The Official SaaStr Podcast: SaaS | Founders | Investors SaaStr 791: CRO Confidential: How Codeium Built A Billion-Dollar AI Company and a Winning Sales Machine with VP of Worldwide Sales, Graham Moreno
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Mar 5, 2025 
Graham Moreno, VP of Worldwide Sales at Codeium, spearheaded the company’s growth from 30 to 150 employees in just one year, showcasing his dynamic leadership. He shares strategies for effective recruitment and onboarding in rapidly expanding sales teams. Moreno emphasizes the role of AI tools in boosting developer productivity, like Codeium's generative assistant, which transforms coding efficiency. He also discusses the vital shift to data-driven decision-making and fostering a strong sales culture for sustainable success.
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Founder-Led Sales
- Codeium's go-to-market motion started with founder-led sales, generating a few million dollars in revenue before hiring a sales team.
- This provided valuable data and insights into customer behavior and successful sales patterns.
Early-Stage Sales Focus
- Early-stage sales often prioritize product demos over deep customer discovery.
- Shifting to a discovery-led approach helps qualify leads and tailor product presentations to customer needs.
First Sales Hires
- The first sales hires set the cultural tone for the entire team.
- Prioritize hiring individuals who are not only skilled but also embody the desired company culture.