YouSaid · the spoken record

Julian Teixeira

lines on the record: 65
first: 2025-03-07
most recent: 2025-03-07
sittings or episodes: 1
sources: podcast

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“Look, I've been really impressed with Wiz. And a typical answer in the sense that yes, they've grown very quickly and that's admirable. Knowing the amount of talent and change management cycles they likely needed to go through on that journey from zero to 500 million in revenue over that period of time, that is the impressive and remarkable part of that story. Because the playbook of how you become a billion dollar company is pretty well understood as far as just like the typical steps, whether that's international expansion, multi-product portfolio, working with partners, so on and so forth. But doing that over a compressed timeframe, that's the impressive feat that I think Wiz has accomplished. So good on them.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“It's a bad thing to be trained on. Even procurement teams have sort of wisened up to the fact that, hey, I'm going to wait for the last day of the month, make the salesperson really, really sweat. And then salespeople sort of get desperate and start dishing it all out. But yeah, I think that's gone by the wayside. There was a time and place for it, but not anymore.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Find a company where the biggest challenge that they have is one that you're actually passionate about solving for. Far too many people judge companies based on what they are today. But I'd encourage sales leaders to judge them based on their future potential. And the belief that you have the ability to get them to that potential, that will ultimately yield the most amount of value for yourself personally and for the company that you join. And I think that's a reflection, by the way, that sales leaders should have with themselves every single year as they're sort of sizing up, do I stay or do I go?”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“You like the car, it's yours. I don't have anything like it. I think the closest is like, you know, we've definitely done waiting for that last signature from the CEO who's on a flight, finding out which flight they're on, tracking their flight so we can get them right as they land. So we've done that and gotten deals in right at the 11th hour, literally across the line. That's about as outside of the box as it's gotten.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I've heard some cool stories of people giving away their car to a prospect to get the deal done. That happens somewhere in Italy. This was an old boss of mine who told me the story. Of course it was.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, you lose that. It takes a lot more energy and work to actually go out and seek what's going on as opposed to just being in the room and seeing it. So look, we get our sales teams together at the end of the month, at the end of the quarter. It's a subset of the team. It's not all of the team. But it's definitely something that's top of mind for me as we continue to grow is sort of this idea of building out centers of excellence for our talent so that we get a little bit more of that. I get a lot of that with our leaders because there's many points during the year where I can interact with them, but I miss that, man. I miss walking the halls. I miss the casual chats by the coffee machine. Like, you know.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Well, I lead a remote sales team, but I believe in the importance of in-person interactions. Like we invest every year in getting every single individual together in one place. I think it's important. Within 15 minutes, you can just tell who's engaged, who's in it, who's full of it. You get that sense.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“The hotel part is just like when I'm not in my own bed and I'm not in my own home, I'm sort of out of sorts. And so the aspects of traveling that I love are getting out there and meeting people face to face. I love that. I really, really do. And actually in a lot of ways, when I'm traveling, I just sort of shuts out everything else in my life and I can really focus on work. But sleeping in hotels is probably my least favorite part.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Only three, and that number is three and not two because I ended up living in New York for four years and needed to find someone there. But yeah, I'm very loyal in that sense. I like the ritual of going to the same person, somebody who's kind of like part way removed from the world that I live in, that I can just sort of confide in in that one hour of therapy. And, you know, and so my hair's just become a thing over time. So I only really entrust it to one person these days.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I think we had the opportunity to be a lot more aggressive investing in product and engineering, whether that's sort of like a build or buy scenario. Again, I think we had the benefit of being a profitable business with a lot of cash at a time when many companies were struggling. And so I think there was a window of opportunity there for us to substantially accelerate our pace of growth. And we chose to err on the side of caution or a middle ground. Hindsight's always 2020. And who knows where we'd be today had we sort of made that decision. But that's probably one regret that I have is not pushing a little bit harder for us to do that as a company.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Not nice I think we're being a lot more intentional about the things we're investing in. We're looking for overlap across different products that we use. We're thinking like, well, wait a minute, could this other thing we're using do an 80% as well for the same cost?”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“No, they're not. The CFO suddenly has an interest in absolutely everything. You know, there used to be a time where, well, you're in your envelope of spend. I'm not really going to question it or, well, you know, you've presented a logical case for why we would need this thing. That just isn't the case anymore. They want to understand because ultimately their boards are holding them accountable to managing spend efficiently. Even as a fast-growing, profitable business, we still run through cost rationalization exercises on the tools that we use constantly.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I think it comes like the subtle art there is not just loading them up with technical jardon, even if they understand it, but thinking, what are the questions that their CFO is going to ask them? When you try to go and justify spend for this product, what are they going to ask? And it's about giving them those answers throughout the process so that they've got it. It's at the tip of their tongue. They can answer it right away. And most of the time, they can't anticipate what their CEO, what their CFO is going to ask of them. So we give that to them without asking anything in return, knowing full well that they're going to end up facing that challenge at some point. So even if we don't get access to those individuals throughout the sales process, I mean, our CFO often says, like, please don't have me speak to a salesperson, but we make sure that our champion is armed with the right answers to the right questions we were justified.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Like, not just sell the product to the person that you're working with, but coach them and help them sell this internally.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“More often than not, it's an understanding of what the procurement process looks like within the company end to end. There's always some surprise budget committee individual who needs to weigh in. And so not going wall to wall and understanding what it's going to take to get a deal done is the biggest mistake that I see oftentimes. And one of the leading causes of deals slipping. Sometimes things will happen that are completely outside of the rep's control. I get that. We can only control for what we can control. But more often than not, it's about missing something in the procurement chain or not getting the right amount of value established with the right individuals in the organization. Like if you're attempting to sell a half million dollar deal to a manager in a department and they're superior or their budget holder is not even aware that these conversations are taking place, that's a huge red flag because people are inherently bad at then going back and selling the business case internally. So we actually find that we end up coaching a lot of our reps to do exactly that.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“That's a good question. I think it's important to see the positive and call it out. I think that when the results are shit, it doesn't mean that everything is shit. I think you need to be able to call out the good. I mean, ultimately, selling is a very emotional sport. And so if you've got a group of deflated salespeople out there trying to get people excited about your product, it's really hard to do if they're not believing in themselves. So I think it's about being positive about the things that have gone right. But I think it's about being brutally honest about the things that are not working and getting comfortable assessing that, attacking the problem and not the person in that scenario, right? And so we do inspection often enough. And if you're doing inspection often enough, there should not be any surprises. And if there are, then there's something you missed as part of that process. There's something you didn't inspect for. There's a risk you didn't assess or that you didn't call out.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Good CRM to start. I implemented Salesforce early on here. I've done CRM migrations before. It's a pain in the butt. Just start with what you know you're going to need to scale and be done with it.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“That's a great question. Look, I was one of Gong's first 50 customers. They led the charge on siding with the salesperson and saying, hey, we get what you're going through and we're here to help. I think Gong is leaning in that direction. I'm seeing more and more AI in their product. But candidly, a lot of sales leaders that I speak to are using it as a coaching tool, as a way to sort of go back in instant replay. Some are using it to manage pipeline. I think it's tough. I can spend ages talking about the sales tech stack in and of itself because I do think it's gotten very, very messy. But my hope is that somebody comes along and says, rather than adding another interface or tool that you need to log into to get insight or get work done, that instead I'm going to work through the existing channels and existing products that you're using and just augment what you're getting from them. I don't want another thing I need to log into to get customer segment. Feed me that through Slack, populated in Salesforce, right? Surface this in the areas where I'm”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I think the landscape of that is going to change dramatically. Like, we started using a product called Momentum that not only does no taking on the call and sets follow-ups, but it also gauges the customer sentiment on that call. It also gives you suggestions on things that you should have done that you didn't do on a call-by-call basis.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Unfortunately, not there's too many moving parts. There's too much emotion that's involved in selling. There's too much that can be driven on a feeling. Hey, I just had a great conversation with Harry. I think he's going to buy. Having someone to keep you honest throughout that process, I think is mission critical.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“He reaches a certain size and scale where you'd end up having an eight hour meeting if every AE had to sort of come and sort of run you through what”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I think it'll vary on company size, right? If your team is small enough, I would get the whole team involved in the process. I think it's an important part of how you drive accountability. As you grow, though, it's about creating a cadence, right? So, you know, every Monday, every AE is going to sit down and look at their pipeline. They're going to take inventory of what they've done that week, how they've progressed, what's fallen out, what's moving ahead. And then the following day, they're going to report that to their frontline leader. Their frontline leader is then going to go ahead and inspect that work, ask probing questions, ensure that there's proper hygiene, and then roll that up then to their second line leader. So typically, by the time we have our weekly forecast call, I'm usually having it with my directs and we've got folks from marketing, folks from our FPNA team that are joining us as well. And then we roll a summary to the executive team.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“How much pipeline have we built? Even if you're looking at things sort of two quarters and arrears, what does our pipeline look like for the second half of next year? And how are we trending there? So we do this inspection weekly regardless of segment, but I'd say the larger the deal, the more focus you're putting on sort of the account level or deal level as opposed to just looking at the sum of how that segment is performing. It's really critical.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I'd say that from an SMB perspective, you're often looking at pacing. You're often looking for pattern matching on what's going on that month relative to the previous month, relative to the same period last year. And oftentimes we're looking at those daily. We're also looking at the pipeline. Like how does a drop in pipeline this week impact us next week? So it's a very, very data-driven approach. And you need obsess over it. And it's not about reviewing it once a month or months a quarter. It's about living in it every single day, but sitting down and reviewing it as a team every single week. As you start to move up market, the classic is like, well, enterprise deals take two quarters to close. What on earth could we possibly be talking about on a week-to-week basis? But the reality is you still need to have some form of objective or goal that you're working towards, even on a weekly basis, right? What outcomes are you trying to drive? What needs to be true as part of this deal in order for us to win it? And what progress have we made towards checking off those items this week?”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, and we get that. The security practitioners that we sell to have a number of different priorities. They've got to think about everything. It's like me telling you that that microphone six inches from your mouth is probably going to give you cancer. You're like, yeah, sure, well, everything will. It's really about contextualizing what not solving that problem is going to mean for them and connecting with something that they care about. Like what are they prioritizing right now within their business? Maybe it's not credential management, but maybe it is keeping employees safe. Maybe it is minimizing the threats that exist within their company. They may not agree at first conversation that solving for credential management is going to be the solution to that. But that's your job as a seller to sort of guide them there. But I think the difference for me is not trying to create a new set of priorities or things for them to think about. It's about tapping into what they already care about, what they're already prioritizing and thinking.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I think that in and of itself can sometimes be the problem. You need to be able to educate them on the problem. And if the problem isn't clear to them or they don't agree with it, then I'd agree you've got an uphill battle battle. So, I tend to think that leading with the problem and familiarization with the problem is the most important way that you get them to lean in. No one will sit there and disagree that reused or weak credentials is a problem. But how you go about solving that problem is often what the debate is. Don't start there. Get on the same page with them first on what the problem is and then ideate closer to how you're going about solving for it.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“So we usually think about the pipeline about two quarters out, it may be closer to three to four quarters when we're generating outbound pipeline. Outbound deals typically close at half the rate, but they close for twice as much. The person we're reaching out to doesn't have a preconceived sort of notion of what they want to buy. We are defining that from the get-go. So that is the advantage of Outbound PipeGen over inbound.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“We're probably just over 50% outbound, so 54, 46 split. And I'll say that a year ago today, we were probably 99% inbound. Yeah, big shift. And it's not just about hiring BDRs either. It's really about getting the sales team to not only participate in generating pipeline, but understanding that the level of intent of these customers is vastly different than when you're getting an inbound lead.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“There's a point at which you reach a ceiling. I think today that team is largely driven by the inbound demand that we get for our product. And so as we think about investing in that further, the unit of economics need to make sense. And at a certain point, we're going to have to make a decision to say, how do we want to serve this segment? Conversations we're having now are to sit there and say, well, can we start a leverage, a different distribution model for that cohort? And we've recently got into working with MSPs and MSSPs as well as distributors to achieve that. So there definitely is a point at which 10Xing constantly starts to make less and less sense, which is a big part of why companies need to think about moving up market and building that motion early on.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“No, you need to be very intentional about where you deploy those resources. Most of our outbound motion right now is invested in midmarket and enterprise because that's where we get the biggest bang for our buck. The S&B teams are a lot more transactional. They work on high volume, high velocity. Most of them pay for themselves four times over. Even if I load in all costs. And then from a CS and onboarding perspective, we rely on low touch models with smaller customers to get them going. Ultimately, we'll get someone on the phone working with them if they need the help, but it isn't the default switch of the team to just unload the mega machine for every single customer and deal, regardless of size.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Varies by segment. Enterprise deals for us are in the six figures. We actually landed our first seven figure customer earlier this month, which we're really excited about. But yeah, somewhere between six to seven figures, you know, mid-market, somewhere between 50 to 100K or well into the six figures. And S&B deals will vary anywhere from a few thousand dollars for a very small business to 25 or 30,000.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I think there's a time and place, and again, it'll vary from company to company. We're not verticalized today. And the main reason for that is we looked at our success across every vertical. We look at win rates, ACV, time to close, and we found very, very little difference across these different segments. And we have yet to reach any sort of saturation in any one segment, really. And so we're not yet at the stage where we need a higher individual who have built a career selling to specific verticals and have deep vertical and specialized knowledge yet, but we're absolutely going to get there. I think our journey is such that we're looking at segments first and foremost because SMBs buy very, very differently than large enterprise companies, territory-based splits are sort of where we're at right now, making sure that we've got the right people, right language, right time zone, and so on and so forth. The next step will be to verticalize the team.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“More benefit they could be getting and are sort of playing the role of orchestrator bringing the right people in at the right time. While the AEs are just strictly revenue focused.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Yes, I think CS should be comp on net dollar retention. They've got a role to play in the process. And I think it's important that there's overlap between how they're compensated and how the AE is compensated. And ultimately, how I've seen that model be successful in the past is when both are working together to serve the customer. And I know there are really polarizing views on CS. And I've heard a few folks on the show sort of bash on it. But ultimately, I think the body of work needs to get done. So whether you're in the camp of saying, well, I think one person should do all of it. Well, naturally, they're going to be able to handle fewer accounts. Or you sit there and say, well, actually, I want a cleaner division of labor and I expect individual capacity to be much higher. I think you get to the same net result. In our world, customer success is sort of this impartial person who the customer sees as a trusted advisor, not as somebody who's just trying to cram more product down their throat. And they are. They're ultimately thinking about how they're using the product.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I think it depends on the context. There are a lot more patient. They'll really take the time to explore all four corners, build a meaningful connection. They're a lot more curious. I'd say they're way better active listeners. Hunters are just used to operating in an environment where they're trying to outrun a whole bunch of other lines for the same gazelle. And so you've got this fast Twitch muscle that sort of working at all times. And sometimes you might miss something. Sometimes you might hurry and leave money on the table. So it really depends on the context. One will always tell you that the other's job is much easier than theirs.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I think ultimately it depends on how your customers are buying. I'll give you a concrete example. We started off with the Hunter Farmer model at OnePassword. And the main reason for that is when we landed here and started building the team, the company had already acquired 50,000 businesses that were using our product. But we had less than a 2% penetration rate within those businesses because these were fanatical users that were bringing our product into the workplace. If all we did was have one flavor of sales individual, they would favor expansion.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“They're doing the same. And I think that outbound prospecting does become a team sport, especially when you're selling in a high enterprise, especially when you're selling cross-mid market. I think that for the AEs, it's a matter of keeping some of those muscles sharp. You think about what outbounding really is. It's about captivating interest. It's about getting to the point quickly. It's something that matters to the individual that you're speaking to. That in and of itself is valuable, even if all you're getting is an inbound call. That makes you more effective at that first discovery call, that first meeting. So it's an important muscle that people need to exercise period. And I also think there's a certain amount of appreciation and gratitude that you have when you've got a BDR working their butt off to generate pipeline for you. If you understand what goes into getting that meeting set, you're going to treat that opportunity accordingly. I think that's the difference. I still expect the majority of pipeline to be generated from the BDR team, but AEs who don't”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I think it's viable. I think it's gotten a lot harder, but it is viable. Look, I'd say the easiest part of my day is marking a whole bunch of emails as unread in my inbox that are clearly people trying to sell me stuff. If it's not a priority, it's easy to move it out of the way. I think AI should actually make it a lot easier, right? You think about the amount of time it would take for you to do proper research and discovery on a company before reaching out. AI can accelerate that dramatically. I don't think AI is necessarily going to just work on autopilot and fill your inbox with leads and responses, but I think it could help the job of outbound prospecting become a lot more effective. And I do think that BDRs and AEs can actually do a sharper job at prospecting with a lot less effort.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Thousand people hoping that 10 of them get back to you. That's the muscle that I think ultimately ends up making you far more effective before I've handed you a lead or an opportunity or a meeting that I've paid real dollars to go out and generate that you just blunder.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“The difference that I see there is that you're going to identify companies and individuals within a company that fit squarely within our ICP and you're going to reach out to them cold. You're going to try different approaches to reaching out whether that's on LinkedIn or via email, but you're going to start establishing those connections early on. And some of your emails are going to be crap. Some of your outreach is just not going to work. You're going to get no responses. But you're going to have to develop muscles very quickly to say, hey, how do I get Harry's attention? It's certainly not an email in his inbox that I walk away from and wait for a response on that's going to get him. How do I tap into what Harry gives a shit about, what's relevant to him in that moment? You know, some of it is borderline just stalking to understand like, what's Harry talking about? What's he interested in, right? What is he surfacing? Who is he following? And try to get into that. And so before you even reach out, show that you give a shit. Show that you've done some research and that you're not just blasting off a template to.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Speaking to customers nearly straight away, and that can come in varying different forms. Either you are joining a call and listening in and interjecting where you feel you can and slowly taking the training wheels off. But from day one, you should be able to go out there and have a conversation. This is well before we've given you a book of business, well before we've given you any leads. Like you've got to get out there.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“It happens. I mean, look, it's certainly not the case with everyone, but this year our non regrettable attrition is probably in the realm of 29 to 30 percent. We come to that conclusion rather quickly. We've started putting, especially at scale, putting a lot more emphasis on the hiring process and sort of how we vet that out early on, even before they've started. But some people are just great interviewers.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, so look, so your first seven days you're getting set up, I'd say really your first two weeks, you're getting to understand the product, the systems and tools, how the job gets done, you're meeting the team, you're in listen and learn mode. You should be asking a lot of questions about what you don't understand, not just nodding your head up and down and going through the training, but we look for that curiosity in the first two weeks. It's an indication of how engaged someone is and how willing they are to be an active participant. And their success as opposed to thinking, hey, someone's going to give me a headset and a laptop and a 20-page playbook, and suddenly I'm going to hit my target. So that's what the first two weeks look like. But the steps you take after that, whether that is reaching out to top reps on the team to understand what they're doing, whether that's shadowing calls, whether that's spending time and gong, whether that's seeking out more training one-on-one time, all of these are really important indicators to me that say, you're engaged, you're in it.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Oh, from day one. I mean, as soon as you're out of training, you've got an understanding of the product, you've got to get out there, you've got to get the reps in.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“We tend to look at in the first three months we've got ramp targets, which everybody does, but we look for a certain set of both behaviors and leading indicators of whether or not they're going to be successful over the course of the next three months.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“That's a very good question. I think there are some good people that have been laid off, but I have to imagine that most companies that have done layoffs have looked at just the bottom performers on the team.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I think it depends. We look for skill versus will as something that we think a lot about, right? If somebody lacks the skill to meet the needs of an evolving business, whether that's your product portfolio has changed, your sales motions are changing, and people are catching up to that. And that's the reason that they're falling behind, that to me is acceptable if somebody is willing to put in the reps and the time to get better. It's the ones that just sort of lazily blame their failures on anything but themselves that unfortunately are going to drop off over time. It's hard work.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I don't disagree with you at all. Companies are pushed to scale very quickly. They're pushed to get capable sets of hands in roles to keep things moving forward. I think it's just been easy for too long. And I think those easy times have sort of read a lot of mediocre talent.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Think that working in tech sales has just been such an interesting proposition for so many years. And I think that for the last decade and change, it's been up and to the right. If you can prove that you've got a real solution to a real problem that exists, companies were willing to throw money at it. I think the world of tech sales that we are living today is akin to what it was for many people that have been in this industry for 20, 30 years. And a lot of people just aren't ready for it. A lot of people got into sales because they figure, hey, like I don't really need a degree. I can just sort of find my way into it if I've got some form of charisma or charm. I can probably sell software. And the earning potential is there. I think there's a lot of incredibly talented people in Tech SaaS sales today. But I think there's many that are sort of looking at this and thinking, wait a minute, this isn't what I signed up for that are just going to give up and drop out.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“We typically build plans so that 70% of people can achieve them. It's got to be challenging enough that it's forcing you to push boundaries. But we don't design them so every single person will attain them. The acceleration is often much greater than deceleration. So when people are having really strong quarters and months, they can really overachieve. But the goal is not to set the bar just low enough so everyone makes it across. It's got to be a challenge. And every time that I've set a goal that is at least 20 or 30 percent higher than I think we're capable of achieving, even when we don't achieve it, we always end up doing 10% more than the goal that we initially set or thought was realistic. There is a mental element of this that is pushing people to think creatively and outside of just the art of what they see in front of them to achieve a goal.”
2025-03-07 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source