Sales

• Build the function (0→1): Operating cadence, curriculum, content standards, certification framework, and reporting.
• SKO leadership (~90 days): Partner with the VP of Marketing and VP of Sales Operations to determine the agenda, live practice, certifications, and post-SKO reinforcement that sticks.
• Methodology & certification: Choose/adapt MEDDICC/Command/Challenger (or your hybrid). Define the skills that predict performance and how we assess readiness.
• Technical storytelling & content: Use-case plays, demo flows, proof kits, ROI/TCO tools; keep it lightweight, current, and mapped to stages.
• Field coaching loop: Weekly Gong reviews, clinics on discovery/objection handling, and a tight feedback pipe into Product/PMM.
• Strategic deal support (selective): Model best practice on complex pursuits, then codify it.
• Measurement: Tie programs to pipeline velocity, win rate, deal size, ramp time; retire what doesn’t move numbers.

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