Hitting new goals for revenue growth meant expanding across every role in the sales organization, not just salespeople. Heather explains they needed “sales development representatives, as well as all the operational pieces around it, including revenue operations and also our customer success team. We’ve added one sales development representative, one revenue ops director, and have multiple openings for SDRs that RevsUp is sourcing for us.”
When it came to finding those just-right candidates for Zift’s three- to six-month sales cycle, Heather had a couple of critical requirements.
First, they needed candidates who came equipped with a high level of technology knowledge. “Technology is very broad and those who sell an enterprise SaaS platform are very different from those who sell computer hardware. There’s also a channel within tech that is important to understand. So someone that says they understand tech would have to demonstrate an understanding of those nuances,” Heather says.
And second, she was seeking the right culture fit and candidates who would be able to help shape the future of Zift’s sales organization. “I was looking for someone who could sell and help us craft the way we sell to scale at the same time.”