Bio

David Appel is Global Head of the SaaS Vertical for the largest technology company on the London Stock Exchange, Sage. Over time as a Sales and GTM leader, his organizations have earned the business of >2,000 SaaS and Software companies, growing at 40%+/year. He previously ran Direct Sales at Bill.com, led NetSuite’s Software Vertical, and was part of IBM’s Corporate Development team. CRO Foundations: - Understanding a market, TAM, ideal client, buyer’s personas, and then building a cross-channel demand gen plan, sales process, RevOps plan, and compensation plan, that drives growth and exceeds the forecast - Being a public face of the company, with investors, in events, marketing assets, analyst relations, and opportunities - Understanding where enterprise value in the model comes from, building a great story to execute it, being clear on what success looks like, having folks understand their role in it, publicly praising success, and privately handling problems Principles: * The biggest blocker to big goals is not obstacles, rather it is having a clearer path to small goals. * If you are not embarrassed at who you were 12 months ago, you haven't grown enough. * The best salespeople don't sell, rather they help people buy. * The best teams have a 'WHY' that brings them together. * Tomorrow's dangerous idea becomes today’s orthodoxy and yesterday’s cliché. Built 4 great sales organizations at companies growing from $50M+: - Top business unit at Intacct. Grown 40%/yr. GM role over GTM - demand gen marketing, sales, enablement, customer success. Joined pre-$1B acquisition by Sage. - Owned Direct Sales at Bill.com, grew team 3x. Responsible for 50% of the company's number. Joined pre-IPO. - Top business unit at NetSuite, Sales Leader of the Year. Grew 50%/yr. Doubled team, owned hunters and farmers. - Created new Channel business at NetSuite, becoming 15% of all revenues. - Top 1% of all Sales Leaders at IBM, leading a $150M business. - IBM Corporate Development team, graduating from the IBM Executive Development Program. - Sales Rep of the Year at Oracle DMD. 182% of quota. https://blog.sageintacct.com/blog/author/david-appel https://podcasts.apple.com/us/podcast/modern-saas-finance-by-david-appel/id1612892538