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Scaling Sales: How this Function Changes as a Startup Grows

  • CIC Boston 50 Milk Street, Lighthouse East, 20th fl Boston, MA, 02110 United States (map)

As your startup grows, so do the challenges of your sales organization. For bootstrapped or early-stage business, customer acquisition relies on unstructured, ad hoc process development and a few goal-driven hunters. As business scales, your customer value proposition and pitch are in constant flux with new features, hiring and onboarding increasingly become even more challenging (especially as you start hiring in new geographies), and customer retention takes center-stage. Sales reps need different supports at each stage of your business’ evolution.

This panel of serial startup sales leaders will discuss how sales readiness develops and improves as startups scale. They'll unpack and debate different approaches to incentive structures, processes, and the right balance between hunting & farming at each stage.

This event is part of the Marketing & Sales track at Startup Boston 2018.

Our Speakers:

Adam Mavrikos, VP of Sales at Toast

Adam was one of the first salespeople hired at HubSpot in 2008, and for 6 years helped grow the team's SMB division from a few hundred customers to 10,000+. Since then, Adam has joined Toast, one of the hottest Boston-based startups, to help launch the sales team. He is currently serving as VP of Inside Sales at Toast.

Marie Warner, President at Warner Professional Sales

Marie is founder and principal of Warner Professional Sales and the StartupSales.Coach, and helps companies achieve revenue success through sales enablement; executive and sales team coaching; and sales team building, onboarding, and training. 

Rob Stevens, Co-Founder & CRO at Tive

Rob has spent almost twenty years working in sales, marketing and business development for high-tech startups including FreeMarkets, Kiva Systems, Backupify, and GrabCAD. Most recently, he was the CRO & Co-Founder of Tive.

Our Moderator:

Henry Dubin, Regional Manager of Commercial Sales at Salesforce

With over six years of helping Salesforce scale their outreach efforts, Henry is no stranger on what it takes to help businesses scale their sales' efforts. Henry has held roles in a variety of sales organizations, including several across Salesforce and as a Director of sales for New York tech scale-up VTS.

This is a Startup Boston event.

Startup Boston is a free, five-day series of events celebrating, educating, and connecting entrepreneurs in Boston. Taking place from September 10-14th, 2018, Startup Boston brings entrepreneurs, company leaders, innovators, and industry experts together to foster collaboration and fuel growth in Boston's startup ecosystem.