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

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit shomik.substack.com