Vet Your Next Start-Up Sales Role

Joining a start-up can be a game-changer, but it’s not without risks.

Get the full picture by asking smart questions: Who’s behind the wheel? Is the product proven? What’s the funding story?

Most importantly, how does this role set you up for the future?

It’s all about making sure the opportunity is solid—and that it aligns with your career goals.

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Sales Community's Fall Free Promo

Tech Sales Insights LIVE

Title: Enterprise Selling to CIO's & CTO's

Guest: Motti Finkelstein , Corporate VP - Chief Information Officer at 英特尔

Date: Wednesday, November 20th

Time: 12PM EST

This episode is sponsored by ZoomInfo , the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.

In Case You Missed It:

GTM Tips ft. Chuck Smith , IBM

Check out our previous episodes at tsi.salescommunity.com

Advisory Board on the Move ????

Great group of AB members taking on new roles:

? Christopher Tallis , Director of Enterprise at NetApp

? Denzil Samuels , SVP Global Multi-National Account Sales at NTT DATA

? Diana Shapiro , COO at Yadira Health

? Don Turner , Global Financial Services at Amazon Web Services (AWS)

? Greg DiFraia , CEO at Inlayer

? Jason Kimrey, VP, Americas Partners & Channel at Elastic

? Jennifer McBroom , Ecosystem Director, Commercial at Palo Alto Networks

? Kenny Scannell , VP of Global Sales at Rocketlane

? Paul Burke , VP of Sales, US Named Enterprise at Fortinet

? Rami Douenias , VP Global Sales Engineering at DDN

? Stephen DiFranco , Marketing & Ecosystem Partnerships at Rapidus Corporation

? Steve Erdman , Global Head of Sales & Services Partnerships at Google Cloud

Congrats to this group!

Sponsor Spotlight

The Alexander Group

Aligning Marketing & Sales: A Strategic Approach for Technology Leaders

?Now is the ideal time to embark on the journey towards aligning your marketing and sales teams. Considering this alignment during the annual planning process as a small step with great impact.

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Sandler

Failure is not the end—it's a stepping stone to success.

Sandler Rule #12 explores how failure teaches invaluable lessons, builds confidence, and sets the stage for long-term achievements. Beware of easy wins that might lead to overconfidence or impostor syndrome. Instead, embrace challenges and setbacks, like losing a sale, as key opportunities for growth.

Watch the full video to learn how adopting this mindset can transform your sales approach:

Humantic AI

Selling Is Evolving. Are You?

Humantic AI is a Buyer Intelligence platform for revenue teams.

Top revenue teams use Humantic's Personality AI to identify early adopters, help their BDRs personalize outreach and enable their AEs with vital customer insights for every deal.

Try a free-trial for your personality?profile & those you are?selling to today here!

Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor

Life on the High Wire: Questions to Ask When Thinking of Joining a Start-Up

By Jennifer Haas

What the Idea Is

Questions to ask and things to consider when thinking of joining a start-up.

Why It Is Valuable

Joining a start-up is very different from joining a large company. Start-ups move quicker, provide hands-on opportunities to build skills rapidly, and often involve equity ownership. They can also involve more risk than a larger, established company. When choosing a start-up to join, it’s important to ask the right questions and do your due diligence to make sure your risk is calculated. Make sure you get everything in writing.

How It Works:

1. How much experience does the founder (or founders) have? Make sure you are comfortable with their experience level. Look into the founder’s background and talk to any contacts you may have in common.
2. Ask to see the board packet, financials, and statement of operations.
3. Would you be the first executive hired?
4. How is it funded? By whom is it funded?
5. What was the company’s last funding round?
6. How much money have they raised?
7. Are they past the MVP (minimum viable product) stage? How mature is the product?
8. Do they have any customers? How many?
9. Do they have revenue? How much?
10. How many employees do they have? Contractors?
11. What is the average tenure of their employees? What is their employee turnover rate?
12. What is their burn rate? How many months of cash do they have in the bank?
13. Talk to a few other people at the company—board members, executives, etc.
14. Why is the position vacant? Expansion? Replacement?
15. What are the goals for the role? What does success look like? Define the KPIs.
16. What is the career path? Make sure this role will allow you to meet your career goals.
17. Will you be running a P&L? This experience is important if you want to hold a C-Suite role in the future.
18. What is the company’s exit plan?
19. What is the executive compensation package? Ask about:

• Base
• OTE
• 401K
• Benefits
• Vacation
• Exit package/golden parachute (change of control, involuntary, voluntary)
• Forward acceleration clause for stock on change of ownership
• Guarantee for ramp period (three to four months)

The Alexander Group | Sandler | Convertiv | TitanX (formerly Phone Ready Leads?) AuctusIQ Sales Solutions | Spotlight.ai | SmartSource | Humantic AI | Salesbricks ??