20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani

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4.4 • 637 Ratings

🗓️ 27 September 2024

⏱️ 57 minutes

🔗️ Recording | iTunes | RSS

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Summary

Jeetu Mahtani was an early member of the HubSpot team. Under his leadership and the sales organization, the business grew its non-US revenue from $3M ARR to close to $1B ARR. After running the International business as the global MD and Sales leader, he then moved to lead the customer success org which expanded to managing 1,500 people in customer success.

In Today's Episode with Jeetu Mahtani We Discuss:

1. How to Go International for Startups:

What are Jeetu's biggest lessons from Hubspot on what startups can do to make their international expansion a success?
What were the biggest mistakes Hubspot made in their international expansion?
How should every team in each new location be structured?
What should the ramp time and onboarding process look like or each new team and expansion?

2. Scaling Sales from $3M to $1BN in ARR:

What did Hubspot do so well to successfully scale to $1BN in international ARR?
What were the biggest mistakes Jeetu made in the expansion of Hubspot's sales teams?
What are the first things to break in sales teams? How do you handle them?
Why does Jeetu hate discounting? Why does Jeetu not like customer references?

3. Scaling Customer Success to 1,500 CS Reps:

When should founders make their first customer success hires?
What are the biggest mistakes people make in the scaling of CS teams?
Why should customer success be incentivised in the same comp plans that sales teams have?
How do the best CS teams work with sales and product teams most effectively?

4. Hiring the Best and Ramping Them:

What does Jeetu's hiring process look like for all new sales reps?
What are the must ask questions for Jeetu in all candidate interviews?
How fast do you know when you have made a mistake with a new hire?
What is the secret to effective onboarding? What are the biggest mistakes people make in onboarding?

20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani

Transcript

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0:00.0	This is 20 Sales with me, Harry Stebbings. Now, 20 Sales is the monthly show that dives into the
0:04.8	world of sales, revealing the tips, tactics and strategies of the best heads of sales. Today,
0:10.2	we're joined by G2 Motani. Under his leadership, G2 grew the non-U.S. HubSpot business. From check
0:16.4	this out, 3 million in ARR to close to a billion in ARR. He then moved to lead the customer
0:22.6	success org at HubSpot, which expanded to managing 1,500 people in CS. An incredible journey,
0:28.6	and when we deep dive on in very, very granular elements unpacking the core earnings today.
0:34.6	But before we dive in, my sales enablement platform is a waste of money. Ever thought
0:39.0	that, you're not alone. Most revenue leaders feel this way watching their sales team struggle to
0:43.8	keep up with market, product and competitive changes. Reps burn hours each day, searching, digging,
0:50.9	slacking, desperately trying to get the answers they need out of their clunky tech stack.
0:56.2	That's why Speckett's AI-powered enablement platform was purpose-built to cut through the noise
1:01.7	and meet reps in their moment of need. Speckitz uses AI to recommend the exact content your reps
1:07.4	need to close deals in any tool like Gong, Salesforce or Outlook. It's that easy.
1:13.1	If you're ready to give your reps a personalized enablement assistant at their fingertips,
1:17.4	take five minutes and discover why leading investors like Kraft and Felicit are backing Speckett
1:23.3	as the platform revolutionizing sales enablement. See for yourself at speckett.com slash
1:28.2	20VC. Speaking of AI-powered solutions, Clary is also revolutionizing how companies optimize
1:35.3	their revenue processes. Clary is an industry-leading AI-powered revenue platform that is
1:40.8	purpose-built to help companies optimize their end-to-end revenue process. With over
1:45.4	$4 trillion in revenue under management, Clary's customers have a material advantage to optimize
1:50.7	their enterprise revenue process across all teams, from rep to the boardroom by leveraging the
1:56.3	world's largest and fastest growing AI reservoir of enterprise revenue expertise. More than 1,500 organizations,
	...

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