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Sales quotas are set at 20x base salary
“We ask everyone to bring 20 times their base salary. That's your quota, right? So if I pay you 100K a year, your quota is $2 million. If you don't achieve your quota, then you're going to be out, right? And we're ruthless on that end.”
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Salespeople must prioritize field visits over office time
“When I see my sales team in the office multiple days, I start getting worried. Because if you're a salesperson, you need to be on the road. You need to be talking to customers all the time. The rush that you get when you close a deal is insane, and I absolutely love it.”
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New hires must close deals within two weeks
“When you join ElevenLabs, you need to have signed your first contract within the first two weeks. Salespeople need to be on their toes all the time, and they need to be told. We're ruthless on that end. If you don't achieve your quota, then you're going to be out.”
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Equity triggers are linked to aggressive revenue targets
“The compensation was based on milestones. We ended up deciding together with Matthew and Piotr, okay, if we reach a certain level of revenues within 24 months, then my equity compensation goes up. I unlock an additional portion of equity. It was so funny because we hit that revenue milestone within less than 12 months.”
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Product-led growth serves as an enterprise sales engine
“The idea was to actually build the entire enterprise side. The company ended up growing so quickly that we ended up switching it. We launched at the end of January 23 and then within a month or so, we had over a million users. It was an absolute no-brainer for me to join.”