Grit15 Mar 2021

CRO PagerDuty, Dave Justice: The Principles of Successful Crisis Leadership

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 Justice
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: gtmg@kleinerperkins.com
Learn more about Kleiner Perkins

Denne episoden er hentet fra en åpen RSS-feed og er ikke publisert av Podme. Den kan derfor inneholde annonser.

Episoder(293)

Data Centers in Orbit by 2028: Baiju Bhatt on His Plans After Robinhood

What kind of founder walks away from a multi-billion-dollar fintech company to start building rockets?Baiju Bhatt, co-founder of Robinhood, joins Joubin Mirzadegan to talk about life after one of the ...

24 Aug 1h 12min

Booking.com CEO on AI and the Future of Travel

"Our mission is to make it easier for everybody to experience the world."From the dot-com crash to AI, Glenn Fogel has spent nearly three decades helping Booking Holdings evolve through every major te...

10 Aug 50min

Ex-Twitter CEO on Why AI Needs a New Internet | Parag Agrawal

"The answer to every problem is a model."Parag Agrawal shares the ideas behind Parallel: products that continuously learn, and teams designed around versatile problem solvers.He also shares why he bui...

27 Jul 1h 1min

The Sales Framework Every Founder Needs | Mark Roberge

"There's 20 fires going on at every moment in the office and you have enough water to put out four."Mark Roberge shares what it takes to build and scale a company, from finding product-market fit to k...

13 Jul 1h 22min

Airwallex's Jack Zhang on Fintech, Failure, and Growth

In 2020, Airwallex lost nearly half its revenue overnight. Today it's worth $11 billion.Jack Zhang reflects on the decisions that kept the company alive, raising capital during uncertainty, and leadin...

29 Jun 1h 11min

Why 80% of the Fortune 100 Chose Qualtrics | Ryan Smith

AI may change software overnight, but company building still takes time.Ryan Smith explains why, despite the pace of AI, “the race is going to be way longer than anyone thinks.”He reflects on Qualtric...

15 Jun 1h 12min

What It Takes to Build Software for 171,000+ Restaurants | Aman Narang

Great software companies often come from understanding pain points at a very deep level.On Grit, Aman Narang shares how Toast built trust with 171,000+ restaurant operators by helping restaurants mana...

1 Jun 1h 17min

What It Takes to Build a Generational Company | Anduril’s Trae Stephens

Founder quality becomes more important as startups become easier to build.Trae Stephens, co-founder of Anduril and partner at Founders Fund, has spent years backing founders with strong conviction, in...

18 Mai 56min