Sapphire Ventures’ Post

Had an executive send me ICONIQ Capital's "Building GTM Teams" report last week...it's a must read. I like how they map out the sequencing of hires based on company size. $10-25mm ARR: orgs will hire first VP of Sales/CRO with Director of Marketing and CS (I advise hiring VP Sales if it's a front-line manager role) $25-50mm ARR: orgs will build out 1st, 2nd, and 3rd line leadership (which in my opinion is when you actually need a CRO, CMO, and CS VP) $50-100mm ARR: orgs will build a dedicated account management function and marketing will start to build functions focused on demand gen, content, etc. $100-250mm ARR: orgs will build dedicated services function and marketing will add channel marketing, comms, etc. $250-500mm ARR: GTM org will have CRO who oversees CSO, CMO, and CCO Check out the report for more insights on GTM org design...grateful I came across it. #GTMorgdesign #privateequity

Are you a seasoned marketing or sales executive seeking an opportunity to make a real impact? Here's why Chief Outsiders might be your next career move: 1️⃣ Unique Approach: Our fractional C-level model allows you to apply your skills dynamically, shaping strategies that drive growth. 2️⃣ Experienced Tribe: Join a team of accomplished executives who provide guidance, ideas, and stimulation, enhancing your expertise. 3️⃣ Varied Challenges: Experience diverse business challenges across multiple industries, leveraging your knowledge to achieve significant goals. 4️⃣ Flexible Workload: Balance your professional and personal life by choosing the number of client companies you work with. 5️⃣ Continuous Value Addition: Drive growth for client companies while continually adding value through insightful strategies and implementation. If you're ready to translate your vision into action and contribute to meaningful change, let's connect! https://bit.ly/3w5y8DH #hiring #FractionalExecutive #FractionalCMO #FractionalCSO

One of our most crucial responsibilities is aligning C-Suite expectations during the placement of C-level or VP level sales leader, usually in small to mid-market companies and high-growth startups. A few consistent CEO/executive team needs emerge when hiring Heads of Sales. Revenue Generation - The core priority is hitting growth, forecasting, sustainability and profitability targets through commercial team leadership. Strategic Vision - Analyze markets, assess threats, project pipeline impacts, and plot GTM resource allocation strategies. Leadership - Inspire the sales squad through volatility, evolve talent strategies, and become a collaborative peer to marketing, R&D. Market Positioning - Combine intuition with data-driven decisions to guide optimal segment focus, targeting, messaging. Business Acumen - Speak the language of the business, integrate insights across commercial, clinical, pricing. The level of detail and aspects of emphasis may shift across medical niches or startup vs corporate environments but the above pillars remain integral for CEOs who are dependent on sales heads to execute expansion.

Hiring a Strategic Partnership Manager: The Key to Long-Term Growth 🚀 Long-term growth requires more than just a solid product or service. It demands strategic partnerships that can open doors to new markets, resources, and opportunities. This is where a Strategic Partnership Manager comes in. A Strategic Partnership Manager is a visionary who can identify, develop, and nurture relationships with key partners that align with your company's goals and values. They possess a unique blend of business acumen, networking skills, and relationship-building prowess that can take your organization to new heights. #StrategicPartnerships #LongTermGrowth #BusinessSuccess #Hiring

🚀 Unlocking the Future of Tech Sales: Why CEOs & Hiring Managers Should Care 🚀 In today’s fast-paced tech landscape, exceptional sales talent isn't just a nice-to-have—it's a game-changer. As CEOs and hiring managers, you know that your sales team is the driving force behind growth and innovation. But what sets the standout performers apart from the rest? 🔍 Key Traits of Top Tech Sales Professionals: Deep Industry Knowledge - They understand the tech landscape, anticipate market trends, and speak the language of your clients. Customer-Centric Approach - They don’t just sell; they build lasting relationships and offer tailored solutions that address specific client needs. Adaptability - In a world where technology evolves rapidly, they stay agile, learning and pivoting to meet changing demands. 💡 Why This Matters: Investing in top-tier sales talent isn’t just about hitting targets; it's about building a team that drives strategic growth, fosters innovation, and positions your company as a market leader. Is your sales strategy ready for the next leap forward? Let’s connect and explore how the right talent can propel your business to new heights. #TechSales #Leadership #SalesStrategy #Innovation #Growth #CEOs #HiringManagers

**Exciting News: I’m Open for Hire! Ready to Make an Immediate Impact!** 🌈 Hello, Allies in Technology! I’m Lori Mayer, a seasoned Channel Sales Director with over 15 years of experience driving transformational growth across the IT, Security, and Enterprise software sectors. If you’re looking for someone who can lead with authenticity, innovate with strategy, and execute with precision, I’m your go-to leader. At Ivanti, I spearheaded a strategic overhaul that expanded our channel pipeline by $89M, increased deal registrations by 20%, and managed a robust network of 5,000 partners across the Americas—leading to revenues surpassing $400M. My initiatives didn’t just boost numbers; they fostered a thriving ecosystem of collaborative, high-impact relationships. During my time at Qumu Corporation, I established the company’s channel program, which catapulted partner revenues by over 30% and created a $17M new revenue stream. Similarly, at Teradata, I crafted strategic partner plans that enhanced lead generation by 30%, while also championing diversity and inclusion as the President of Teradata’s Global Women’s ERG. I’m now actively seeking new opportunities where I can bring my expertise to drive strategic transformation and growth. Whether you’re looking to expand your partner ecosystem or optimize go-to-market strategies, I’m ready to help you make it happen. Outside the boardroom, you’ll often find me immersed in painting, sports, cards, writing, or enjoying the great outdoors—always striving to blend professional excellence with personal fulfillment. Let’s connect and explore how we can create impactful opportunities together! 🌈 #OpenForHire #ChannelSales #SalesLeadership #LGBTQAllies #WomenInTech #GoToMarket #DiversityAndInclusion #StrategicGrowth #SportsPassion

Hiring a Strategic Partnership Manager: The Key to Long-Term Growth 🚀 Long-term growth requires more than just a solid product or service. It demands strategic partnerships that can open doors to new markets, resources, and opportunities. This is where a Strategic Partnership Manager comes in. A Strategic Partnership Manager is a visionary who can identify, develop, and nurture relationships with key partners that align with your company's goals and values. They possess a unique blend of business acumen, networking skills, and relationship-building prowess that can take your organization to new heights. #StrategicPartnerships #LongTermGrowth #BusinessSuccess #Hiring

Hiring less experienced sales professionals to help with your GTM strategy to try and reduce business costs can actually have a more costly impact on the business than you may think. As a business, it is important to have someone with experience in developing GTM fundamentals such as: messaging, positioning, ICP. These are all things that an Account Executive looking to make their step up, may not have. The important thing is finding the right balance, having a great sales leader with the right vision, and hiring the appropriate number of people for that sales function (avoiding over-hiring, as many companies did last year). Invest in the right people, and you will yield great results. Great people are out there; sometimes, they are just tough to find! Fortunately, Sofi Recruitment knows where they are 👀 #salesrecruitment #hrtech #learningtech