos views the travel freeze as both a challenge and an opportunity.Why Carlos places limited value on relationships when selling differentiated products — and why skilled and curious salespeople tend to be much more successful than people who rely on relationships. Carlos also discusses the value of internal relationships, and why working from home can be a challenge for productivity. The impact that an optimized go-to-market strategy can have on sales, and the magic that can happen when a sales team is given a differentiated product that delivers real value, are expert at demand creation, and can convert demand into revenue. Viewing the sales process as a science, as opposed to an art, and ensuring that the science is applied consistently — and why ideas should flow up and down between management and sales teams. Carlos’s key go-to-market differentiators: Being able to recruit star talent, having a solid enablement program, and having a solid execution strategy.Links:Connect with Carlos on LinkedIn: LinkedInTripActionsConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

In this episode of Go to Market Grit, Obsidian Security CRO and sales veteran Bob Kruse shares his thoughts on culture, and how it impacts sales teams. Bob and Joubin discuss why having a strong culture is critical in sales, as well as the benefits of deploying a multifaceted channel program.In this episode of Go to Market Grit, we cover: Why having a strong culture on your sales team can serve as a competitive advantage — and why it needs to be treated as a top-down initiative.Why it’s important to prioritize transparency, integrity, trust, and authenticity in sales.Viewing sales as a team sport — and why reps need to work together as a single unit. How inclusivity, and bringing different types of employees into the sales process like engineers can be beneficial to the company and help to achieve common goals.Tips for improving your odds of success when hiring, such as being completely comfortable with prospects and prioritizing referrals and recommendations.Tips for keeping sales teams motivated, yet working hard and in touch with reality — and why complacency is death. Bob’s thoughts on the channel — including how it’s changed due to SaaS, and how a multi-faceted channel program can help sales teams expand and grow, and open new doors.LinksConnect with Bob on LinkedIn: LinkedInObsidian SecurityConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

In this episode, Jeff StClair, currently VP of Sales at Palo Alto Networks and most recently VP Sales at Evident.io shares his thoughts on how startups can more effectively discover, attract, and retain top talent, and in doing so take their organizations to new heights. We also dive deep into what makes a great sales rep.In this episode of Go to Market Grit, we cover: Key qualities that Jeff looks for when recruiting sales associates.Why hiring should be a group effort for startups, with team members agreeing on new reps before bringing them on board. Considerations for hiring in a startup environment, versus an organization that’s growing at scale.The importance of nurturing and developing talented sales associates, by giving them opportunities to continuously challenge themselves to work beyond their capacity. Why top tier sales associates typically make poor managers and leaders -— and what it takes to thrive in a leadership role. The difficulty — and importance — of building a competitive team that integrity and a strong culture. Links Connect with JeffLinkedInPrisma CloudPalo Alto NetworksConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

In Episode #1 of Go to Market Grit, Slack’s SVP of Sales and Customer Success, Bob Frati, gives the inside scoop about the company’s sales and go-to-market strategy, and why they have been able to scale their go to market so quickly and effectively over the last few years. Bob and Joubin discuss two key topics in detail, outlining the next four years for Slack and key growth levers they can pull, along with growing competition in Slack’s market and what that means for their future. In this episode of Go to Market Grit, we cover: Key growth levers for Slack, and why the company is positioned for continued market dominance.Slack’s response to growing market competition, and why it’s ultimately better for the consumer and for the company.How Slack identified a business need and strong product market fit, and then worked to expand the solution to a broader audience. The importance of having a strong and developed customer-facing team to navigate complexities in large enterprises, and push business forward to completion.How Slack grew its sales team from 300 to 2,000 people — quickly, and effectively. Some of the factors that Slack looks for when hiring customer-facing sales staff, and why they value these characteristics.Why hiring should be a mutual fit for both the candidate and the employer.Identifying motivated individuals, and finding ways to tap into their motivation that will drive them to be successful. Bob’s career journey from sales rep to manager — including why and how he executed the leap. Why much of Slack’s success can be attributed to tight collaboration between its engineering, product, sales, and success teams. Slack’s ability to not only deploy a solution in an organization, but to help manage through the change and ensure success — and why this is a game-changer.Slack’s role in ushering a new way of working, and why it transcends the tired and overused digital transformation narrative in business.Links Host company: https://www.kleinerperkins.com/Loom: https://www.loom.com/ Guest LinkedIn: https://www.linkedin.com/in/rfrati/Host Twitter: https://twitter.com/JoubinmirHost Email: [email protected]

About the Joubin MirzadeganJoubin has been with Kleiner Perkins since 2019 where he advises the KP portfolio companies on how to build and scale a robust go-to-market strategy. Additionally, he enables the firm’s portfolio through high impact relationships with F500 executives and key ecosystem partners. Joubin was previously at Palo Alto Networks as a global district sales manager for the Central US based in Chicago where he scaled the Central Cloud business from 1 enterprise rep and $2M ARR to 12 reps and $50M+ ARR in 4 quarters. He has also worked for Evident.io as an enterprise account executive and at Bracket Computing (acquired by VMWare) where he built the inside sales team from the ground up.