To Grow a Sales Career, Start Here: 17 Reps Share Their Experience and Advice

In the competitive world of tech sales, how do companies get top sales performers to stick around?

The answer may be more obvious than it seems. Excellent team culture, a supportive and adaptable revenue organization, and ample learning and career development opportunities are some of the most important factors to a successful career in sales. As avid communicators and go-getters, the culture of a sales team plays a central role in the life of a salesperson. According to HubSpot’s 2024 Sales Trends Report, 90 percent of sales managers believe a positive sales team culture is important to a sales representative’s overall job satisfaction.

Professionals looking to break into sales may worry about the competitive reputation of sales, especially in tech, but for TigerConnect’s Enterprise Account Executive, Matt Ng, his journey as a salesperson has been backed by a team of other excited sales professionals.

“I’m never left to fend for myself; instead, I operate within a supportive community of key roles in our sales process,” said Ng.

And Ng is not alone. Built In asked 17 salespeople to share their career journeys into sales, what they love most about their team culture and their advice for curious professionals interested in joining them in the hustle.

 

 

Navan is a corporate travel and expense software company that makes travel and expense easy.

 

Tell us about your sales journey thus far.

I joined Navan in early 2018 as an SDR. Flash forward six-plus years and I now lead our enterprise expense team, so there certainly is a lot to cover! 

When I first joined Navan, we were a travel management company with the idea of our expense product being a far-off dream. After making my way from SDR to account executive, or AE, to senior AE with the help of many amazing sales leaders, VPs and our CRO, we launched the Navan expense product. Because the Navan expense team was brand new — and was essentially a group of hand-picked AEs and leaders by our CRO — the amount of access and support available was overwhelming. It was during my time as an AE on the Navan expense team that I was exposed to the best leaders and sellers in my career.

As the team continued to grow, both in terms of reps and moving upmarket, I had the opportunity to continue honing my skills and mature along with it, which ultimately landed me in my role today. From a leadership perspective, our CRO is a teacher at heart. He wants to build, grow and scale a top-tier team, which is why we have such a dominant sales organization and team here at Navan today.

 

What is the sales culture like at Navan?

The culture here reminds me of a top-performing sports team: the best talent, hungry reps, healthy competition and people who live to put in the work. Our belief, as is the belief of many other sales leaders, is that pipeline generation should never stop — regardless of the role. With that, we’ve built an operating cadence that helps AEs continuously manage growing their pipeline while still executing on their mid- to late-stage deals. Going back to the comparison of a sports team, the culture is centered around collaboration, learning, mentoring, working together, bouncing ideas off one another, etc. Our leadership team is hyper-focused on consistent sales training and strategies that allow all sales reps to continuously grow.
 

“The culture here reminds me of a top-performing sports team: the best talent, hungry reps, healthy competition and people who live to put in the work.”

 

What advice do you have for sales professionals that want to join your team?

Be fearless! You will learn so much here that will slingshot your career in directions you likely aren’t even thinking about. Be ready to work hard and have a lot of fun while doing it. If you’re looking to be stretched, challenged and celebrated, this is the team for you!

 

 

Motive is an IoT- and AI-powered technology company that supports businesses that power the physical economy.

 

Tell us about your sales journey thus far.

I joined our sales team as a sales development representative, or SDR, over five and a half years ago. Since then, I’ve had the opportunity to lead a team of SDRs, be an account executive and now get to lead a team of account executives. I’ve been given several opportunities to grow professionally and personally — in those five years I’ve also gotten married and had two kids.

 

What is the sales culture like at Motive?

We are all very competitive, but we are all about winning together. Someone posts a Slack message asking a question about a competitor or for a referral, and folks are champing at the bit to be the first to answer. It’s one of the most collaborative environments I’ve had the opportunity to work in. 

 

“It’s one of the most collaborative environments I’ve had the opportunity to work in.”

 

Our revenue kickoff the last two years has been the highlight of the year, clearly showing how we all play a part to win together from sales to product and customer success with customers there telling their stories. It’s a place where it’s fun to be a team.

Also, our executive team and leadership are some of the smartest and also humble folks I’ve met. They are always trying to learn and grow from the bottom up. Last year, they came to our Nashville office and hosted roundtables to talk about how we’re winning and also when and why we’re losing to help fill in the gaps. That advice has held true to helping close those gaps for us.
 

What advice do you have for sales professionals that want to join your team?

Be ready to roll your sleeves up and be ready for a lot of change. You have to be adaptable because we are constantly growing and evolving our sales org along with our product to continue to be the best in the game. If you’re looking for somewhere you want to be challenged and you’re ready to put on your hunter hat, this is the place for you. Motive is by far the number one place that I’ve grown professionally. You get to work alongside some of the best and brightest that bring out your full potential. Come join us!

 

 

PagerDuty is a cloud-based digital operations management company that revolutionizes how critical work gets done.

 

Tell us about your sales journey thus far.

I joined PagerDuty in 2018 as the first hire on the small and medium-sized business sales team in Toronto. Since then, I’ve progressed through various roles in the commercial business, including mid-market and majors, and eventually moved into my first leadership role. Along the way, I’ve seen a lot of success, helping some of our largest customers leverage and get tremendous value out of our platform. I have been privileged to attend four of our Champion’s Clubs over the years. 

Today, I lead a very talented team in our enterprise growth business across Eastern Canada and the United States. We work with some of our largest customers and ensure their success with the Operations Cloud. 

Becoming a first-time leader has been an exciting challenge, and I can’t imagine doing it anywhere else than at PagerDuty. The support from my colleagues, mentors and peers has been key to my growth, helping me develop in ways I never imagined. PagerDuty’s culture of continuous feedback and recognition has been crucial in my journey from account executive to leader, showcasing the robust support and opportunities we provide. 
 

“Becoming a first-time leader has been an exciting challenge, and I can’t imagine doing it anywhere else than at PagerDuty.”

 

What is the sales culture like at PagerDuty?

At PagerDuty, our sales culture is dynamic, collaborative and highly supportive. My favorite PagerDuty value is “Run Together” for that reason. We thrive on a strong sense of teamwork and continuous improvement. As such, we offer mentorship and career development programs to ensure we break down the barriers of remote work and continue developing our talent. 

We celebrate both big and small victories across the team. This not only boosts morale but also fosters a culture of recognition and appreciation. Annually, we have our Champion’s Club, an exclusive event for top performers across the entire company, which is a significant motivator and a reward for hard work. 

Our culture and people are the top reasons I continue to feel energized to work at PagerDuty — for almost six years! The culture is unique. We truly have an employee-first mentality, so our sales team can bring themselves every day.

 

What advice do you have for sales professionals who want to join your team?

We’re on the hunt for top talent to join our growth and acquisition enterprise team. My top advice? Be authentic and true to yourself. We’re looking for talented individuals who have a proven track record and will commit to continuous learning and improvement. That means we want candidates who are prepared, who have done their research and who ask effective questions.

Take the time to understand our platform and the solutions we offer. You don’t need to be a tech expert, but having a basic grasp of DevOps, IT operations and incident management will definitely help.

One of our core values is “Champion the Customer,” so we’re looking for those who can share stories about how they’ve made customers successful through a consultative selling approach.

Finally, we value team players. Our culture is highly collaborative, and we want individuals who have demonstrated strong teamwork and partnership with their colleagues. It takes a village.

 

 

 

Snap! Mobile is a software platform for school athletics and activities, helping facilitate fundraising, fan engagement, communications and more.

 

Tell us about your sales journey thus far.

I was moving and was looking for a new job. I came across Snap! Mobile’s ad on LinkedIn and thought it looked interesting. I had no sales background as I was working as a mental health therapist. I thought it would be a good change for me. I was a college athlete, so the idea of working with athletes and coaches seemed exciting to me. I knew nothing about sales but the trainers and my first manager at Snap taught me everything I needed.

I started as a market development manager in Connecticut. However, that was back before Covid-19 when we shared territories, so I had a school split with another coworker. Since then, we changed the way we hunt and sell, and I gained a bigger territory and have grown significantly. The company has grown and changed with the times, and that has been both exciting and challenging. However, we all work together and support one another, which has helped me grow and learn. Now I am a senior market development manager with two account executives under me. I love that I am still selling and owning my territory but also able to help others grow as well.

Everyone at Snap! Mobile has been amazing. Everyone wants to see you succeed from the upper management to my direct manager to my teammates.
 

What is the sales culture like at Snap! Mobile?

The sales culture is amazing. We have weekly team meetings, weekly companywide meetings and weekly sales meetings to help support each other. You will also catch a lot of market development managers and account executives on Zoom calls together throughout the week supporting each other. 

“Clinic season” is typically January through March for the Northeast, so it is fun to travel to different clinics to meet up with group leaders — but, most importantly, I get to meet up with my coworkers.

 

What advice do you have for sales professionals who want to join your team?

Do it! This company is amazing. We are constantly changing and growing to make this company the best one out there. We support each other and we listen to each other. I have been working for Snap for over five years, and it was the best decision I ever made.

 

“I have been working for Snap for over five years, and it was the best decision I ever made.”

 

 

Bounteous is a digital experience consultancy that co-innovates with brands to create transformative digital experiences.

 

What is the sales culture like at Bounteous?

The two words I would use to describe our sales culture are “healthy” and “mature.” We are a team of highly ambitious individuals passionate about building amazing careers and achieving outstanding results at every step. We care about the results our prospects will achieve when they become clients. Our organization is emotionally mature, where decisions are driven by data and collaboration rather than egos.

Our sales teams are structured similarly to project teams, with project managers, solution architects and other key roles driving milestones and ensuring that every pursuit is tailored to the specific needs of our clients. The pursuit team sets the foundation for the project team to execute the work. They create a vision for partnership and generate ideas on what we can achieve together.

Our routines and traditions help keep our culture alive, including twice-weekly stand-ups, strategy sessions with our Business Unit and Growth organization, annual retreats and celebrating our wins and milestones.

I love that I can truly express my individuality within this environment; this authenticity is a crucial driver of our success.

 

What advice do you have for sales professionals that want to join your team?

For sales professionals looking to join our team, it is important to be ready to think differently and aim high. We look for top performers who are uniquely innovative and have intense fire in their souls. At Bounteous, you’ll have the opportunity to run fast without burning out. Our strong leadership paves the way for our sales teams, unlike less-mature organizations where sales teams must push for organizational change. 
 

“At Bounteous, you’ll have the opportunity to run fast without burning out.”

 

This is a place where you can grow both in your career and as a person. With multiple business units and focus areas, you’ll build relationships that help you achieve sales and personal growth goals. Despite having around 5,000 employees, our authentic leadership fosters a small-company feel where every individual matters.

If you’ve applied before and it wasn’t the right fit, don’t hesitate to apply again. With various business units, your experience might align perfectly with another role. Trust your instincts — if you feel a connection with Bounteous, you’ll know it’s the right place for you.
 

 

CarGurus offers an all-in-one platform for the car shopping journey, including selling, financing, purchasing and delivery.

 

Tell us about your sales journey thus far.

I joined CarGurus in August 2022 after being referred by a former colleague who couldn’t stop raving about his experience here. Transitioning from telecom retail to an online auto shopping platform meant leaving a leadership role for an individual contributor position and shifting from selling tangible goods to software and marketing solutions. Despite these changes, I took the leap and never looked back.

My first role was as an account executive working with small dealerships. Then I progressed to selling to larger ones and eventually moved into the associate manager role I hold now. While my experience and inherent drive have been key to my success, CarGurus’ exceptional sales team culture has been truly instrumental to my growth and development. The team is highly collaborative and supportive, with managers who offer guidance and encouragement to everyone, not just their direct reports. We also have an official mentorship program for new hires.
 

“CarGurus’ exceptional sales team culture has been truly instrumental to my growth and development.”

 

What is the sales culture like at CarGurus?

Most of our routines and rituals are built around this collaborative spirit and a broader commitment to inclusion and transparency at CarGurus, ensuring everyone has a voice. They give people a platform for sharing best practices, efficiency strategies, new reporting techniques and other valuable guidance. This culture of generosity and camaraderie is rare in sales organizations, where top producers often keep to themselves.

One example of our collaborative spirit is the monthly all-hands sales meetings. Representatives from different sales teams share their wins and challenges, providing helpful insights for everyone. Another highlight is our end-of-month rallies, which are fun, motivating and full of incredible energy as everyone bands together to help achieve individual goals. We also have “champions dinners,” where we celebrate top performers from each level and group. Our annual events include the awe-inspiring revenue kickoff and a holiday party filled with exciting and unexpected moments that underscore what a special company CarGurus truly is.
 

What advice do you have for sales professionals who want to join your team?

Curiosity is highly valued at CarGurus because we believe in continuous improvement. Asking questions and wondering ‘what if?’ or ‘what’s next?’ helps you learn more and find better ways to do things, and it shows that you are ready to embrace the inevitable changes in business and tech today. 

It’s also important to take ownership of your work. Engage fully and be proud of what you bring to your role. Treat every customer and task with care and respect. When you work for a company that recognizes and celebrates success, these contributions will help you stand out and create even more opportunities to learn, grow and make an impact.

 

 

Spring Health works with employers and health insurers to make mental health accessible and achievable.

 

Tell us about your sales journey thus far.

In January 2021, I joined Spring Health as a senior account executive on the commercial team. At the time, the company had 100 employees and four AEs in the commercial segment. From the start, I expressed my passion for our mission and my ambition to transition into people management. Since then, my journey and the company’s path have been nothing short of rewarding and full of growth. 

I have watched as the company has scaled to over 1,200 employees, and I’ve helped grow the team to 18 representatives. I’ve been promoted to a leadership position and entrusted with managing a larger customer segment, all while feeling continuously supported by Spring’s leadership team.

Being a part of a hypergrowth company can definitely have its challenges, but I have seen the organization rise to the occasion time and time again. Working alongside a team of passionate individuals dedicated to improving mental health has brought me so much pride. I always aim to lead with positivity, while inspiring trust and empowering my reps.

 

What is the sales culture like at Spring Health?

The Spring Health sales organization and company as a whole are dispersed throughout the world, with our largest contingent based in our NYC headquarters. Therefore, we need to be intentional about building culture since we cannot rely solely on in-person interaction to collaborate, build community and share best practices. 

We ground the team with two in-person events throughout the year to bring everyone together for knowledge sharing and goal setting — and usually some karaoke. Virtually, we bring the teams together weekly and monthly to celebrate wins and learn from one another. Finally, we have built a strong culture around recognition, celebrating one another over Slack and in public forums. 

I know for my personal growth, and for the growth of the team, it is paramount to foster a community of like-minded professionals whom I respect and genuinely enjoy working with. I continue to be blown away by the skills and knowledge of my teammates, and I use that as fuel to my fire to always get better and continue to win.

 

What advice do you have for sales professionals who want to join your team?

The advice I would give to sales professionals who want to join Spring Health, or any organization, is to ask clearly for what you want. Write down your goals, work with your network to understand what skills you need to meet those goals and then build a plan to develop those skills.

Here at Spring, we look for a combination of the right attitude and the right effort to build our next generation of sales professionals. We are a quickly growing, fast-paced environment to work in. We look for folks who can think on their feet and learn as they go — it’s a great place to develop your sales career. Through working at Spring Health, you can develop the skills to prospect into, work complex sales cycles with, and bring on board employers all over the world.

 

“We look for folks who can think on their feet and learn as they go — it’s a great place to develop your sales career.”

 

 

Zocdoc is a healthtech company that offers products and services that simplify the healthcare journey for patients and providers.

 

Tell us about your sales journey thus far.

In the summer of 2019, I was uncertain about my career path. I decided I didn’t want to return to school to pursue being a healthcare clinician but felt a pull to the healthcare industry. My aunt told me I would be a great match for sales, so I began to explore sales roles in the healthcare industry. This was the pivotal moment when Zocdoc entered the picture. I joined Zocdoc as a sales development representative on the local sales team — which focuses on bringing small, independent practices onto Zocdoc’s marketplace — in November 2019 and began training. Almost five years and a lot of learning and development later, I am now a sales executive on our enterprise new business team. 

Joining the Zocdoc sales team has been an immensely rewarding journey. I have learned resilience, strategic thinking and the importance of building meaningful relationships. Additionally, the support from my mentors, my managers and Zocdoc played a crucial role in my professional evolution, and I’m grateful for every opportunity that has contributed to my growth.

 

“Joining the Zocdoc sales team has been an immensely rewarding journey.”

 

What is the sales culture like at Zocdoc?

The sales culture at Zocdoc is vibrant and supportive, fostering both individual success and team collaboration. As a member of the team’s culture committee, I understand the work that goes into putting our culture at the forefront of everything we do. There are a variety of ways we foster a collaborative culture including thoughtful team meetings, recognition of our teammates and team-building activities. For example, in May we conducted an informal team-building activity where everyone shared various aspects of our daily lives — like pet pictures, recipes, playlists, etc. — via Slack. This was a creative way to open dialogues separate from our usual “sales talk” and allowed us to get to know one another on a different level.

In addition to team building and collaboration, many elements of our sales culture have been important to my individual growth and success. The focus on learning, emphasis on collaboration and our celebration of wins have contributed greatly to my individual growth as well as the overall success of our team.
 

What advice do you have for sales professionals who want to join your team?

If you’re considering joining our sales team, first I would understand Zocdoc’s services. Take time to familiarize yourself with how Zocdoc gives patients power in their healthcare journey and how we help providers easily reach the patients they want to serve. Second, I would embrace a growth mindset and be open to hard work, learning and feedback. Lastly, our team thrives on collaboration, so be willing to work closely with your colleagues and leverage their expertise. 

Joining our sales team means being part of a supportive environment where growth and success are encouraged. By embodying this advice and approach, you’ll both fit in well and contribute to our efforts to give patients the healthcare experience they expect and deserve.
 

 

Founded by former NSA cyber operators, Huntress brings cybersecurity to businesses that lack the resources to defend themselves.

 

Tell us about your sales journey thus far.

Before I joined my current team, I worked as an external contractor performing the same role. When the company I was working for was sold in 2020, Huntress did not hesitate to hire me as a sales development representative. 

My previous employer’s leader came on board, too, now as my direct supervisor. She has been the most impactful mentor I’ve had in my career. Together, we built out our department within the sales organization, and she helped guide and develop me into a management role. She has always encouraged me to keep an eye open for opportunities to grow and develop my skills, from celebrating my wins to pushing me out of my comfort zone. She helped me discover my love of building new things and finding unexplored territory.

As my department grew, I gained new peers and got to experience the victory of mentoring some of my employees on successful career paths both inside and outside of the sales team. I genuinely find this to be the most rewarding part of my job. Recently, I was promoted to senior manager and given new responsibility to help build out other regional sales development representative teams as our company expands globally. I have found this incredibly rewarding.

 

What is the sales culture like at Huntress?

Our sales culture is communicative, fun and professional. It is also very collaborative, and it’s common to see peers sharing ideas and trying new things together. We run friendly competitions that allow us to have fun and compete in a healthy way while still maintaining focus on our goals. My team has some fun rituals and traditions that help to support this. For example, we celebrate every win with a gif posted in our team’s Slack channel, and these are always accompanied by a series of colorful emoji responses and cheers in the thread from peers. Sometimes, if there’s a particularly unique or hard-fought win, the story is told in the thread, so the team can all learn from each other.

The part of our culture that has had the biggest impact on me, however, is our strong focus on growth and development. There is so much value in having something to strive for and being open to the skills you still need to build to get there. It allows us to constantly evolve our processes and ourselves into the ever-better version. We keep strong talent because they know there is potential for advancement, and their manager is on their side to get there.

 

“We keep strong talent because they know there is potential for advancement, and their manager is on their side to get there.”

 

What advice do you have for sales professionals who want to join your team?

I would encourage sales professionals who want to join our team to build strong relationships with their peers, learn and follow the existing structured sales processes, remain open to continuous improvement and seek feedback from their peers and mentors. Getting to know your colleagues and building early rapport with them can be crucial to your future success. They are a wealth of knowledge with valuable insights. They also know what the day-to-day of your job is like, and they can bolster your confidence or give you motivation when you need it.

Familiarize yourself with our sales process and methodologies. Consistency is the key to reliable results. Failing to use the customer relationship management tool to its full potential will negatively impact you in the future. Our process is always open to evaluation and iteration, but if you don’t understand it, you can’t understand where it needs work.

Acknowledge that no one is perfect, especially in the realm of sales, which is deeply human. Being open to recognizing and addressing your weaknesses and acquiring new skills is vital for career growth. Feedback is invaluable, so make it a point to seek input from your peers, mentors and managers.

 

 

TravelPerk is a travel booking platform that empowers people to meet in real life in an enjoyable and sustainable way.

 

Tell us about your sales journey thus far.

I joined the mid-market sales team at TravelPerk in fall 2022. Stepping into a new role, company and industry always presents challenges, but I was able to lean on the team and my existing sales skills over the first few months to set myself up for success. I spent a lot of time shadowing other representatives’ calls to learn the platform and industry, focusing on a consistent outbound-to-build pipeline, and relying on my thorough training on selling on pain to guide me.

I’ve had the opportunity to take projects on, including leading multiple sessions across the global sales organization. Many sales organizations prioritize learnings coming from the leadership level, but TravelPerk leans directly on high-performing reps to guide the sales motion of the company. This gave me a lot of visibility across the global organization, which made conversations about career growth that much easier.
 

“TravelPerk leans directly on high-performing reps to guide the sales motion of the company.”

 

Now, in summer 2024, I have stepped into a player-coach position, through which I hold my own quota and directly manage four account executives. The U.S. leadership team has been instrumental in supporting me through this transition, and was supportive from day one when I shared my aspirations around being a manager.
 

What is the sales culture like at TravelPerk?

TravelPerk’s mission is to provide a platform that supports companies and employees connecting in real life. TravelPerk’s leadership team makes sure we practice what we preach by getting our U.S. or global teams together at least a few times a year. So far this year, the entire U.S. team gathered at our Miami office for our company kickoff, and our full global sales team met in Barcelona for our revenue kickoff. It sounds cliché, but I am truly forming bonds and making memories that will last a lifetime with the team and getting that in-person time really helps with that. 

Outside of seeing the global team in person, TravelPerk’s culture stands out from other organizations I have been at due to the openness of TravelPerk’s leadership team and the willingness of every team member to focus on what matters most. With every big funding announcement, acquisition, strategy maneuver and virtually every other important decision that is made, TravelPerk employees hear directly from leadership as to why these decisions are being made and the potential impact they will have. That is truly refreshing.

 

What advice do you have for sales professionals who want to join your team?

You have to be scrappy. When a company is growing as quickly as TravelPerk is, the reps that expect deals, information and success to come to them will never succeed. Rather, the reps that join a fast-paced environment that are willing to get into the trenches, figure out what they need to do to succeed, expose themselves to other parts of the business and truly learn the ins and outs of the company, platform and clients’ challenges are the ones that shine.

Lastly, the amount of growth that is available at TravelPerk right now is truly unprecedented — including our new acquisition of AmTrav. Quarter over quarter, we are seeing individuals progress, opening up opportunities for career growth and exposure to new experiences that you likely wouldn’t get from other sales orgs.
 

 

 

Tufin is a network security company that manages and automates security changes for its customers.

 

Tell us about your sales journey thus far.

I joined Tufin as an SDR as my first role after college. I heard about Tufin when a mentor connected me with Nick Skoczen, the manager of the SDRs. After a few conversations with Nick and others during my interview process, I quickly realized Tufin had great people across the organization and would be a great place to start my sales career. As a business development representative, or BDR, I was involved with many different teams and personas within the organization and was exposed to what all of the different sales teams do.
 

“After a few conversations, I quickly realized Tufin would be a great place to start my sales career.”

 

I quickly realized that my path would be different than the traditional path toward becoming an account executive and that I was much more interested in a solutions engineering, or SE, role. When I expressed this to my manager, he immediately encouraged me to get in touch with our director of solutions engineering, Ricky Egge, to learn what this process would need to look like. Over the next year, Ricky and some of the SEs effectively groomed me to ensure my success should I switch teams. When the day came for the promotion, I don’t think anyone was more proud than Nick who got to watch yet another one of his hires do something never done before at Tufin.

 

What is the sales culture like at Tufin?

There is a strict “no a-holes” policy at Tufin. Hiring with this methodology throughout the years has kept the culture and team thriving at Tufin. Everyone I have come across has been happy to assist when I have questions or need help tackling an issue. Tufin is big on sales performance bonuses to give that little extra motivation to get things done and do more than you thought possible. My best weeks as a business development representative were during little incentives where we could earn some extra cash or a half day on Friday. It always kept you in competition with yourself and striving to be better.

 

What advice do you have for sales professionals who want to join your team?

Be prepared for things to change. Tufin is a young and growing organization which means that change is a constant and there is no stopping it. Don’t be afraid to go outside your comfort zone — nothing is accomplished from within the known. Ask questions sooner rather than later, don’t wait a week so that your question becomes urgent because you were too proud to ask — there are “no a-holes” at Tufin, and everyone wants you to succeed.

 

 

TigerConnect is a healthcare communication platform that modernizes care collaboration among medical professionals and patients.

 

Tell us about your sales journey thus far.

I joined TigerConnect in the summer of 2022 as a business development representative, where I learned to perform cold outreach diligently and thoughtfully. With incredible leadership support, I quickly excelled, building a strong pipeline for my partnered sales director. TigerConnect’s commitment to promoting from within allowed me to join their sales team.

After nearly six months in this role, I possess the skills for success — though the journey was challenging. While I could speak about our platform on cold calls, I needed to grow in conducting in-depth discovery calls. With the mentorship of colleagues and leaders, I closed my first deal five months in. This success was largely due to the support of my manager and the sales team. 

Early in my career, asking tough questions to close deals was difficult, but I worked on this daily with my mentor and manager, building the confidence to back up my claims. Initially, I felt I wouldn’t be taken seriously in the healthcare tech space, but through practice, I gained the confidence and insight to advance my deals. While I still have much to learn, I now have a strong grasp of what is necessary to succeed here at TigerConnect.
 

What is the sales culture like at TigerConnect?

TigerConnect has a fast-paced and competitive sales environment, but it doesn’t feel like an “every person for themselves” mentality. In general, sales team members are often seen as selfish, but at TigerConnect, it’s always a team effort. I collaborate daily with my BDR to explore new account strategies, and the marketing team drives targeted campaigns based on industry trends. 

The “work hard play hard” mentality is prevalent here. I feel fulfilled when the team performs well. Even when we don’t achieve desired results, we maintain a “we’ll get ‘em next time” attitude. We’re a “glass half full” organization where wins are celebrated and losses are learning opportunities.

TigerConnect has taken me to more cities than I’ve traveled to personally. My manager makes work trips fun and productive. The work-life balance is also notable. I never feel pressured by leadership to work excessive hours, and wellness days allow me to focus on myself and recharge. In summary, everything from team camaraderie to company events drives my desire to succeed in my role.
 

What advice do you have for sales professionals who want to join your team?

Having been in my role for six months now, I can confidently say that any salesperson looking for a fun and competitive environment should be looking here. I have learned skills that I will carry with me till the day I die. Not only is it the business mindset but also the personal and social skills that I have learned from building rapport with prospects every day.
 

“I have learned skills that I will carry with me till the day I die.”

 

For those who are looking to join, keep your head up and the wins will come. While it feels like you’re drinking out of a fire hose in the beginning, the reward of understanding the intricacies of our platform and how it can support healthcare organizations all over the world is unmatched. I can’t thank TigerConnect enough for making me into the person I am today, and I can’t wait to see what I accomplish in a year from now.

 

 

Strata is a fintech company that offers software, data and insights to help businesses drive decisions and performance.

 

Tell us about your sales journey thus far.

Joining our sales team marked a transformative chapter in my career, ignited by our chief growth officer’s confidence in my untapped potential. Initially a novice in sales, my growth trajectory was steep but was supported every step of the way by insightful mentors and dedicated colleagues. They helped me leverage my unique industry knowledge while mastering the art of sales, blending learning with leading.

After a two-year stint as an account executive and a brief foray into consulting, I realized the unmatched value of our team’s camaraderie and the profound impact we had on our clients. This realization drew me back to the fold, where I was warmly welcomed and soon promoted to VP of growth.

In this role, I not only drive strategic initiatives but also ensure that our culture of support, learning and success is sustained, making our team a beacon for professionals seeking a workplace that truly values growth and innovation. If you’re looking for a role where you can evolve, lead and make a real difference, this is your arena.

 

What is the sales culture like at Strata?

At Strata, our sales culture is deeply collaborative, integrating roles across growth, marketing, product, services and customer support. This synergy helps us profoundly understand and impact our clients’ success. Despite being hybrid, we maintain a strong team connection through weekly meetings and an always-ready-to-help attitude.

A standout example of this collaboration was when a client needed a product update. Our product team expedited a new release, while services aligned their training resources to ensure seamless implementation. This type of teamwork, supported by leadership at every step, exemplifies our focus on long-term customer relationships and makes our culture truly special. It’s this environment that has been crucial for my growth, reinforcing that I’m part of a supportive and forward-thinking team.

 

“This environment has been crucial for my growth, reinforcing that I’m part of a supportive and forward-thinking team.”

 

What advice do you have for sales professionals who want to join your team?

For sales professionals aspiring to join our team at Strata, we look for integrity, collaboration and innovation in all prospective hires. Start by familiarizing yourself with finance terminology and deepening your understanding of the current issues and financial challenges for one of our key sectors: healthcare, higher education and financial institutions. A thorough grasp of the sales funnel is also vital.

We highly value a consultative approach, where your ability to engage deeply with clients to solve their unique problems and provide tailored solutions is crucial. At Strata, we seek individuals who are committed to building lasting relationships and who thrive in a team-oriented environment that champions innovative thinking. Embrace these principles to leverage great opportunities for growth and success within our team.
 

 

MoLo Solutions is a third-party logistics provider connecting businesses to transportation to get products delivered.

 

Tell us about your sales journey thus far.

After graduating from college, I joined MoLo Solutions in 2020 as a carrier sales representative. The exceptional leadership and supportive teammates inspired me to perform at my best every day. Within a year, my manager identified the leadership potential in me. With that and guidance from a mentor who believed in my abilities, I applied for and was promoted to assistant manager. 

In this role, I experienced continuous personal and professional growth, largely influenced by my director, who challenged me daily to acquire new skills and provided opportunities to demonstrate them. This development bolstered my confidence in leadership and deepened my industry knowledge, preparing me for the next step in my career.

A year later, I seized an opportunity to manage a new region. Now as a manager overseeing a team of thirteen representatives and two assistant managers, I continue to benefit from strong support and ongoing learning from my peers and leaders. I am committed to avoiding complacency in my role and am grateful that MoLo offers numerous avenues for career growth to all. I dedicate myself to coaching my team to excel and encourage my sales reps to take proactive steps in advancing their careers.

 

What is the sales culture like at MoLo Solutions?

I would describe our sales culture at MoLo Solutions as a blend of competition and teamwork. We foster an environment where everyone supports each other’s success while striving for personal and collective growth. Maintaining this culture involves regular celebrations of achievements. Every quarter, we recognize MVPs through a peer voting process, honoring both personal and professional accomplishments.

At the team level, I make it a point to acknowledge and celebrate the growth of our sales representatives, using their successes to inspire and motivate others. The unwavering support of my leadership has been pivotal to my development. They provide valuable resources and serve as role models, significantly influencing my career trajectory, which motivates me to give those resources to the people that I lead and support.
 

“The unwavering support of my leadership has been pivotal to my development.”

 

This competitive yet supportive environment has consistently pushed me to improve, and I have seen it have the same effect on sales team members at all levels.

 

What advice do you have for sales professionals who want to join your team?

I have always believed in the saying, “Success is not just about reaching a destination, but about the journey itself.” Both professionally and personally, the effort you invest directly correlates with the outcomes you achieve from the experience. I encourage every sales professional to challenge themselves by learning something new each day. In the demanding sales industry, celebrating small victories often paves the way for significant success. Continuously seek advice and surround yourself with mentors who inspire you; they can profoundly influence your growth.

Ultimately, success knows no limits. Approaching work with an open mind and unwavering drive will propel you far in your career.

 

 

 

CompanyCam is a simple-to-use photo documentation and productivity app for contractors of all commercial and home services industries.

 

Tell us about your sales journey thus far.

After graduating college, I embarked on a career in professional athletics. While it was a fulfilling chapter in my life, I eventually reached a point where I needed to transition into a more sustainable career path as I aged out of the sport. Seeking new opportunities, I turned to a personal friend who had previously served as a sales leader at CompanyCam. He often spoke highly about the company’s culture and recommended I explore opportunities there.

Following his advice, I navigated the hiring process and secured an inside sales representative role. This marked the beginning of a significant journey in sales for me. I quickly progressed to the position of senior representative, and within a year, I pursued and attained a sales leadership role.

In early 2021, the CompanyCam sales organization underwent a substantial transformation under the guidance of our current VP of Sales, Sawyer Ritz. Sawyer’s leadership has been instrumental in shaping my approach, equipping me with a robust methodology and helping me build the necessary skills to be a key contributor to our mission to build a world-class sales organization.

 

What is the sales culture like at CompanyCam?

At CompanyCam, we’re cultivating something extraordinary within our sales team. Our goal is to foster a strong culture that blends enjoyment with purpose, ensuring our reps stay energized and eager to help us exceed our goals. This culture is nurtured from the top down, with our executive team dedicating generous budgets for employee appreciation initiatives. These efforts are aimed at recognizing and rewarding our team for their hard work and dedication.
 

“Our goal is to foster a strong culture that blends enjoyment with purpose, ensuring our reps stay energized and eager.”

 

In the past, we’ve organized various activities under our Fun Friday initiative, where we step away from the phones to engage in both in-person and virtual team-building experiences. These experiences have ranged from renting out a movie theater, participating in virtual escape rooms or simply unwinding with a happy hour. These events are often synchronized with company-wide occasions such as our annual summer and winter parties, all planned by our people team.

Together, these efforts create a dynamic and supportive environment where our team thrives both personally and professionally.

 

What advice do you have for sales professionals who want to join your team?

We have been through several hiring cycles as we continue to grow and scale. When conducting interviews, I look for a couple of key attributes, such as coachability, self-awareness and culture add. If you haven’t developed a sales methodology, I highly recommend doing so and thinking about how you’ve carried that out in your professional life. It’s super refreshing to hear and gives you a leg up on the competition!

 

 

 

Hireology is a hiring and applicant tracking system built for sourcing, engaging and hiring talent at multi-location businesses.

 

Tell us about your sales journey thus far.

I joined Hireology as the business development representative manager, tasked with building and scaling our business development team. Through the support of my leadership team, I successfully expanded the team, significantly improving our return on lead generation and contributing to revenue growth across the sales org. My efforts were recognized, leading to my promotion to sales manager of our automotive vertical. 

In the automotive vertical, I spent two years driving market expansion and strengthening our position as a market leader. This role allowed me to refine my skills in market analysis, sales strategy and team leadership. The success in this vertical paved the way for my recent promotion to senior manager, where I now oversee the growth of our newest markets: hospitality and healthcare.

Throughout my time at Hireology, I’ve been lucky to have some amazing mentors and managers who gave me valuable insights and the coaching I needed to succeed. The company also provided plenty of professional development opportunities, helping me keep my skills sharp and stay on top of industry trends. This support has been crucial in my growth and success here, allowing me to take on new challenges.
 

What is the sales culture like at Hireology?

We have an incredibly supportive and transparent sales culture that is unique when you look at us relative to other organizations. Aside from the casual ringing of a gong in the office when you close a deal, we hold monthly sales recognition meetings, yearly President’s Club trips, endless gift cards, competitions, happy hours and dinners. 

Amongst those, it’s important to me to work with those who are intrinsically motivated but also want those around you to succeed. I love how supportive and kind our sales team is. In sales, you go through high highs and low lows. I’m happy to say we have a team that picks you up in the lows and cheers you on during the highs.

 

“I’m happy to say we have a team that picks you up in the lows and cheers you on during the highs.”

 

What advice do you have for sales professionals who want to join your team?

My advice for sales professionals looking to join our team is to own your performance and put in the hard work. What you put in is what you get out. Stay committed, be proactive and always strive for improvement. Your dedication and effort will pay off in your growth and success.

 

 

 

360Learning offers a learning platform that combines collaborative tools with the power of a learning management system.

 

Tell us about your sales journey thus far.

I started on the inbound BDR team. Eight months later, I was invited to join the outbound BDR team. Within six months, I was invited to take the AE readiness program to join the mid-market account executive team. Working with coaches who recognized what I wanted in my career path as well as unfettered access to coaches and mentors on other teams helped me achieve my rapid growth.
 

“Working with coaches who recognized what I wanted in my career helped me achieve my rapid growth.”

 

What is the sales culture like at 360Learning?

The sales culture is competitive, but also extremely supportive. Team members are quick to jump in and help each other with resources, coaching and advice.
 

What advice do you have for sales professionals who want to join your team?

Being organized and consultative are critical components of finding success on the team. Time management, adaptability and a strong collaborative nature to work with sales engineers, partners, etc. are also key to finding success. You must be driven and resourceful and look at obstacles as unique challenges instead of barriers.