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Jennifer Lawrence

Chief Revenue Officer, Redpanda · 1 appearance on the record.

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executiveoperatorredpanda.com ↗

Jennifer Lawrence is a veteran SaaS executive who oversees go-to-market strategy and global revenue operations as Chief Revenue Officer at streaming data platform Redpanda. She is best known for scaling Duo Security’s sales organization from early revenue through its acquisition by Cisco, and previously served as CRO at cybersecurity firm Expel.

10statements → 2claims → 0claims resolved → 3.9/5average certainty → 2.6/5average debate potential → 1said about them ↓

2 not checkable as stated how the 2 claims stand · each chip opens the sources

2 assertions · 8 insights · every statement was checked. The predictions and assertions are the 2 claims: statements the public record can support or contradict. 0 are resolved, and 2 name no date, number or outcome precise enough to check. Everything else (opinions, insights, what ifs, disclosures) can never be settled by the record, so it carries no assessment.

Everything Jennifer Lawrence said on the Official SaaStr Podcast that made the record, most notable first. Filter by type, assessment or year in the ledger →

Insight
Lawrence: Hire a VP of Sales at $8M to $10M ARR
“Like, I have an opinion. It should be between eight to 10 in ARR. If you want a really solid VP of sales, they're gonna want to come in. They don't want it to be too scrappy, and they don't want it to be too far ahead”
Jennifer Lawrence Sep 19, 2019 ▶ 31:07 How to Hire a Great VP of Sales with SaaStr + Duo Security
Insight
Lawrence: Sales organizations should target 50% to 70% quota attainment
“Culture of success is when lots of reps are hitting their number. I've got a number in my head, you know, we want to have between 50 to 70% of reps hitting their number.”
Jennifer Lawrence Sep 19, 2019 ▶ 20:44 How to Hire a Great VP of Sales with SaaStr + Duo Security
Insight
Lawrence: Walk away from top candidates who play coy at offer stage
“And even if you get up until the very end, where you have an A player, and they've just done great, and you're so excited, and you're at the offer stage, and they start playing coy, just walk away. Like, it just isn't worth it.”
Jennifer Lawrence Sep 19, 2019 ▶ 23:26 How to Hire a Great VP of Sales with SaaStr + Duo Security
Insight
Lawrence: Backchannel references are the only executive interviews that truly matter
“And then obviously, you go through all these interviews, the only one that really matters is the back channel.”
Jennifer Lawrence Sep 19, 2019 ▶ 23:56 How to Hire a Great VP of Sales with SaaStr + Duo Security
Insight
Lawrence: Startups should hire sales reps before hiring a VP of Sales
“I mean, no. I would have reps first to show that your stuff works, that customers are interested, that prospects are interested. You're gonna find a couple amazing reps, and you're a startup, and you're gonna hire for aptitude at first. So, I would start with …”
Jennifer Lawrence Sep 19, 2019 ▶ 30:45 How to Hire a Great VP of Sales with SaaStr + Duo Security
Insight
Lawrence: Startups should hire sales reps before creating playbooks
“I mean, I don't think it's important. I'm a big fan of being a doer, like, action. I'm not a big fan of, like, lots of meetings and plannings and PowerPoints and playbooks, because by the time you put all that together, like, your business has changed, right? …”
Jennifer Lawrence Sep 19, 2019 ▶ 33:09 How to Hire a Great VP of Sales with SaaStr + Duo Security
Insight
Lawrence: Startups must hire sales leaders who build playbooks, not just execute them
“When you're in startup mode, startup going to growth, and even growth mode going to scale, you want to find someone who knows how to actually figure things out. Not execute on a playbook that's been given to them.”
Jennifer Lawrence Sep 19, 2019 ▶ 6:33 How to Hire a Great VP of Sales with SaaStr + Duo Security
Insight
Lawrence: Hire a VP of Sales with experience in at least two stages
“And to make sure you find someone that can do or that has done at least two of those modes before.”
Jennifer Lawrence Sep 19, 2019 ▶ 17:35 How to Hire a Great VP of Sales with SaaStr + Duo Security
Assertion Not checkable as stated
Lawrence: Promoted SDRs ramp 600% faster than external SMB sales hires
“In fact, when I look at my performers across SMB, the ones that came in through the SDR org, like, hands down, the most successful people. Right? You already know that they're a culture fit. You're sure of the competence fit. And they ramp 600% more quickly th…”
Jennifer Lawrence Sep 19, 2019 ▶ 29:10 How to Hire a Great VP of Sales with SaaStr + Duo Security
Assertion Not checkable as stated
Lawrence: Duo cut inbound lead response time from 3.7 to 1.4 days
“From that partnership, we went from an average of 3.7 days from when a lead came in the door to setting up a meeting with a rep to 1.4 days.”
Jennifer Lawrence Sep 19, 2019 ▶ 19:42 How to Hire a Great VP of Sales with SaaStr + Duo Security

The other half of the tape: Jennifer Lawrence's own voice is left out of every number here. Other people bring the name up 1 time in 1 episode on the Official SaaStr Podcast. every mention, with the transcript →

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Appearances (1)

EpisodeDateSpeaking time
How to Hire a Great VP of Sales with SaaStr + Duo Security Sep 19, 2019 12m
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