Jeetu Mahtani
Chief Revenue Officer, ShipBob. On 1 show, 1 appearance. The Shows tab opens the full record on each.
executiveoperatorinvestor
Jeetu Mahtani is the Chief Revenue Officer at ShipBob and an Operating Advisor at Expedition Growth Capital. He was previously an early leader at HubSpot, where he served as Global Managing Director and helped scale international revenue from $3M to nearly $1B ARR.
1shows
1appearances
27statements
5resolved
4supported
0contradicted
80%fully supported
Everything Jeetu Mahtani said on any show that made the record, most notable first. Each card names its show and opens the statement there.
Mahtani: Prior sales experience is overrated when hiring sales reps
“I believe sales experience is overrated. I think When you are a highly tenured rep, I think some people believe that. It should be weighted the most when hiring a sales rep. I don't think that is true. I think there are other characteristics that I would weigh…”
Mahtani: Mid-market SaaS reps require $10k-$12k ACV for positive ROI
“If you are sort of like mid-market, like HubSpot, SweetSpot, which we would define as 25 to 500 employees, you need an ACV of somewhere between 10 to 12 K ACV to make it work from a return on rep investment.”
Mahtani: Hire a marketer 18–24 months before sales reps in new countries
“I would almost hire a marketer before you actually hire your first sales rep, maybe 18 to 24 months in advance, so they can get better work.”
Mahtani: Pause CS hiring after first rep until self-service content is built
“I'll probably as founder, you know, like try and get your first CS rep so you can get the structure and the process and right, but then don't keep investing in CS reps until you get a foundation of like self-help and knowledge and content in place.”
Mahtani: Leading with discounts hurts customers, companies, and reps
“I do not like to lead with discounting. It is a disservice to the customer and to the company and to you as a rep to lead with discount.”
Mahtani: Rotate HQ expat teams to open international offices every 6–12 months
“So this playbook of sending an expat team, they open one office, they stay six to 12 months, They figure out that region, then they get shipped to another office so they can go and open that region in that office.”
Mahtani: Complex international expansion requires reseller partners over direct sales
“When you have a complex country and a product that needs help, like HubSpot Pro or Enterprise does need implementation help, you are better off in those complex countries going through a partner ecosystem as opposed to going all in with the direct sales NCS te…”
Mahtani: Founders should join every sales call until reaching 100 customers
“I do strongly believe that founders need to play an active role In the creation or the co-creation of the sales playbook. And I would also encourage all founders early stages. I don't know, until you get to a hundred or more customers, you need to be on every …”
Mahtani: Mid-market startups should stop relying on enterprise 'elephant' logos
“Stop chasing elephants. So, if you are a mid-market company, you have a big addressable market, sure, a large marquee logo is expressing interest, Engage with them, but don't count on them as your answer to hitting your target.”
Mahtani: Every customer success team should be revenue-producing
“I believe every CS team should be a revenue producing team. You want to structure their comp plan in the form of some kind of a basic variable.”
Mahtani: Enterprise CIOs buy based on brand presence, not content
“If you're an enterprise large company CIO looking at a solution, I just don't think you're always going to find the product through content. You're going to probably pay attention to the presence of that brand In different places.”
Mahtani: Sales reps cannot create genuine buyer urgency, only fake urgency
“And I think many leaders will maybe disagree with me, but I don't think you can create urgency. Like you can create fake urgency. And if you have urgency to hit your number, that's not the urgency your prospect has.”
Mahtani: Buyers who do not value sales reps as advisors are bad fits
“If your buyers don't value you as an advisor, I would question whether that buyer is a good fit customer and whether they will do everything they need to do to succeed with your plan.”
HubSpot delayed its 2012 Dublin expansion due to low 70s gross retention
“We were going to open Dublin in 2012, but we shelved the idea because our retention metrics were not great. Our gross retention was, like, low seventies.”
HubSpot improved its LTV to CAC from 2-3x in 2012 to 4-6x over time
“In 2012, our LTV to CAC was probably, you know, for every dollar we would put in, we would get two to three dollars back, but we got it closer to four, five, six over time.”
HubSpot tested UK demand with 4 a.m. Massachusetts shifts before opening Dublin
“Before we opened the office, I ended up hiring a bunch of young dads who would show up at four a.m. In Cambridge. Because they wanted to get home at two p.m. To be with their kids, and we were like, let's validate that demand. So we were selling early in the m…”
Mahtani: HubSpot's international LTV:CAC expanded from 4:1 to 8:1
“It was, you know, LTE to CACO, one is to four, one is to five, and over time, depending on the segment and geography, it became one is to seven, one is to eight.”
Mahtani: HubSpot generates roughly half its revenue through partner ecosystem
“HubSpot has about half off its revenue coming through the partner ecosystem.”
HubSpot required prospective partners to buy and use the product first
“One of the things HubSpot did in the early days, and to some later stages too, is if you want to become a partner, you need to buy HubSpot. You need to learn the product. You need to learn how to generate leads using HubSpot. So it's almost like you're being t…”
Mahtani: Prevent CS overselling by tracking post-upsell product adoption
“The way you would do that is having a incentive structure that measures on whether the customer is successful. If they buy a second or third product, are they actually using the product and getting usage out of it? And if they don't, then you know that it was …”
HubSpot study found SMBs average 250 software applications
“There was some research done by HubSpot not too long ago where SMBs had a tech stack of about 250 apps.”
HubSpot launched Dublin office with five expats paired with five local hires
“When we opened the office, we actually sent an expat team of five people from the Cambridge office, and we hired five people in Dublin. It was like this one-to-one match”
One line per show, most statements first. The link opens Jeetu's full record on that show: the calibration, argument clarity, speaking style and every statement made there.
| Show | Role there | Eps | Statements | Record | |
|---|---|---|---|---|---|
 20VCLEDGER | Chief Revenue Officer, ShipBob | 1 | 27 | 80% 4/5 | full record on 20VC → |