Lori Jimenez is the Chief Revenue Officer at WorkRamp where she is responsible for sales, customer success, solutions engineering, sales development, and revenue operations. Over her 25-year career, Lori has a track record of scaling high-growth GTM teams at companies including Google, TripActions/Navan, Facebook, and Box. In Today's Episode with Lori Jimenez We Discuss: 1. From a First Sales Job at 15 Years Old to Leading Sales Teams at Google and Facebook: • How Lori made her foray into the world of sales at the age of 15? • What are 1-2 of Lori's biggest takeaways from her time at Google, Facebook and Box? • What does Lori know now that she wishes she had known at the start of her career in sales? 2. The Sales Playbook: What, When and How: • How does Lori define the "sales playbook"? What is it not? • Should the founder be the one to create the sales playbook? • When is the right time for founders to make their first sales hires? • What is the right profile for the first sales hires? • Should founders hire 2 sales reps at a time? What are the pros and cons? 3. The Hiring Process: Building the Sales Team: • How does Lori structure the hiring process for all new sales hires? • What are the must-ask questions to ask in every sales hiring meeting? • What are the biggest red flags founders should look for when hiring for sales? • What are Lori's biggest lessons on how to navigate compensation discussions with potential sales hires? • What are Lori's biggest lessons on what title negotiation says about a candidate? • What are the single biggest mistakes founders make when hiring for sales teams? 4. Scaling the Machine: Bringing the Dollars In: • How does Lori approach discounting? When is the right time to do it? • Is old-school enterprise sales and entertaining dead? How has it changed? • How does Lori structure deal reviews? What is a good vs a bad reason to lose a deal? • How does Lori approach multi-year deals? What is good? What is bad?

Release date

Lydbog: 2. august 2023