Kathy was one of the first people I wanted to talk to for this show. We’ve helped her build out her sales teams, and every time, I learn something new about what it takes to drive revenue. This time, a few questions were on my mind:
- When are you really ready for a big revenue hire?
- Who should you hire?
- How long should you give them?
Kathy’s a former teacher who started out with four-year-olds, learned to read a P&L from her first district leader, and never looked back. Since then, she’s led revenue at companies of every size and stage, and her answers are refreshingly honest.
🎙️ What we talk about
- 01:16 Kathy’s path from the classroom to revenue leadership
- 06:29 Why the $10M to $20M stage is the hardest to scale
- 13:39 What she looks for when hiring sales reps
- 22:00 Advice for founders hiring their first salespeople
- 30:54 How sales teams have changed since COVID
- 41:48 Where the K-12 market is headed
🤔 A few things that stuck with me
- Kathy wants reps to run their territory like their own business.
- Ramp time for new reps can now run 9 to 12 months. Don’t pull the plug at month four.
- Supplemental deals that used to close in 3 to 6 months can now take 9 to 18.
About Kathy
Kathy Krupa is SVP of Revenue at Paper. Before that, she was Chief Revenue Officer at Heggerty and held senior revenue roles at Move This World, Fuel Education (now Stride), Imagine Easy Solutions, and Achieve3000.
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