Building Chargebee’s EMEA outbound sales team from the ground up

Please meet Tarmo van der Goot, who until recently scaled Chargebee as VP of Sales EMEA.

In 2020, Chargebee had limited footprint in our region, which was mainly coming through inbound. So, in order to accelerate growth, a robust outbound Go-To-Market (GTM) strategy was necessary.

So that’s what Tarmo did: he has built the outbound strategy and built a team that would be responsible to execute on it. In a period of 3 years, the team grew from 2 to 90 FTEs and revenue grew by 10x.

Therefore, in this episode we talked about various subjects that should be close to any dedicated sales leaders in this growth stage: (1) finding & hiring a rockstar team; (2)onboarding & coaching these talents and (3) the few critical, managerial elements that truly mattered, according to Tarmo.

We hope you enjoy our conversation with Tarmo!

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