Episode 39: Founder-led sales from a founder (Tido Carriero, CEO Koala)

Decoding Sales

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Having all worked together on Dropbox for Business, Tido, Alex, and Peter share a special bond and respect for building the foundational elements of enterprise sales at Dropbox when it was still seen as a consumer brand.

Now, as founder and CEO of Koala (getkoala.com), Tido shares his learnings, obstacles and opportunities that all founders who are learning enterprise sales for the first time should tune into.

They discuss:

• Early challenges Tido faced learning to sell Koala during the early days
• When is the right time to shift from founder-led sales to sales led sales?
• Hiring “builders” to lead GTM in the early days
• How to think about “jobs to be done” when building out GTM JD’s
• How to master and think through demand generation and demand capture when going outbound

About Tido:

• Tido is a Co-Founder @ Koala, is an end-to-end pipeline generation engine. Prior to Koala, he was Chief Product Officer at Segment from early days through its $3.2B acquisition by Twilio. Prior to that, he worked with Alex & Peter at Dropbox and was an early engineer on the Facebook Ads team. Follow Tido on LinkedIn and visit Koala here!

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