20Sales: How Rippling Built Their Sales Machine: How to Hire, Train and Manage the Best SDRs, What is the Right Comp Package for Sales Teams & The Playbook to Start and Scale Your SDR Team
Om episode
Ashley Kelly is the VP of Global Sales Development at Rippling, the all-in-one platform for HR, IT, and finance. Before Rippling, Ashley played a crucial role in scaling Brex’s outbound sales from $2M to over $300M in ARR, and has hired over 800 SDRs during her time in some of the best tech companies in Silicon Valley, including Lever and Zenefits. In Today’s Episode with Ashley Kelly We Discuss: From NASCAR to Silicon Valley SDR How did Ashley make her way into the world of sales? Why does Ashley think the best AEs and leaders start off as SDRs? What is Ashley’s advice to new SDRs starting their jobs today? Age of AI: Is SDR Outbound Dead? Does Ashley agree that outbound is dead today? Is SDR dead? How will AI change SDR? Why is Ashley hesitant to adopt AI? Why does Ashley think founders should always build the first sales playbook? What did Ashley mean by SDR is the 3rd pillar between sales and marketing? What does Ashley think most companies get wrong about outbound? SDR Hiring: Who, What, When & How When does Ashley think founders should hire their first SDR? How does Ashley structure the hiring process? What questions does she ask? What profile does Ashley look for when hiring for an SDR? How does Ashley structure the finance package? How is it different for each team? Why did Ashley avoid hiring SDRs with SDR experience? Why has she changed her mind? What was Ashley’s biggest hiring mistake? What were her takeaways? Onboarding New SDR Hires How does Ashley onboard new SDR hires? What is her onboarding timeline? How does Ashley set targets for new hires? When should they be fully productive? When does Ashley know if a new hire isn’t working? What are common traits among Ashley’s most successful hires?
Nyeste episoder
20VC: Why Foundation Model Performance is Not Diminishing But Models Are Commoditising, Why Nvidia Will Enter the Model Space and Models Will Enter the Chip Space & The Right Business Model for AI Software with David Luan, Co-Founder @ Adept
20Growth: How Revolut Acquired Their First 10M Users: Tips, Tactics and Strategies From the Revolut Product & Growth Playbook with Val Scholz, Former Head of Growth @ Revolut
20VC: Foundation Models are the Fastest Depreciating Asset in History, Lina Kahn is a Threat to American Capitalism, PE is Not Coming to Save the M&A Market & How China Could Overtake the US in the AI Race with Michael Eisenberg
20VC: Index's Danny Rimer on Investing Lessons from Hits like Figma, Discord and Etsy to Missing Snapchat, Airbnb, Facebook & Spotify | Why Valuation is a Trap and Market Sizing, Signalling and Sector/Geo-Specific Funds are all Noise
20Product: Loom CPO Janie Lee on Three Core Skills that Make the Best PMs, How to Find, Pick and Train the Best PM Talent and Lessons from OpenDoor and Rippling on Product Breadth, Pricing and Talent Density
20VC: Scale's Alex Wang on Why Data Not Compute is the Bottleneck to Foundation Model Performance, Why AI is the Greatest Military Asset Ever, Is China Really Two Years Behind the US in AI and Why the CCPs Industrial Approach is Better than Anyone Else's
20VC: Reid Hoffman on Foundation Models: Who Wins & How Do Incumbents Respond | The Inflection AI Deal: How it Went Down | Why Trump is a Threat to Democracy | The Future of TikTok | Lessons from Sam Altman, Brian Chesky and the OpenAI Board
20VC: Perplexity's Aravind Srinivas on Will Foundation Models Commoditise, Diminishing Returns in Model Performance, OpenAI vs Anthropic: Who Wins & Why the Next Breakthrough in Model Performance will be in Reasoning
