Source | ANDY PAUL
Welcome to another Front Line Friday with my very special guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, how she is hiring a sales team for her new position of V.P. of Sales at Logz.io, how to accommodate account executives with relocation issues, and how complex sales need a complex infrastructure.
KEY TAKEAWAYS[3:04] Bridget’s new job of V.P. of Sales at Logz.io has her looking for technical account executives in the Boston and
San Francisco areas. Her contact information is below! [3:51] Bridget is, once again, setting up a sales organization from scratch. Challenge number one is time and geography. Her company is a startup, based in Tel Aviv, 10 hours ahead of San Francisco and seven hours ahead of Boston. [4:56] Learning how to set up and manage distributed teams in a global market is something we will all have to learn to do well. [7:53] The sales model Bridget is building, is an inside/hybrid role. There will be an SDR team, helping filter inbound and making outbound. There will be account executives, with some experience in SMB mid-market, looking to grow their careers. [10:18] The biggest challenge of remote management is where people are located, vs. where they are needed. [13:44] Great employees are requiring flexibility on where to live. Can they be accommodated and still cohere into a team? [16:04] Bridget looks for people who are self-directed, motivated, smart, and curious, and who have integrity, that have some affinity for technology. [17:10] Andy looks for big-picture ‘systems thinkers,’ for the kind of sales role under discussion. He looks at what they have done so far, and he asks them probing questions. [20:26] In Bridget’s view, there is one team — not a U.S. team, and a Tel Aviv team. She looks for team-oriented people.