Selling to Developers: Hector Hernandez on scaling LaunchDarkly & Teleport

Hector Hernandez, CRO at Teleport, shares sales lessons from taking two developer-focused platforms — LaunchDarkly and Teleport — upmarket.

When Hector Hernandez joined LaunchDarkly in 2017, they already had $1 million in revenue. Instead of focusing just on scaling, they were looking for a sales team to help them evolve past their PLG motion.

Since then, Hector has helped LaunchDarkly grow to over $60M in revenue and a $3B valuation.

3 years later, he repeated his success with Traceable AI—helping them reach a $60M series B.

On today's episode, Alex and Hector go behind the scenes to uncover:

• What it’s like to join a company in scale mode
• How to move upmarket in the developer tech space
• How selling to developers changed in 2023
• How to enable a great remote sales culture