Mark Kosoglow walks through the key skills, responsibilities, and attributes for a Sales Leader at each phase of company growth
Doer Phase (0 to $1M ARR):
- The initial stage focused on finding product-market fit.
- The sales leader handles everything, including cold calls, demos, building sales systems, and refining the sales process.
- They act as an individual contributor, ensuring the company moves forward without distracting other key team members.
- Key trait: Being a hands-on, self-reliant executor.
Builder Phase ($1M to $10M ARR):
- The leader transitions to hiring and scaling the team, typically starting with individual contributors (AEs and SDRs).
- Still involved in selling but begins to set foundational systems, processes, and training.
- They document best practices and create repeatable frameworks while maintaining some "doer" responsibilities.
- Key trait: Hiring and building effective teams and processes.
Doctor Phase ($10M to $25M ARR):
- The leader becomes more metrics-driven, focusing on diagnosing and optimizing performance based on data.
- Begins managing managers and spending more time collaborating cross-departmentally (e.g., with RevOps, marketing, and customer success).
- Key trait: Using data and metrics (L1 and L2) to prevent thrash and fine-tune the organization’s operations.
Architect Phase ($25M to $100M ARR):
- The leader’s role expands to a more executive level, crafting the overall blueprint for the sales organization in alignment with other departments.
- Focus on segmentation, pricing strategies, and designing compensation plans that drive desired behaviours.
- They influence larger strategic initiatives and ensure the execution aligns with organizational goals.
- Key trait: Seeing the big picture and designing a cohesive GTM blueprint.
Communicator Phase ($100M+ ARR):
- The leader’s primary role becomes communication: setting clear expectations, timelines, and evaluating the mental models used by the team to meet goals.
- The focus shifts outward, ensuring alignment across broader organizational and market dynamics.
- Key trait: Clear and effective communication to drive alignment and execution at scale.
RESOURCES DISCUSSED:
