This episode is perfect for those interested in tactical advice from seed stage to IPO around marketing tactics and sales compensation.

Meghan Gill is SVP Sales Operations & Sales Development at MongoDB. She previously joined as employee #8 and has scaled with the org over the past 15 years. In this episode, we cover tactical learnings about early and scaled marketing & sales compensation approaches. We tackle how to incentivize sales teams and how educational content can be effective lead gen for an early go-to-market motion. Meghan also shares many anecdotes from the scaling journey at MongoDB with advice for founders along the way.

Where to Find Meghan:

* Twitter: https://x.com/meghanpgill?lang=en

* LinkedIn: https://www.linkedin.com/in/meghanpgill/

Where to Find Shomik:

* Twitter: https://twitter.com/shomikghosh21

* LinkedIn: https://www.linkedin.com/in/shomik-ghosh-a5a71319/

* Software Snack Bites Podcast: Apple Podcasts, Spotify, Google.

In this episode, we cover:

(00:50 ) – Joining MongoDB as Employee 8

(04:37 ) – Moving from Marketing into Sales Ops

(05:45 ) – Setting Appropriate Sales Compensation

(07:08 ) – What Early MongoDB Got Right

(08:30 ) – Early Criticism

(10:27 ) – Do Things That Don’t Scale Moment

(12:08 ) – Early Enterprise Customers

(13:42 ) – Early NoSQL Messaging & Positioning

(16:55 ) – What Meghan Would Tell Herself Back as Employee 8

(18:30 ) – Managing 3 Kids While Building Startups

(19:50 ) – How Meghan Scaled Across Stages

(24:10 ) – Incentivizing Reps with New Product Rollouts

(26:20 ) – Focus Drives Efficiency

(29:05 ) – Career Advice

(31:00 ) – Early Marketing

(33:13 ) – Early Pricing

(34:18 ) – When to Make First RevOps Hire

(36:42 ) – What Are Common Mistakes with Sales Quotas

(39:45 ) – When to Adjust Sales Compensation

(40:57 ) – Most Common Advice Meghan Gives Around Marketing

(42:37 ) – Education Content as a Marketing Engine

(44:00 ) – Wrap Up

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit shomik.substack.com