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

ℹ️ EPISODE INFO

Released

March 7, 2025

Duration

54m

Channel

The Twenty Minute VC

Watch on YouTube

▶ Open ↗

📝 EPISODE DESCRIPTION

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

🎤 SPEAKERS

• Julian Teixeira

  guest

• Harry Stebbings

  host

🧾 EPISODE SUMMARY

In this episode of The Twenty Minute VC, featuring Julian Teixeira and Harry Stebbings, Julian Teixeira, CRO @ 1Password: How to Hire and Train Your First Sales Hires explores Julian Teixeira Reveals How Elite CROs Build High-Performing Sales Teams Julian Teixeira, CRO at 1Password, explains how to design, hire, and train early sales teams that can scale from founder-led selling to a mature go-to-market organization. He rejects static, checkbox “sales playbooks” in favor of understanding the real anatomy of wins, then building skills, hiring profiles, and comp structures around that. The conversation covers first GTM hires, team vs individual targets, outbound strategy, hunter–farmer models, and how to run disciplined pipeline inspection. Teixeira also addresses the new, harsher reality of tech sales, the role of CS and verticalization, and how AI and tooling should reshape sales operations rather than bloat them.

🔗 RELATED EPISODES

Yamini Rangan, CEO @ HubSpot: How HubSpot Competes Against Salesforce

Niklas Östberg, Founder @ Delivery Hero: Competing with Uber and Doordash in a Capital Arms Race

Jake Saper, GP @ Emergence Capital: "We Sold Salesforce Early and Lost Out on Billions"

Anton Osika, Co-Founder and CEO @ Lovable: Hitting 85% Day 30 Retention - Better than ChatGPT

Mike Krieger, Instagram CoFounder & Anthropic CPO: Where Will Value Be Created in an AI World?|E1265

George Bonaci, VP of Growth @Ramp: How Ramp Became the Fastest Growing SaaS Company Ever |E1264