Selling to Developers: Hector Hernandez on scaling LaunchDarkly & Teleport

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Grow & Tell

Dock

42 episodes

9 months ago

Nobody’s prepared to grow a billion-dollar business from square one. So we’re learning from revenue leaders who have already done it. Join host Alex Kracov, former VP of Marketing at Lattice and now Founder and CEO of Dock, as he has candid conversations with successful revenue leaders about their business growth stories. We’ll talk to sales, marketing, and customer success leaders about their growing pains. We’ll interview founders who have built companies from the ground-up. And we’ll talk to agencies and consulting firms who do the behind-the-scenes work for the fastest-growing companies in the world. If you want the true, challenging stories of what it takes to grow revenue—not generic, high-level advice—then this show is for you.

All content for Grow & Tell is the property of Dock and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Entrepreneurship

Business,

Marketing

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Selling to Developers: Hector Hernandez on scaling LaunchDarkly & Teleport

Grow & Tell

49 minutes

1 year ago

Selling to Developers: Hector Hernandez on scaling LaunchDarkly & Teleport

Hector Hernandez, CRO at Teleport, shares sales lessons from taking two developer-focused platforms — LaunchDarkly and Teleport — upmarket.

When Hector Hernandez joined LaunchDarkly in 2017, they already had $1 million in revenue. Instead of focusing just on scaling, they were looking for a sales team to help them evolve past their PLG motion.

Since then, Hector has helped LaunchDarkly grow to over $60M in revenue and a $3B valuation.

3 years later, he repeated his success with Traceable AI—helping them reach a $60M series B.

On today's episode, Alex and Hector go behind the scenes to uncover:

What it’s like to join a company in scale mode
How to move upmarket in the developer tech space
How selling to developers changed in 2023
How to enable a great remote sales culture