Heather Equibo
VP of Sales. On 1 show, 0 appearances, plus 1 compilation re-air not counted. The Shows tab opens the full record on each.
Heather Akuiyibo serves as a Vice President of Sales. She speaks on improving sales organization structure and operational efficiency.
1shows
0appearances
8statements
0resolved
0supported
0contradicted
Everything Heather Equibo said on any show that made the record, most notable first. Each card names its show and opens the statement there.
Databricks Dropped Big Data Experience Requirement for Sales Reps as It Scaled
“I'll give an example of something that has modified over the last couple of years, and that is really around big data selling experience. You know, a couple years ago, you had to already know the ecosystem in order to be good at it, but as we've grown as a com…”
Databricks Scrapes Calendar Data to Track How Account Executives Spend Time
“We use outreach and gong in our tech stack.
And then we're also scraping calendar data to make sure that we're really as accountable as we can be to how account executives are spending their time.”
Top Databricks Account Executives Spend 30% of Time With Existing Customers
“And as you can see, it's very disproportionately time spent on new prospects.
and that is completely okay with me because for us to grow a hundred percent year over year, we're constantly adding new customers to our account base.
30% with customers, right?
We…”
Databricks' Mid-Market Sales Team Grew 100% Annually for 4.5 Years
“Over the last four and a half years, I've been working on growing our team by a hundred percent year over year.”
Databricks Uses Weighted Scorecards to Benchmark Account Executive Interviews
“What is, I think, special is that we're very data-driven around it, and we own what it is that we're putting into the scorecard... Different people on the panel are given very specific characteristics to dive into and to really understand at a deeper and deepe…”
Databricks Conducts a Deal Review for Every Single Committed Deal
“And we will definitely do a deal review for every deal that has been committed by the account executive. That's them saying this deal is going to come in. So we'll inspect that and make sure that they have the full team behind them.”
Databricks Sales Shifted Focus From Signed Contracts to Platform Consumption
“We're doing a change in our business, moving from focusing on signed contracts to what is going on on the customer's usage of the platform or their consumption.”
Databricks Inspects Pipeline Coverage Weekly and Uses Spiffs to Fix Gaps
“We actually inspect our pipeline coverage ratios every week, and we are working to if we're hitting the target, that's great. If we're above the target, that's a strong indicator that there's going to be over success. And if there's a gap, we often will do a s…”
One line per show, most statements first. The link opens Heather's full record on that show: the calibration, argument clarity, speaking style and every statement made there.
| Show | Role there | Eps | Statements | Record | |
|---|---|---|---|---|---|
 SAASTRLEDGER | VP of Sales | 0 +1 | 8 | — | full record on the Official SaaStr Podcast → |