Julian Teixeira, CRO @ 1Password: How to Hire and Train Your First Sales Hires

This episode is brought to you by Capchase, helping software and hardware companies close deals while accessing TCV upfront. Learn more at Capchase. http://www.capchase.com/20vc?utm_source=lp&utm_campaign=2025q1-all-POD-pay-20sales&utm_medium=paid-podcast& ---------------------------------------------- Julian Teixeira is the Chief Revenue Officer at 1Password, where he has grown B2B revenue over 8x and scaled a team of more than 450 in go-to-market. 1Password set the record for the largest raise in Canadian history at the start of 2022. Prior to 1Password, Julian served as the head of global sales at Lightspeed Commerce, a company he helped scale from startup to IPO and through over 10 acquisitions throughout his decade-long tenure. ---------------------------------------------- In Today’s Episode We Discuss: (00:00) Intro (02:58) How to Create and Master a Sales Playbook (05:56) Lessons on First Sales Hires (08:01) Setting Goals and Targets for Sales Teams (12:29) The Reality of Tech Sales Today (16:14) Evaluating and Managing Sales Reps (19:49) Outbound Prospecting and Pipeline Generation (23:36) Hunter vs. Farmer Sales Models (25:51) Compensation and Specialization in Sales Teams (31:08) Outbound vs Inbound Sales (35:25) Pipeline and Deal Reviews (41:12) Sales Tech Stack and Tools (42:28) Maintaining Sales Morale (49:30) Are Remote Sales Teams Less Effective (51:36) Final Thoughts and Advice ----------------------------------------------- Subscribe on Spotify: https://open.spotify.com/show/3j2KMcZTtgTNBKwtZBMHvl?si=85bc9196860e4466 Subscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-twenty-minute-vc-20vc-venture-capital-startup/id958230465 Follow Harry Stebbings on X: https://twitter.com/HarryStebbings Follow 1Password on X: https://twitter.com/1Password Follow 20VC on Instagram: https://www.instagram.com/20vchq Follow 20VC on TikTok: https://www.tiktok.com/@20vc_tok Visit our Website: https://www.20vc.com Subscribe to our Newsletter: https://www.thetwentyminutevc.com/contact ----------------------------------------------- #20vc #harrystebbings #julianteixeira #1password #cro #sales #lightspeed #remotework #playbook