AJ Tennant: Glean defined enterprise sales as 2,000-plus employee companies
AJ Tennant · AJ Tennant: How to Build a Sales Machine and Where Most Go Wrong | E2118 · 20VC with Harry Stebbings · Oct 23, 2024 · at 14:14
AJ Tennant is VP of Sales & Success at Glean. He explains how Glean segmented its enterprise sales team when moving upmarket.
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“At Glean, when I joined, we had real great success in that mid-market segment. We had strong sellers, about like eight of them, and we decided very quickly with the team to say, we've got to move up market, let's cut it at 2000 employees and above, and the below will be serviced by a smaller subset of the team.”
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