This episode is perfect for those interested in tactical advice from seed stage to IPO around marketing tactics and sales compensation.
Meghan Gill is SVP Sales Operations & Sales Development at MongoDB. She previously joined as employee #8 and has scaled with the org over the past 15 years. In this episode, we cover tactical learnings about early and scaled marketing & sales compensation approaches. We tackle how to incentivize sales teams and how educational content can be effective lead gen for an early go-to-market motion. Meghan also shares many anecdotes from the scaling journey at MongoDB with advice for founders along the way.
Where to Find Meghan:
Twitter: https://x.com/meghanpgill?lang=en
LinkedIn: https://www.linkedin.com/in/meghanpgill/
Where to Find Shomik:
Twitter: https://twitter.com/shomikghosh21
LinkedIn: https://www.linkedin.com/in/shomik-ghosh-a5a71319/
Software Snack Bites Podcast: Apple Podcasts, Spotify, Google.
In this episode, we cover:
(00:50) – Joining MongoDB as Employee 8
(04:37) – Moving from Marketing into Sales Ops
(05:45) – Setting Appropriate Sales Compensation
(07:08) – What Early MongoDB Got Right
(08:30) – Early Criticism
(10:27) – Do Things That Don’t Scale Moment
(12:08) – Early Enterprise Customers
(13:42) – Early NoSQL Messaging & Positioning
(16:55) – What Meghan Would Tell Herself Back as Employee 8
(18:30) – Managing 3 Kids While Building Startups
(19:50) – How Meghan Scaled Across Stages
(24:10) – Incentivizing Reps with New Product Rollouts
(26:20) – Focus Drives Efficiency
(29:05) – Career Advice
(31:00) – Early Marketing
(33:13) – Early Pricing
(34:18) – When to Make First RevOps Hire
(36:42) – What Are Common Mistakes with Sales Quotas
(39:45) – When to Adjust Sales Compensation
(40:57) – Most Common Advice Meghan Gives Around Marketing
(42:37) – Education Content as a Marketing Engine
(44:00) – Wrap Up
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