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CRO Confidential: How Codium Built A Billion-Dollar AI Company and a Winning Sales Machine with VP of Worldwide Sales, Graham Moreno
- Codium, a fast-growing AI startup, scaled its go-to-market team from 3 to 75 within a year and is valued at over $1 billion.
- Founder-led sales laid a strong foundation for Codium, helping them understand their ideal customer profile and pricing strategy.
- Codium hired proven talent for hypergrowth, ensuring both high performance and cultural alignment within the team.
- Compensation and quota models at Codium led to 7 out of 10 early sales hires exceeding annual quotas.
- Codium's AI assistant significantly boosts productivity, generating 45% of code and enabling rapid software development.
- Investments in enablement and RevOps early on ensured sustainable growth for Codium.
- Graham Moreno, VP of Worldwide Sales at Codium, emphasized strategic recruiting and pipeline ownership as key growth drivers.
- Codium focused on culture, enablement, revenue operations, and compensation to attract and retain top sales talent.
- Challenges in scaling from 3 to 75 employees within a year included territory management, continuous enablement, and managing hypergrowth.
- Key takeaways for SaaS founders include founder-led sales, strategic hiring, early enablement investments, and fostering a pipeline ownership culture.
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