Schnaars: Series B Startups Should Avoid Long-Tenured Big-Company Sales Reps
Scott Schnarz · How the Relationship Changes Between CEO and VP Sales After Funding · Dec 20, 2017 · at 8:54
Scott Schnaars, VP of Sales at Dynamic Signal, discusses why hiring salespeople with 15-year tenures at enterprise companies like Salesforce fails at the Series B stage.
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“You can't just bring on that person that's been at Salesforce for the last 15 years, and because they've done really well at Salesforce, they, you know, there's oftentimes this perception that You know, somebody else is gonna make white papers for me. They're gonna build decks for me. They're gonna do demos for me. They're gonna do all of these other things that large companies have as a luxury. But in a B round organization, you don't have that luxury. You actually have to have that person that they can do that by themselves.”
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