People, every show

Javier Molina

Head of Revenue, Nominal. On 1 show, 1 appearance. The Shows tab opens the full record on each.

executiveinvestor@JavierMolinaSW ↗nominal.io ↗

Javier Molina is an enterprise software executive who scaled MongoDB's corporate and cloud sales engine for MongoDB Atlas. He later served as Chief Revenue Officer at Starburst and Docker before becoming Head of Revenue at Nominal.

What they said5 Shows1

Everything Javier Molina said on any show that made the record, most notable first. Each card names its show and opens the statement there.

SAASTR Insight

Molina: Selling open-source support and licenses is like selling insurance

“The leverage that we had to pull or things like support. Which is where many open source companies start tooling a commercial license or additional features that we wanted to offer. But then you're almost selling insurance rather than a product that could atta…”

Javier Molina Jan 8, 2021 ▶ 6:57 How Sales and Product Really Should Work Together with MongoDB | SaaStr Software Community

SAASTR Insight

Molina: Late-stage open-source sales devolve into price-only negotiations

“So the customers, when the customers actually came inbound to sales, we were relegated to price only discussions without the ability to multi-thread into other stakeholders. Or line the business initiative. So it ultimately led for us from a sales perspective …”

Javier Molina Jan 8, 2021 ▶ 9:55 How Sales and Product Really Should Work Together with MongoDB | SaaStr Software Community

SAASTR Assertion Not checkable as stated

Molina: MongoDB inside sales routinely lands six- and seven-figure deals

“The inside sales org has applied enterprise level deal qualification to an inside sales motion, which has led our inside sales team to be highly productive landing multiple six and seven figure deals for our enterprise team.”

Javier Molina Jan 8, 2021 ▶ 16:25 How Sales and Product Really Should Work Together with MongoDB | SaaStr Software Community

SAASTR Insight

Molina: Prioritizing feature adoption over contract sales increases retention

“The less we try to sell contracts or annualized customers for growth and ACV, and instead focus on feature adoption and education, the more we see increased retention.”

Javier Molina Jan 8, 2021 ▶ 22:30 How Sales and Product Really Should Work Together with MongoDB | SaaStr Software Community

SAASTR Assertion Not checkable as stated

IDC forecasts over 500M applications built over three years

“IDC has a stat that over the next three years, over five hundred million applications get built. More than 40, more than the previous 40 years combined.”

Javier Molina Jan 8, 2021 ▶ 21:22 How Sales and Product Really Should Work Together with MongoDB | SaaStr Software Community

One line per show, most statements first. The link opens Javier's full record on that show: the calibration, argument clarity, speaking style and every statement made there.

Show	Role there	Eps	Statements	Record
SAASTRLEDGER	Head of Revenue, Nominal	1	5	—	full record on the Official SaaStr Podcast →