Monday.com's playbook for moving upmarket: Jason Miller

Ready to unlock enterprise-scale growth? Many B2B companies struggle to evolve their sales motion from PLG success to strategic enterprise deals.

How do you build an upmarket motion that complements your PLG flywheel? How do you build the internal muscle to do outbound?

As the Director of Sales for North America at Monday.com, Jason Miller helped transform Monday's sales organization from its product-led roots to a sophisticated enterprise sales engine. His data-driven approach to sales leadership has helped Monday.com successfully navigate the complexities of selling a horizontal platform to enterprise buyers while maintaining hyper growth.

In this AMA, we dove into:

• Mastering the art of value-mapping for horizontal products, learning Monday.com's battle-tested frameworks for translating platform flexibility into clear business value.
• How to build an effective outbound program and scaling your existing customer base into enterprise accounts.
• Why nailing sales and CS collaboration is a winning strategy for Monday.com.

Whether you're a sales leader looking to move upmarket or a revenue operator working to optimize your enterprise motion, Jason's insights will help you navigate the transition from product-led growth to enterprise sales with greater confidence and predictability.

About Jason‍

With over six years at Monday.com, Jason Miller serves as Director of Sales for North America, where he drives sales process improvements and team performance across the region. As an early member of Monday.com's sales team, he has played a pivotal role in evolving the company's go-to-market strategy from product-led growth to enterprise sales, with a particular focus on data-driven sales practices, strategic customer success partnerships, and scalable coaching methodologies.