Databricks VP of Sales Heather Akuiyibo

1. Proven Leadership Frameworks for a High
Performing Sales Team with Databricks’
VP of Sales
Heather Akuiyibo
VP of Sales
Databricks
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2. 100% YOY Growth
To successfully execute, a sales leader
needs strong frameworks Do not place text, or graphics
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Metrics that Matter

3. Teamwork Makes the Dreamwork
Customer and Partnership Obsessed
Own it
Let the Data Decide
Databricks Company Values
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4. Curating Culture
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5. Hiring - AE Scorecard
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SCORING WEIGHTING
Drive/Grit/Character x%
Intelligence/Coachability (IQ/EQ) x%
Technical Selling Experience x%
Consistent Over Performer x%
Big Data Selling Experience x%
Successful Start-up Experience x%
Value Selling/MEDDPICC x%
SCORE 100%

6. Ideal AE Profile
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7. AE Time Allocation
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8. Leadership QBR
Account Executive QBR
All Hands Calls
Weekly Forecast Meetings
Territory Reviews
Deal Reviews
Quarterly Cadence For Success
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9. Celebration
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AUTOMATED
CONSUMPTION
SLACK ALERTS
BROAD EXPOSURE
FOR TEAM WINS

10. A high growth, high performing sales teams’ success rests on strong frameworks!
1. Values are the guiding star
2. The team develops and iterates together
3. Repeatable Account Executive success comes from clarity and structure
My Top Takeaways
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11. THANK YOU
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