Hiring

Building a Sales Enablement Function

Building a Sales Enablement Function
Christi Wall is currently the Head of Revenue Enablement & Operations at SecZetta Inc. Previously, she was the Director of Strategic initiatives at Chainalysis, a blockchain analysis company, where she previously served as Director of Revenue Enablement. She has supported 250+ sellers across her sales enablement roles and has led Training and Enablement at Ping Identity.

Building a Sales Ops Function

Building a Sales Ops Function
Sean Lane has led revenue operations at Drift and Upserve, and hosts Drift's Operations Podcast. In this guide, he explains the different roles sales ops plays, and how to build both the org and processes that make up the function.

Building an Inclusive Mindset and Culture

Building an Inclusive Mindset and Culture
Noa Gafni is the Executive Director at Rutgers Institute for Corporate Social Innovation, where she educates business leaders on corporate social responsibility, including diversity and inclusion. In this guide, she explains how to create diverse teams, ensure supportive work environments, and reap the innovation benefits that come from a broader perspective.

Capacity Planning

Capacity Planning
Rachel Haley has run capacity planning while in sales ops leadership roles at Snowflake, Sumo Logic, and Salesforce. In this guide, she details the steps of a good sales capacity planning process and the major deliverables that come out of one.

Designing an Outcome-based Hiring Process

Designing an Outcome-based Hiring Process
Anthony Louis is Recruitment Lead at Beacon, a talent consultancy that helps growing organizations level up their internal hiring programs. In this guide he lays out a roadmap for an outcome-based hiring process, from writing a spec to identifying candidates to running an interview process to making the hire, all with better targeting and less bias.

Hiring a Product Marketer

Hiring a Product Marketer
Ryan Goldman is the Global VP of Marketing at Moloco, and has led marketing or product marketing at Soundcloud, Pendo, Sentry, SignalFx, and Cloudera, and over the course of his career, he's managed or hired 15+ B2B product marketers. In this guide, he explains how to find a product marketer who can serve as a bridge between the product, the sales org, and the market.

Hiring Customer Success Managers

Hiring Customer Success Managers
Maranda Dziekonski is currently Chief Customer Officer at Swiftly, and has previously led customer success and support teams at Lending Club and HelloSign. In this guide, she describes the CSM role, where to look for candidates, and how to screen for judgement, proactive mindset and communication skills in interviews.

Improving Your Company’s Online Brand

Improving Your Company’s Online Brand
Ryan Erskine is a Brand Strategist with experience at the intersection of digital marketing, brand development, online reputation, and SEO. In this guide, he hones in on two main ways companies can improve their online brand: through better presence on review sites, and through better-branded search results. For both areas, he explains how companies can make sure positive results are the most visible.

Navigating Immigration Law

Navigating Immigration Law
Sophie Alcorn is the Founding Partner at Alcorn Immigration Law and is a Certified Specialist Attorney in Immigration and Nationality Law by the State Bar of California, Board of Legal Specialization. In this guide she lays out different employment-based visa and green card options available to companies seeking to hire international talent, and when to use them. Please keep in mind that this article is educational only and does not replace individual legal advice. Sophie recommends that you speak with an expert attorney for any legal advice to assess your options if you think you’re ready to move forward. Immigration is not a one-size-fits-all process, and putting your best foot forward requires individualized attention!

Onboarding Salespeople

Onboarding Salespeople
Maggie Callahan has led revenue enablement at OneTrust, Convercent and Four Winds Interactive, overseeing training and onboarding for 80+ AEs and SDRs. In this guide, she explains the key components of sales onboarding and how to design a repeatable process.

Recruiting and Hiring Account Executives

Recruiting and Hiring Account Executives
Lianne is a sales recruiter with experience hiring hundreds of sellers for companies like Gong, Pluralsight, Zscaler, Anaplan, and SuccessFactors. In this guide, she outlines what to look for when hiring SMB, Mid-market, and Enterprise AE’s, how to apply outreach and sequencing best practices to recruiting, and how to close great candidates.

Recruiting and Hiring for Technical Roles

Recruiting and Hiring for Technical Roles
Jenny Jongejan is a Recruiting Consultant working with fast-growing tech companies. She also currently leads recruiting for CoderPad, a technical interview platform for engineering teams. Previously, as Head of Recruiting at Atrium, Jenny built the recruiting organization and helped the company scale from 10 to over 200 employees. Before that, she managed technical recruiting at HotelTonight (acquired by Airbnb). Over the course of her 15+ year career, Jenny has interviewed thousands of candidates, creatively sourced, recruited, and partnered with internal teams to hire for hundreds of technical roles.

Scaling a Marketplace Product

Scaling a Marketplace Product
Paul Zeckser led product ad HomeAdvisor from 2011-2020 as well as founded Fresh Product Design, a full-service product strategy and development consultancy. He is now the VP of Product Development at Sealed. In this guide he lays out how product, sales and marketing and operations should coordinate to scale marketplaces. He covers metrics to track, how to think about matching, and guidelines for monetizing marketplace transactions.

Setting HR Policies

Setting HR Policies
Linda Fang is the Principal Attorney at Banyan Legal Counsel, a law firm that supports businesses with employment law and business startup and expansion. In this guide she lays out what policies you should have in place for your employees in general, and how to to think about your processes around hiring, onboarding and offboarding employees, managing remote workers, protecting your company’s intellectual property, and more.

Structuring and Scaling a Post-Sales Org

Structuring and Scaling a Post-Sales Org
Rod Cherkas is the CEO of HelloCCO, a consulting firm that partners with Chief Customer Officers and their leaders to develop, execute and scale their post-sale functions. He previously led post-sale organizations at Gainsight, Marketo, RingCentral and Narvar. In this guide, he outlines the responsibilities and typical growth paths of post-sales functions including services, customer success, support, customer education, customer operations, and partner success.

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