CRO Obsidian Security, Bob Kruse: Building a Winning Sales Culture

Eric Morse is unabashedly a “super nerd.”With a degree in physics from Duke University, Eric taught himself how to program and joined a consulting firm where he worked at implementing PeopleSoft, a human resource management system. Eventually, Eric found his way into sales — working at Google, NetSuite, and Ayden — until he eventually and most recently became SVP of Sales at Affirm, Inc. in 2018.On this episode of Go to Market Grit, Joubin and Eric talk about Eric’s interest in technology, collaborative sales environments, and how Eric’s company Affirm is changing the way consumer loans work.In this episode, we cover:From $0 to $60 million in 18 months: How Eric's background studying physics and learning to program helped him sell the Google Cloud Platform in the early 2010s. (2:47)Technology and product-market fit: How Eric evaluates companies during a job search. (12:10)Why it takes Eric time to understand a company's technology upon being hired — and how he makes an immediate impact on how teams are structured and organized. (16:09)Building a collaborative and supportive sales environment. (19:57)Eric's current company, Affirm, and its role as a financial loan lender for consumers and as a marketing accelerator for merchants. (24:11)A tech company in finance: How Affirm calculates borrower risk during the underwriting process — and how the company assumes liability of the loans it lends. (29:36)Affirm loan vs. credit cards: How Eric believes Affirm can help people budget for goods and services in a transparent way. (33:42)'The consumer has to be the center': How Affirm is keeping its responsibilities to the consumer as competition increases. (38:01)Affirm’s company culture of debate and discussion. (45:09)What the word grit means to Eric. (48:09)Links:Connect with EricEmail: eric.morse@affirm.com Connect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

23 Elo 202148min

Many successful LinkedIn alumni have been welcomed as guests on this podcast — and this week, the insightful LB Harvey will be joining those ranks.After starting her sales career as a Sales Executive at Corporate Executive Board, LB spent six years as an account executive and sales leader at LinkedIn before moving to Intercom to work in sales leadership. Now, LB serves as Chief Revenue and Success Officer of Front, a growing company creating a customer communication platform. On this episode of Go to Market Grit, Joubin and LB talk about authenticity in the workplace, interviewing job candidates, and tips for successfully bringing a company up-market.In this episode, we cover:Why LB decided to leave LinkedIn — and how she built cross-functional go-to-market knowledge. (3:13)'A high-quality revenue machine': LB's current company, Front, and its customer communication platform. (7:12)The 'inner competitor' within LB, the innate and learned aspects of confidence, and the importance of staying authentic. (11:24)The importance of being clear with job candidates about the opportunities, challenges and expectations of the role. (22:36)Why LB is 'biased against' having team members partake in the evaluation of a manager or director level job candidate. (26:55)Asking sales job candidates how they prioritize their calendars to evaluate for intensity, productivity and speed. (29:18)The importance of executive alignment when working to bring a company up-market. (31:59)Why investing in sales operations is critical in the early stages of bringing a company up-market. (37:06)The benefits of outbound sales — and why sales leaders should focus on operational excellence. (39:44)What the word grit means to LB. (43:28)Links:Connect with LBEmail: lb.harvey@frontapp.comConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

16 Elo 202145min

Dan O’Connell’s career is an impressive display of how hard work can catapult a person from the bottom of the sales hierarchy to the very top of business leadership.Having started as an account coordinator at Google AdWords in 2003, Dan has climbed the corporate ladder — eventually becoming the CEO and President of TalkIQ in 2017. Now, Dan serves as the Chief Strategy Officer, Chief Revenue Officer and as a board member at Dialpad, a company creating an AI-powered cloud communication suite.On this episode of Go to Market Grit, Joubin and Dan discuss Dan’s experience selling online advertisements for Google in the early to mid 2000s, Dan’s experience of becoming a CEO, and the importance for senior leaders to make an effort to connect with employees.In this episode, we cover:'Shooting fish in a barrel': Dan's experience working for Google and selling online advertisements in the early 2000s. (5:00)'I wanted to do more': Taking risks and avoiding career complacency. (7:36)Identifying skilled salespeople when demand is insanely high — and the moment when Dan realized Google was a big deal. (12:45)The key character traits of people hired on Google's go-to-market team — and how to identify ‘coachability’ in a job candidate. (22:31)Why Dan decided to become CEO and president of TalkIQ in 2017 after working in sales — and how his father’s example motivated him.Humility, ambition and optimism: The qualities Dan would want his children to have — and the role of parents in encouraging new opportunities and growth. (34:10)'An awesome experience': The complexities and fun of being a tech CEO. (37:02)Dan's current company, Dialpad, and its AI-powered cloud communication suite — and how he deals with the transition from CEO to a lower senior position. (43:47)The skills and qualities of a successful business manager. (47:48)What the word grit means to Dan. (51:35)Links:Connect with DanLinkedInConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

9 Elo 202153min

When it comes to building a profitable business, Amanda Kleha has learned by doing. Amanda’s seven-year tenure in multiple senior marketing and sales positions at Zendesk saw the company make an IPO, grow from 12 employees to 2,000, and go from $1 million to $300 million in revenue. Now, as Chief Customer Officer at Figma — a company recently valued at $10 billion that is creating collaborative design user interface platforms — Amanda is cementing her status as a top-tier business leader.On this episode of Go to Market Grit, Joubin and Amanda talk about Amanda’s very successful run at Zendesk, her current work as CCO at Figma, and the importance of keeping the voice of the customer in focus during decision-making.In this episode, we cover:Structured, yet open: Amanda’s strategy for interviewing job candidates. (6:14)Zendesk's massive growth and how it correlated with Amanda's feeling that she was having less fun working at the company. (11:22)Building experience, gaining traction, showing impact: The benefits of sticking with a company for the long term. (14:51)'This is the next Adobe': Figma's collaborative design user interface platform. (21:05)How Amanda started working for Figma — and how she simplified the company's go-to-market through a combination of self-service and sales-assisted motions. (24:50)Keeping the voice of the customer front-and-center during decision-making. (29:43)Reflecting on negative and positive career milestones. (37:50)How Amanda felt when others were hired to more senior positions before her at Zendesk — and how that experience helped her become more empathetic. (41:34)Ways that sales reps at Figma stand out since quota attainment is so high. (45:33)Leaders, fillers, and killers: Amanda's framework for product bundles. (52:11)What the word grit means to Amanda. (1:03:07)Links:Connect with AmandaLinkedInConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

2 Elo 20211h 5min

When Steve Rowland studied at Texas A&M University to get his degree in engineering, he likely wouldn’t have expected that his career would shift into one of an extremely successful sales leader.Over his 20+ year business career, Steve’s built successful teams at technology companies such as BMC Software, Appigee, and DataStax. Now, Steve serves as Chief Revenue Officer of Okta, a company selling identity security software.On this episode of Go to Market Grit, Joubin and Steve talk about what Steve looks for in a company before deciding to join, the ins and outs of an acquisition integration, and the importance of leadership development.In this episode, we cover:How Steve's upbringing informed his work ethic. (1:46)'The beginning of many career pivots': Steve's first job at BMC as an inside sales rep. (5:43)Size, product, and leadership: What Steve evaluates in a company before deciding whether to join. (7:51)Curiosity, relevance and new experiences: Why (and how) Steve continues to reinvent himself and his career — and his process for analyzing risk. (12:11)Steve's current company, Okta, and its successful identity security software. (21:46)How company culture can make or break an acquisition integration — and how change can lead to positive growth. (25:26)Examples of the 'core DNA' Steve looks for in future leaders — and how he uncovers these unteachable qualities during job interviews. (32:26)Working with potential leaders on their professional development. (40:36)What the word grit means to Steve. (46:01)Guest: Steve Rowland, Chief Revenue Officer at OktaLinks:Connect with SteveWebsite: https://www.okta.comConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

26 Heinä 202147min

Take one look at Renu Gupta’s resume and it’s immediately clear that she is a talented — and successful — sales leader. With experience at companies such as Google, Dropbox and Slack, Renu has led large sales teams and produced results. Now, Renu serves as Vice President of Sales at Thrive Global, a company founded by CEO Arianna Huffington, that seeks to end workplace burnout with behavior change technology. On this episode of Go to Market Grit, Joubin and Renu discuss personal and professional habits, the importance for sales reps to practice “proactive communication,” and Thrive Global’s lead generation strategy.In this episode, we cover:What Renu's one-year tenure as an account executive at Google taught her about different styles of management. (4:04)Why Renu was apprehensive about transitioning from an individual contributor to a manager at Dropbox — and why she hasn't looked back since. (7:06)Thrive Global: How Renu's current company is helping businesses empower employees to build positive life habits and reduce burnout through technology. (9:16)Personal and professional habits: The habits Renu never misses — and the lessons about hard work and gratitude she teaches her children. (16:03)'We're all human': The aspirational habit Renu has that she often breaks — and how she works to make up for it. (20:32)Why 'proactive communication' is a common habit among successful sales reps. (23:35)'Multi-year enterprise-wide deals': Thrive Global's B2B sales strategy. (26:53)‘Brand recognition’: How Thrive Global generates sales leads through referrals. (32:35)The recruiting benefits of having a powerful mission. (35:30)What the word grit means to Renu. (38:45)Guest: Renu Gupta, VP of Sales at Thrive GlobalLinks:Connect with RenuEmail: renu@thriveglobal.comConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

19 Heinä 202141min

When Jan Zeman was hired as a sales development representative in the early 2000s, he had a unique background in management consulting and venture capital. Jan has since risen through the sales ranks, having helped his previous company, Responsys, grow from $25 million in ARR to $200 million, among other successes. Now, he serves as SVP Sales, America at Iterable, a company creating a cross-channel marketing platform.On this episode of Go to Market Grit, Joubin and Jan talk about Jan’s career working at Responsys, how Jan determines his personal and professional priorities, and tips for identifying successful sales talent.In this episode, we cover:From venture capital to cold-calling: How Jan started his sales career. (2:17)Jan's nine-year run working in sales and sales leadership at Responsys — and why he never chose to leave. (5:37)The personal and organizational challenges Jan faced while working at Responsys — and why Jan wanted to become a sales leader. (10:23)'I was very open-minded': How Oracle's purchase of Responsys helped Jan learn how to lead larger teams. (14:05)How Jan's current company, Iterable, uses data to personalize communications between a company and a customer. (16:35)'Lean into the change': The importance of learning new business and life skills. (18:50)The importance of finding balance between work and life — and how Jan uses weekly journaling to help determine his personal and professional priorities. (24:22)How Jan evaluates curiosity in job candidates. (31:32)The value of listening, collaboration, and recruiting known and undiscovered talent as a sales leader. (36:43)The three segments of Iterable's business and how the company goes to market. (40:30)The benefits of having a product with a unique and changing differentiation — as well as how Jan teaches enablement to his team. (42:27)What the word grit means to Jan. (46:16)Guest: Jan Zeman, SVP Sales, America at IterableLinks:Connect with JanLinkedInConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.comLearn more about Kleiner Perkins

12 Heinä 202147min

Not many people can say they’ve held leadership positions in marketing, sales, and HR during their business career. Well, maybe except for Rachael Powell, who has done all three and says it’s just her “natural curiosity” that brought her on such a path. Having worked for over 25 years at digital and technology companies, Rachael now serves as Chief Customer Officer at Xero, a company creating cloud-based accounting software for small businesses. On this episode of Go to Market Grit, Joubin and Rachael discuss ways to apply positive psychology within an organization in order to improve customer experience, as well as how Rachael recruits for talent.In this episode, we cover:How Rachael's current company, Xero, is focused on improving lives across the globe through its cloud-based accounting software for small businesses. (4:59)How Rachael's 'natural curiosity' helped her build a broad skill set. (7:55)‘I'm definitely a builder': The apprehension Rachael felt before taking the Chief People Officer role at Xero — and why she took the job. (10:44)This is absolutely a vocation for me': Why Rachael loves her job and is invested in Xero's purpose. (16:32)'Don’t ask, show': Why Rachael believes that results come from ‘showing what you’re capable of’ and not by asking for them. (20:26)‘The human ripple effect’: How enthusiasm for a company can transfer from employees to customers — and the benefit of putting all elements of the customer journey under one executive. (23:33)Recruiting talent: Why Xero focuses on having a conversation with job candidates to gauge their values, passions, and strengths. (27:17)How to develop new talent and build a strong foundation of wellbeing within an organization with ‘positive psychology.’ (30:40)Why Rachael hired communication, recruiting and diversity roles when she became Chief People Officer at Xero — and how the company tries to foster an authentic workplace environment. (34:07)Why putting 'play' into an organization is crucial for innovation. (38:58)'It is an enormous opportunity': Xero's strategy for bringing their product to market in the Northern Hemisphere. (44:10)How Rachael defines the word grit. (51:21)Guest: Rachael Powell, Chief Customer Officer at XeroLinks:Connect with RachaelXeroConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.comLearn more about Kleiner Perkins

5 Heinä 202151min