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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“We'd still measure them as individuals. So I can still sit there and say, Harry has sold more than Julian has this week. You need to catch up. But as people are starting to figure out what works and what doesn't very early on, having that team goal pushes absolutely everyone, because especially in a small team, you don't want to be the one who's dragging everyone else behind. A team goal is not meant to mask individual performance. It's just meant to give you a proxy for how people get paid in addition to SPIFs and things like that while you're trying to level set and determine how far should I be pushing people at an individual level, what is acceptable, and what does overachievement look like. So that can last anywhere from a couple of months to maybe six or seven months. But I've seen that be very effective at the last few companies. It may not necessarily work everywhere, but I found it really helped us to ground ourselves and keeping momentum on, hey, we've got to just get here 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
“Anchor the people that are responsible for driving revenue to the things that are going to be best for the business, whether that's a multi-product story, whether you need them signing multi-year deals, whatever that thing may be, their comp plan should be intrinsically connected to 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
“In both the early days of light speed N1 password, we actually started with team goals, we anchored the team to deliver what was most important for the company and what the company was looking to achieve. That works for a very, very, very short period of time, but it was important for us to sort of establish an in it together while we started to figure out, you know, what sort of capacity can we get out of these individuals without any sort of historicals on, hey, I know that a rep should be able to close this many deals at this value, you kind of need to figure that out. So we would leverage SPIFs and incentives to get the most out of people and understand, hey, where does that back wall live, but focus them on one common goal. As you think about putting guardrails and defining what that comp plan is going to look like, the simpler the better, especially in the early days, like, you know, your rep should be able to understand how much they're going to earn and how they're going to pay their mortgage without having to go through a ton of gymnastics. And you should be open to changing the comp plan as your focus 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
“Absolutely. I think that's critical. You know, having someone to sort of chase creating that sense of competition, I think is really important. And it also gives you a good barometer to understand like, hey, are there patterns or things that are getting in the way of these individuals succeeding? Or is it really linked to the person? I think if your sample size is one of one, it can be really challenging to draw that conclusion.”
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 landed on an individual who found success at other companies, but ultimately felt like they had something to prove, felt like, hey, I want to be in the driver's seat now. I want to create it from A to Z and love's a good underdog story.”
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
“If you're very early on in your journey, you need somebody who's going to have the humility, the patience, low ego, high curiosity. Sometimes the person with the fancy cover at the front of the book that's touched the right companies at the right times is not what you want. You want somebody who has something to prove, has a chip on their shoulder, and is motivated to build something greater than anything they've ever been a part of. And so you're largely looking for somebody who's going to be patient, not somebody who's going to blame a lack of success and all the things the company doesn't do or doesn't have or hey, if only we had these systems or this much more money to invest, they should be the type of person who's going to focus on, hey, what's in the art of possible? What can we do? How do we push the envelope further? That's the kind of person that I think of as a salesperson want. And there's a company, you know, I advise for that started off with founder-led sales that's now looking, you know, staring down the barrel of making that same decision of, hey, who should that first salesperson be? And ultimately they.”
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 believe strongly that it's got to be the founder. There are definitely situations where that maybe isn't the case. I think you do yourself a disservice as a founder. Like being able to get on the front line and get firsthand exposure to how customers are reacting to whatever it is that you're pitching or selling, I think is an important leverage that you then need to call bullshit on anyone else that you're ultimately going to trust sales to in the future. Capable go to market first hire can certainly do that, but getting involved as a founder, I think, early on is 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
“The playbook's got to start with hiring the right people with the right level of intellect, the right level of curiosity, the right level of discipline. And it's from that base that you develop skill and industry knowledge and then start applying the winning formula to close deals, whether that's deciding whether proof of concept is appropriate or not at what stage in the cycle, how and when to get the executive team involved, things like that. But it's got to start with having the right people for the right phase of the journey. No playbook is going to solve for 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
“I hate the term because of what it stands for. It usually ends up looking like some 20 page document that you use to check a box. I think of it as breaking down the anatomy of a win. What steps should one be repeating to have a higher rate of success in winning deals? That's just part of it. Like without the right skills development, your playbook isn't worth shit. You know, you're not hiring people to take orders. You're hiring them to sell.”
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 it's the constant pursuit of more and better. I look to people that are more successful or who have accomplished more than I have in a shorter time frame. And that's my bar. Being in this constant state of good isn't good enough just keeps you grinding.”
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
“Loads of it. I still make eye contact with it today. I was always fortunate to have been surrounded by people who believed in me.”
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
“People are sort of used to going through change and then living with it for extended periods of time. But the reality is when you're part of a scale-up or a startup, the thing you implemented three months ago can very well go stale shortly thereafter. And so people get a lot of fatigue with that. They like for things to remain constant and consistent. And that's just not the case when you're scaling rapidly.”
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 was a long journey, and the company I joined at the top of 2011 was not the company I left sort of halfway through 2020. But I learned very on and at every stage that connecting with people was the key to motivating them and keeping them engaged, building and scaling companies is hard work. You're taking people through some really, really hard changes. And so the ability to connect with them on a very personal level and understand what motivates 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 was really interesting in a way because, like, on the one hand, it didn't prepare me at all for what sales could sort of look like, but on the other hand, I learned to appreciate very early on that when done right, marketing could really serve as the guardrails for repeatable success in sales. And so, you know, aligning the outside looking in perception of the company and the brand with what the field is presenting is critical to establishing that trust and credibility. So that was sort of my appreciation as I went into sales, understanding that, you know, when it's done right, it could be really effective.”
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 of it as breaking down the anatomy of a win. What steps should one be repeating to have a higher rate of success in winning deals? That's just part of it. Like without the right skills development, your playbook isn't worth shit. You're not hiring people to take orders. You're hiring them to sell. You think about what outbounding really is. It's about captivating interest. It's about getting to the point quickly. 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.”
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