This page covers more of the operational detail of how our team generally works - for a broader overview of roles and responsibilities, visit the overview page.
Main metrics for each role
- AE: new and expansion revenue in your segment
- SDR: number of customer meetings booked in correct segment
- CSM: revenue retention %
- RevOps: overall revenue from $20k+ segment
Other metrics we care about:
- Closed - won % from demo
- Time to close
- Lead volume in each segment
- Weighted pipeline
New AE hire ramp up
- Day 1
- Read the whole sales playbook (and updating it throughout as you learn more)
- Get using PostHog - start making insights and dashboards
- Assigned your account list of 10-20 customers
- Week 1
- Reviewed your account list and prioritized/asked questions about them internally
- Delivered a standard demo to the PostHog team and got feedback
- Introduced yourself to your customers
- Shadowed new inbound demos
- Week 2
- Contributed to customer calls with backup from an existing team member
- Understand how to work PandaDoc, HubSpot, Vitally, Stripe, Metabase (ie. contracts, billing, reporting)
- Built a plan for which monthly customers to target for annual plans and/or cross-sell
- Completed 1-1s with anyone relevant at PostHog
- Month 1
- Leading customer calls and demos on your own
- Have evaluations in flight with support from team if needed
- Had contact with everyone in your book of business in some form
- Month 2
- Closed your first Medium annual deal (new or conversion to annual)
- Leading evaluations on your own
- Identified some opportunities to add to your book from self-serve signups who aren't paying yet
- Month 3-4
- Closed multiple contracts by this point (either new or expansion/renewal) through the whole process
- Closed at least one Large annual deal (new or conversion to annual)