The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 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
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Mar 7, 2025 
Julian Teixeira, Chief Revenue Officer at 1Password, boasts an impressive track record of scaling B2B revenue and team growth. In this discussion, he shares crucial sales lessons from reaching $1 billion in ARR. He emphasizes the importance of structured sales playbooks and explores the dynamics of hiring first sales reps. The conversation delves into the evolving nature of tech sales, the significance of outbound prospecting, and effective deal reviews. Julian also sheds light on the hunter vs. farmer sales models and the role of AI in enhancing sales strategies.
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Sales Playbook Redefined
- Effective sales playbooks go beyond documented steps and prioritize skills development.
- Hire reps with intellect, curiosity, and discipline, and train them on industry knowledge and winning strategies.
Founder-Led Playbooks
- Founders should create the initial sales playbook due to their direct customer interaction.
- This experience allows founders to validate future sales hires and strategies effectively.
First GTM Hires
- For early-stage GTM hires, prioritize humility, patience, and a drive to build over extensive experience.
- Look for candidates with a "chip on their shoulder" who are motivated by underdog stories.