SELLING IN STEALTH, CATEGORY CREATION AND EXPANSION

Summary from the TLDR Founders newsletter

Ryan Lieber was the 40th hire at Snowflake back in 2014 when it was still in stealth. Starting as an SDR, he’s since worked on country expansion and program management. This piece explores the challenges of building a category-creating business and a few lessons learned selling along the way: the optimal SDR:AE ratio, pipeline health checks, and involving engineers in sales calls.