20Sales: Everything You Know About Sales Playbooks is Wrong | How to Hire and Train Your First Sales Hires | How to Crush Pipeline and Deal Reviews as a Team | How to Structure Sales Teams and Sales Comp Plans with Julian Teixeira, CRO @ 1Password
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
The Twenty Minute VC
4.4 • 693 Ratings
🗓️ 7 March 2025
⏱️ 52 minutes
🧾️ Download transcript
Summary
Julian Teixeira is the Chief Revenue Officer at 1Password, where he has grown B2B revenue over 8x and scaled a team of more than 450 in go-to-market. 1Password set the record for the largest raise in Canadian history at the start of 2022 and has raised nearly $1B in capital throughout his time with the company. Prior to 1Password, Julian served as the head of global sales at Lightspeed Commerce, a company he helped scale from startup to IPO and through over 10 acquisitions throughout his decade-long tenure.
In Today's Episode We Discuss:
04:27 Sales Lessons from Scaling to $1BN in ARR
05:20 How to Create and Master a Sales Playbook
07:53 Lessons on First Sales Hires
09:41 Setting Goals and Targets for Sales Teams
13:22 The Reality of Tech Sales Today
16:19 Evaluating and Managing Sales Reps
19:07 Outbound Prospecting and Pipeline Generation
22:22 Hunter vs. Farmer Sales Models
24:15 Compensation and Specialization in Sales Teams
28:56 Outbound vs Inbound Sales
32:47 Pipeline and Deal Reviews
37:37 Sales Tech Stack and Tools
38:40 Maintaining Sales Morale
44:55 Are Remote Sales Teams Less Effective
46:44 Final Thoughts and Advice
This episode is brought to you by:
Gong, the revenue AI platform centralising all your revenue workflows in a single unified platform.
Capchase, helping SaaS companies grow without dilution. Learn more at capchase.com/20vc
Transcript
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| 0:00.0 | I think of it as breaking down the anatomy of a win. What steps should one be repeating to have a higher rate of success in winning deals? That's just part of it. Like without the right skills development, your playbook isn't worth shit. You know, you're not hiring people to take orders. You're hiring them to sell. You think about what outbounding really is. It's about captivating interest. It's about getting to the point quickly. |
| 0:22.1 | It's something that matters to the individual that you're speaking to. That in and of itself is |
| 0:26.6 | valuable, even if all you're getting is an inbound call. That makes you more effective at that |
| 0:31.3 | first discovery call, that first meeting. This is 20 sales with me, Harry Stebbings. Now, 20 sales is |
| 0:37.2 | the monthly show where we sit down |
| 0:39.0 | with one of the best sales leaders to discuss their tips, tactics and strategies. Now, today we're |
| 0:44.5 | joined by Julian Texera, chief revenue officer at One Password, where he's grown B2B revenue |
| 0:50.1 | over 8x and scaled a team of more than 450 in go-to-market. |
| 0:56.0 | Prior to one password, Julian served as the head of global sales at Lightspeed Commerce, |
| 1:00.0 | a company he helped scale from startup to IPO and through over 10 acquisitions throughout over a decade-long tenure at the company. |
| 1:08.0 | But before we dive into the show today, if you're ready to leave rigid payment terms |
| 1:12.3 | behind, Capchase is here to change the game. |
| 1:15.0 | Capchase brings B2C buying convenience to B2B software and hardware purchases. |
| 1:19.8 | Capchase offers your buyers the flexibility they demand on annual and multi-year contracts. |
| 1:25.6 | While you get paid upfront every time, this means faster |
| 1:28.3 | closings, higher deal sizes and a streamlined process without the hassle of discounts or collections. |
| 1:33.7 | Over 2,000 companies already use capchase to accelerate their sales and secure predictable |
| 1:39.1 | revenue. |
| 1:40.1 | It's time to unlock your team's full potential. |
| 1:42.2 | Try capchase on even just one deal you've lost over |
| 1:45.4 | price or terms, no obligations, no platform fees and no heavy implementation. Visit Capchase.com |
| 1:51.6 | forward slash 20VC today and turn payment friction into your competitive edge. And when it comes to |
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