John T. Collura

Twill Weekly : If you're interested in one of these roles, DM me 💛 Sales 👔 Mid Market Sales Rep, Pre- IPO Cybersecurity $150K OTE, Remote (US) Manager, Business Development, Pre- IPO Cybersecurity $130K, NYC    Ops 🎒 Chief of Staff, Pre- IPO Cybersecurity $325K, NYC  Founding Ops Leader, Seed AI Healthcare platform $150K, Remote (US) Manager, Talent Ops, Pre-Seed Future of Work Platform, $140K, Remote (US)   Marketing 💟 Founding Marketing Leader, Seed AI Healthcare platform $170K, Remote (US) Life Cycle Marketing Manager, CRM, Series B FinTech $110K, Remote (US)   Product 🎓 Program + Product Ops Manager, Pre- IPO Cybersecurity $245K, Remote (US) CPO, AI Healthcare Platform $200K, Remote (US)   Finance 💶 Senior Accountant, Series B FinTech $115K, Remote (US) Head of Finance, Series B FinTech $275K, Remote (US)   Engineering 💻 Full Stack Engineer, Healthcare Startup $160K, Boston, MA Jr. Infrastructure Engineer, Pre- IPO Cybersecurity $115K, NYC  Founding Engineer, Seed Healthcare Startup $250K, Remote (US) Senior Backend Engineer, Seed Future of Work Startup $220K, Remote (US) Senior Fullstack Engineer, Seed Future of Work Startup $220K, Remote (US) Founding Engineer, Seed AI Healthcare platform $170K, Remote (US) Privacy Engineer III, Google $65K-70K USD OTE (Bengaluru, India, in office) Senior Security Engineer, Infrastructure Protection, Google $170K USD OTE (Bengaluru, India, in office) Senior Privacy Engineer, Google (Bengaluru, India, in office) Engineering Manager, User Data Deletion and Retention, Google (Bengaluru, India, in office) Engineering Manager, Appeals and Account Interventions: $190K USD OTE (Sao Paulo, Brazil, in office) Information Security Engineering Manager: $190K USD OTE (Sao Paulo, Brazil, in office) Technical Lead, Software Engineer, Governance, Privacy and Security: $130K USD (Sao Paulo, Brazil, in office)   #Hiring #JobOpportunities #RemoteWork #TechJobs #FinTech #Cybersecurity #AIHealthcare #SalesJobs #MarketingJobs #ProductManagement #FinanceJobs #EngineeringJobs #CareerOpportunities #JobSearch #PreIPO #SeedStage #SeriesB

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The transition from founder led sales -> a repeatable GTM motion is hard... Extremely hard. There are so many things to consider to mitigate risk and get as many repetitions on closed loop feedback as quickly as possible. -> what profile of a rep should I hire -> how to assess the right talent -> SDR or AE or growth hacker type or both -> what channels should we be testing -> what does good look like? What does great look like? -> how do I know if we’re making progress? And so much more… We’re discussing all this live next Tuesday at Kiln. If you’re in Utah, come check it out: https://lnkd.in/eQ9dyJK4

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With quota attainment at 42.7% in Q2-24 (RepVue data), your comp plans matter more than ever. We hosted Gabe Rothman on #RevOps Lab to chat about about comp planning for complex scenarios. CONTEXT Background on Rescale: - Consumption pricing - Margin on deals fluctuate - Customer buy credits over time - Spend fluctuate The context above can create very complicated comp plans. Instead, Gabe and his team choose to what he refers to 1st principles: - Limit complexity - Be outcome oriented - Don’t overcommit - Bend reality to your will The outcome 1. Comp on bookings (new logo, expansion, renewals) - Easy to understand - Transparent 2. Hedge P&L risk for company - Compensation isn't a contract - Opt-out clause for deals where margin creates business risks 3. Excellence in Ops & Finance - Finance & Ops predict margin via Deal Desk - Commission is based on key business fundamentals - Reduces complexity for AEs Any tips on comp plans worth sharing? Comment 👇 -- 🔊 Listen to the full episode - link to RevOps Lab in my profile ♻ Share with your friends Thanks for sharing those invaluable lessons w/ our audience, Gabe! #revops #saas

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Public SaaS sales efficiency metrics continued to UNINSPIRE in Q1 Our focal point as always: How much Sales & Marketing dollars are spent to acquire $1 of Net New ARR This figure has exploded from ~$1.50 two years ago… to ~$2.30 last year. As for Q1?  More of the same!  Barely moved.. (The chart also shows the same metric removing Stock-Based Compensation from S&M – a better benchmark for privates, since SBC is ~0 for them.) Stay tuned for more Q1 benchmarks and a tally of winners and losers. #SaaS #Metrics #Benchmarks #GTM

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“Lack of visibility is the enemy of revenue.” Joe Vitalone (Strategic Advisor, Extreme Networks) said this on a recent Clari webinar. And I couldn’t agree more. Without visibility, CROs and revenue leaders: - Miss critical deal insights that could help prevent slippage or loss. - Struggle to set accurate forecasts because they don’t have a full view of the pipeline. - Lose alignment as marketing, sales, and customer success aren’t operating from the same data. - Fail to spot revenue leaks early, allowing problems to grow unnoticed. Visibility isn’t optional for revenue professionals — it's a must-have.

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David’s S&M as a % of net new ARR is basically the same thing as net new CAC ratio and at 2.3x it’s running high. Even if you back out stock-based compensation (SBC) it’s still running above 2.0x. And these are best-in-class public companies. But despite historical comparisons is 2.0x too much to pay for a $1 of new ARR? It depends, mostly on expansion potential and stickiness. If paired with a high NRR, it works. If paired wtih a low GRR or a short CLT then it might well not. But, more than anything, make sure you look at it both ways — relative to past norms and relative to future value.

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Vroooooooom 🏎️ Check out the SaaS results after achieving Product Market Fit (PMF) … Databricks at $2.4B ARR growing 60% Canva at $2.4B ARR growing 50% Rubrik at $920m ARR growing 40% Samsara at $1.3B ARR growing 36% Klaviyo at $1B ARR growing 34% monday.com at $1B ARR growing 34% CrowdStrike at $3.9B ARR growing 32% GitLab at $730m per ARR growing 31% Palantir Technologies at $2.9B ARR growing 30% Zscaler at $2.5B ARR growing 30% Toast at $1.6B ARR growing 28% Cloudflare at $1.7B ARR growing 28% Braze at $580m ARR growing 27% Datadog at $2.8B ARR growing 26% Confluent at $1B ARR growing 25% Procore Technologies at $1.1B ARR growing 24% ServiceNow at $11B ARR growing 22% Freshworks at $750m ARR growing 22% Shopify at $8B ARR growing 21% Atlassian at $5B ARR growing 21% HubSpot at $2.7B ARR growing 20% What? When you achieve PMF … you defy gravity … market cycles … scale … grow Zoom zoom

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I was fortunate to spend a year in Dan Fougere's sales org at Medallia and learned at a rate I've never experienced at any other point in my career. Some of my key takeaways, which he also shares in this conversation. ➡️ A repeatable sales process/playbook is the foundation for scaling an Enterprise business. ➡️ The best Enterprise reps hone and maintain maniacal discipline around PG. They never let it fall off their calendar. ➡️ The most effective frontline managers spend more time coaching and supporting their team early in the sales process (i.e. Discovery & Evaluation) than they do in the later stages (i.e. Negotiation/Closing). Without explicit guidance from 2nd and 3rd line leaders, most tend to get this balance wrong. ➡️ Sales leaders (at all levels) have to be 'in it' with their teams i.e., involved in outbound prospecting, regularly speaking with customers, playing an active role in deals, being audible ready etc.. ➡️ One of your core responsibilities as a sales leader is to create a high performance environment where people feel like they are challenged, constantly learning, and being supported to achieve things they didn't think were possible (securing C-Level meetings via outbound PG, winning 8 figure deals, earning international career opportunities etc). If you work in sales, this Podcast is well worth an hour of your time. #sales #salesenablement #coaching #salesleadership

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Amplitude Announces Second Quarter 2024 Financial Results: - Second quarter revenue of $73.3 million, up 8% year over year - Annual Recurring Revenue of $290 million, up 8% year over year - Number of customers representing $100,000 or more of ARR in Q2 grew to 547, an increase of 10% year over year This quarter was all about meeting our customers where they are. In Q2 we took our Snowflake Native offering GA, doubled down on our open ecosystem, and unveiled a self-serve portal that makes it easier than ever to integrate with Amplitude. To our customers, partners, and Ampliteers, thank you! Your trust, partnership, and hard work is invaluable! #PLG #ProductLedGrowth #DigitalAnalytics #ProductAnalytics #Retention #Acquisition #Monetization

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Here's a crazy Monday stat...say you're a GTM leader at a startup, looking to implement AI into your process / team. Well, you're in luck because there are 1200+ AI tools built SPECIFICALLY for sales teams right now...🤯 My brain hurts just thinking about what that equates to in time / money on demos, testing, and (in many cases) churn. To save everyone some time, we hosted a roundtable with The GTM Circle last week where we talked about the tools sales teams at early-stage startups are ACTUALLY using today, here are some of them. What did we miss 🤷🏼‍♀️? 🤖 General Anthropic / Claude Google / Gemini Meta / Llama 3 OpenAI / ChatGPT Perplexity 🎨 Content & Personalization at Scale Bardeen Beautiful.ai Copy.ai Clay Octave Omneky TOPO YC 24 Unify 📇 CRM & Customer Engagement Apollo.io Copilot Chatbase HubSpot Copilot ZoomInfo Copilot ⚙️ Automation & Productivity Fathom Grain Momentum.io Read AI Salesroom superwhisper 📈 Analytics & Reporting Roadway Zebra BI 🎥 Video Creation & Editing Loom Midjourney OpusClip Soul Machines Synthesia

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Sequence is absolutely *crushing* its GTM content engine. Worth checking out their most recent report "Sequence Principles" detailing tactical revenue lessons from 100+ B2B companies. Some highlights: 1. Clear ICP messaging (B2B sales leadership) 2. Easy scrolling/skimming ability across sections 3. Real-time founder testimonials (like Sasha Orloff) 4. Highly tactical advice (i.e. packaging, bundling, metrics) 5. Simple design without overwhelming folks w/ dense content Highly recommend taking a look - big s/o to the Sequence team ⚡

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The path to $10MM ARR is about finding your repeatable, scalable sales motion. The formula is simple, but not easy. It looks like this: Effort + Enthusiasm + Messaging + Lead Quality = Results When you are scaling a sales team, your job is to manage the inputs. Those are the things on the left side of this equation. If you can reduce the variability of the inputs, you will have more consistent results. Put another way. Consistent inputs leads to consistent outputs. Let's break it down... 1. Effort is the driver for your sales performance. You cannot scale without consistent effort. Effort includes the velocity of sales activity (phone calls, emails, meetings, etc.). Effort also includes the way that you execute your sales activity. This is your sales process and sales playbook. You can improve the quality of your effort with learning and development. 2. Enthusiasm is an amplifier for your effort. You have to act like you want to earn the business. A little enthusiasm goes a long way in closing more business. I've found that you can't teach enthusiasm. You must hire for it. 3. Messaging is how you get prospects to believe what you believe. Your messaging is your value prop. It's how you approach your ICP. It's the way that you convince customers that their current version of the world is no longer acceptable and they must make a chance. The best messaging illustrates the consequences of inaction. 4. Lead quality drives your conversion rate You have to stay focused on your ICP. The more variable your lead quality, the more inconsistent your sales results. The best effort, enthusiasm, and messaging are helpless if you are focused on the wrong accounts. This is the formula for predictable, repeatable, scalable sales. Manage the consistency of your inputs and you will have consistent outputs. What about you? What's your formula for repeatable results?

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Are you building an SDR/BDR function? Stop what you are doing and read this. Megan Hardy is some you need to learn from - I’m stoke I get to learn from her EVERYDAY She’s really brilliant. She’s freaking cool. She’s got a fire to win like no other. She’s a builder. She’s a wife and mother with an awesomely cool family……..ask Chester Hardy….he’ll agree 😁 She cares about her people……..but doesn’t put up with nonsense. She done this multiple times….. She’s been an SDR (multiple times), AE (multiple times), run enablement (multiple times)…… Built a kickbutt SDR/BDR organization multiple times……… Read the dang thing….. She knows her stuff……. https://lnkd.in/gFG7qSem. #sdr #bdr #sales #saas #enablement #rockstar #leadership #restauranttech #wfm #leader

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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When AI Prompts go wrong... Here are some emails written for a CRO. The goal was to write a 1st draft for compelling AI emails, and then this happened: Email 1: Subject line: sales team plateau Hi Bob, Noticed Replate's recent sales team expansion. Are your new hires drowning instead of swimming? Stagnant revenue growth might be the canary in the coal mine. Our sales training throws new hires a lifeline. It transforms struggling recruits into revenue-generating powerhouses faster than you can say "quota." Ready to turn the tide? Email 2: Subject line: price war trap Hi Bob, Read about the cutthroat competition in food recovery. Ever feel like you're in a race to the bottom on pricing? Your profit margins might be gasping for air. Our sales training is your secret weapon. It equips your team to sell on value, not price, skyrocketing your deals out of the bargain basement. Curious how to break free? Email 3: Subject line: pitch perfection Hi Bob, Is your sales pitch putting prospects to sleep? Missed opportunities could be piling up like unwanted leftovers. Our sales training serves up a fresh recipe. It helps your team dish out compelling stories that leave clients hungry for more. Appetite for success growing? Maybe it's because it's Friday, but I actually kinda like them. What do you think?

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SaaS Buying Behavior Has Shifted: What Software Founders Need to Know The landscape for software purchasing has changed dramatically since 2021. Companies are no longer buying software for every need—instead, they’re categorizing products as either "nice-to-have" or "must-have." Here's what that means: Scrutiny is Higher Than Ever: Every purchase is heavily examined, with CFOs, head of sales, and RevOps teams now playing key roles in the decision-making process. Must-Have or Bust: If your SaaS product isn’t essential, you’re at risk. Companies demand solutions that solve critical problems. The game has changed. Has your SaaS strategy?

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GTM tech is acutely painful for modern software businesses combining PLG, sales-assist, and scaled/AI-enabled outbound motions. Austin Hay (Clarify, Reforge, Ramp) joined Growth Unhinged to share his framework on how to build a stage appropriate tech stack that lasts. #RevenueTechnology #startups #SalesTechnology #AI #B2Bsales #revops #salestools #revenueenablement #techstack #martech #revenuetools #revenueleadership #salesleadership #marketingleadership #salesorganizations #revtech #gtmtech #gotomarket #SaaS #business #gtm #entrepreneurs #ceo #cxo #founders #scalingup #businessexpansion #gtmmotion #gtmplays #growthjourney #salesenablement #cro #technology #organizationalleadership #businessautomation #businessapps #startupecosystem #crm #salesforce #aipowered #artificialintelligence #aiapps #aiadoption #aienabled #framerwork #businessautomation #businessapps #marketing #plg #softwarebusiness

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Want to increase your income from $100k per year to $300k+ in sales? You have to learn how to create "collective learning experiences" for your prospects. This is what separates SMB salespeople from enterprise sellers. Let me explain... The most likely way to make a $300k+ income in sales is in enterprise sales. Quotas are bigger. Deal sizes are bigger. Commission checks are bigger. The stakes are higher. So how do you close enterprise deals? Every top performer in B2B sales knows that large purchase decisions are made by a group of people. So how do you get a group of people to agree on a purchase? You have to create a "collective learning experience". This is when you get your Champion and your Economic Buyer together in the early part of their evaluation. Together they learn about the problem that they need to solve for the business. When they learn together, they are more likely to agree on the path to solving the problem. Any time you are selling into a group of 2 or more people, you have a dysfunctional buying group. Why? Because people are imperfect at sharing information with each other. This is especially true in business where political and economic dynamics cause people to withhold information. It's our job as salespeople to cut through the politics and get our buying group on the same page. This is why multi-threading, or getting more than one influencer involved in a deal, is very important in enterprise sales. To close enterprise-sized deals, you have to build consensus. You build consensus by creating "collective learning experiences". ___ Make life easier for your champion by using an executive summary on every deal. You can get my free Executive Summary template here: https://lnkd.in/gB-wW2eY

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11x just announced a $50M Series B round led by a16z!! AI BDR companies are obviously booming, with revenue rolling in and VC money being poured in – but what about retention? 💸 Despite the flood of new business, too many of these companies are wrestling with low retention rates, pulling down their Net Revenue Retention (NRR). It’s time to shift the focus from pure acquisition to real value delivery: 🔄 Optimized onboarding to set customers up for success 💡 Buyer enablement that goes beyond a sale and drives user adoption 💼 Retention strategies that turn first-time buyers into loyal advocates. User communities can help with this, especially for early-stage startups, as they can accelerate product feedback loops, enable co-creation and collaboration between users, establish trust and credibility, and reduce Customer Acquisition Cost (CAC). The potential is massive, but so is the risk of churn. AI-driven prospecting alone isn’t the answer – it’s time to double down on customer experience and retention! Who else is seeing this trend? 👀 What would you add? 👇 #AI #CustomerSuccess #Retention #SalesStrategy #NRR

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