Julian Teixeira, CRO @ 1Password: How to Hire and Train Your First Sales Hires

This episode is brought to you by Capchase, helping software and hardware companies close deals while accessing TCV upfront. Learn more at capchase.com/20vc.

Julian Teixeira is the Chief Revenue Officer at 1Password, where he has grown B2B revenue over 8x and scaled a team of more than 450 in go-to-market. 1Password set the record for the largest raise in Canadian history at the start of 2022. Prior to 1Password, Julian served as the head of global sales at Lightspeed Commerce, a company he helped scale from startup to IPO and through over 10 acquisitions throughout his decade-long tenure.

In Today’s Episode We Discuss:

Lessons from 10 Years at Lightspeed

How to Create and Master a Sales Playbook

Lessons on First Sales Hires

Setting Goals and Targets for Sales Teams

The Reality of Tech Sales Today

Evaluating and Managing Sales Reps

Outbound Prospecting and Pipeline Generation

Hunter vs. Farmer Sales Models

Compensation and Specialization in Sales Teams

Outbound vs Inbound Sales

Pipeline and Deal Reviews

Sales Tech Stack and Tools

Maintaining Sales Morale

Are Remote Sales Teams Less Effective

Final Thoughts and Advice