Growing Zapier past $140M ARR
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Growing Zapier past $140M ARR
With Steeve Vakeeswaran, Head of Sales & Expansion at Zapier
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Today, we’re picking the 🧠 of Steeve Vakeeswaran, Head Of Sales & Expansion at Zapier.
Watch the full version here 👇🏼 or scroll ahead for the TLDR highlights 🔥
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Zapier’s first Sales hire 👊🏼
Zapier's growth from $0-$140 million has been largely driven by their bottom-up self-serve engine. But in early 2021, with Steeve at the helm, Zapier started testing a Sales motion. Over the last year and a half, Steeve has incubated, hired, and built a sales-assist team from scratch.
Catch our in-depth breakdown of Zapier’s growth story here
In January 2022, CEO & Co-founder Wade Foster announced that they are officially hiring for Sales roles.
We cover a lot of ground here with Steeve, including:
Let’s settle it - Is it Zappier or Zapeier?
How does someone go from KPMG to Shopify to becoming Zapier’s first Sales hire?
The cultural challenges of introducing a sales motion in a PLG company
Differences between traditional sales and the hot new “sales assist role”
When does a PLG company start thinking about sales?
Zapier's culture is rather unique
Building virality for a single-player tool like Zapier
Levers other than Sales-assist to increase the depth of adoption and expansion
Zapier's most interesting use case
East coast or west coast?
Biggest mistake that PLG companies make
Tweet Reactions & Rapid Fire
Shownotes 📝
Steeve’s recommendations:
🛠 Tool: Grain
📰 Newsletter: DTC branding by Nik Sharma
Connect with him at :
✉️ hi@steeve.co
We help PLG companies (such as this one☝🏼) with their GTM experiments: be it monetization, activation, or retention. Start small, rapidly iterate and deploy at scale 🚀
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