Secrets to Building and Scaling a SaaS Sales Team
One of the biggest challenges startups face is coming up with the best revenue engine for their business. Should the go-to-market strategy be transactional or enterprise? What type of reps should you hire and when? How do you set attainable quotas while maximizing output? What is your company’s ideal customer profile?
Come learn how to think about your sales organization and how to build it out. You’ll leave thinking about the importance of a deliberate process to gain the revenue results you desire.
Cliff Unger | Director, Strategic Sales - InVision App
Cliff Unger is an accomplished and respected sales leader, with experience in both hardware and SaaS organizations. Throughout his career, he has built and scaled sales, business development, sales engineering, and customer success organizations. He has held executive leadership positions at Belkin International, ReadyTalk, and Cloud Elements.
A graduate of The University of Arizona, Cliff currently leads a team of strategic account executives at InVision App, who are partnering with the world's largest technology companies to design, prototype, and deliver new digital experiences. His professional passion is coaching, mentoring, and developing sales and business leaders.
Richard Park | VP, Sales - Vertafore
Rich Park is VP of Sales at Vertafore, an insure-tech software firm headquartered in Denver. He brings 20+ years of experience in software sales, management consulting, and organizational leadership. He's been a member of sales teams that have gone from $5-$20m, $25-$100m, and >$1b in revenue, and his consulting experience spans high growth SaaS strategy, channel sales, and the re-optimization of commercial organizations from the ground up.
Prior to Vertafore, Rich led teams at Autodesk, Cognizant Business Consulting, Jive Software, and the Alexander Group Inc. He has a BS from the University of California at Davis and an MBA from the Peter Drucker School of Management in Claremont, California.
Leandra Fishman | SVP, Sales and Customer Success - SendGrid
Leandra Fishman comes from a background as a Silicon Valley based Senior Vice President with responsibilities spanning from sales and marketing to operational roles with 25+ years experience in building high performance teams for Fortune 500 companies and early stage start ups.
As Senior Vice President of Sales and Customer Success, Leandra is responsible for scaling SendGrid's global Sales and Customer Success teams, defining the sales blueprint for new market entry, forging strategic relationships with customers and ensuring they receive an outstanding customer experience. In addition to creating her own consulting business, she held executive leadership positions at Jive Software, Mamapedia, EMC, and VMLogix (acquired by Citrix Systems).
Rok Kopp | VP, Sales - Apto
Rok Kopp has over a decade of experience as an executive sales leader at best-in-class technology companies. In his current role, as Vice President of Sales at Apto, Rok is responsible for scaling sales, defining go-to-market and revenue growth opportunities, and creating the company's revenue plan.
Prior to Apto, he was VP of Sales at Top Hat, where he led the company from $1M to $30M in annual revenue. He was an early employee at Groupon and helped scale the company from Series A through IPO.
Drew Madison | VP, Sales - Automox
Drew Madison is the VP of Sales at Automox, a fast growing Boulder-based startup that has built a SaaS platform to automate the fundamentals of security hygiene for companies of all sizes. He's successfully sold into businesses like CA, Microsoft, and Oracle and has been a consistent, top revenue producer throughout his sales career.
Prior to his position at Automox, Drew led sales at TapInfluence. Drew was also an early hire at AdRoll, a growth retargeting platform, when the company was named on the Inc. 5000 as the #3 Fastest Growing Advertising Co. in US in 2013 and also landed on the Forbes "Nifty Fifty" Most Promising Companies in the US.
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