Account Executive Onboarding Guide
Lots of support, information and guidance for your first six weeks at Unily
Start
Welcome on board!
Starting a new sales role comes with a lot to learn - new people, new products, new ways of working. This onboarding pack is designed to give you clarity, momentum, and confidence from day one. Across your first six weeks, it lays out what to focus on, when to focus on it, and how we’ll support you along the way - so you can build strong foundations without feeling overwhelmed. You’re not expected to master everything immediately; the goal is simple: help you ramp quickly, feel confident in the role, and get off to a flying start.
The mandatory stuff
Let's get this out of the way early - the learning everyone needs to do
Mandatory learning for new starters
All of your mandatory training is automatically assigned to you in Odyssey, our learning platform. You'll get an email with links to each piece; everything needs to be done in your first two weeks, so make sure to find some time to get that done. If you're ever wondering if you have any mandatory learning outstanding, head to Odyssey - anything that needs your attention will be in the Required Routes area at the top of the home page. If there's no Required Routes area - you're up to date!
Visit Odyssey
Week One: Getting Started
Overview of Week One
Each day also has a number of daily tasks
AM: Formal Onboarding
Tuesday
PM: Meeting your manager and mentor
AM: The Problems We Solve
Wednesday
PM: Sales culture & expectations
AM: Tools access and navigation
Thursday
PM: Ways of working
AM: Key contacts
Friday
PM: Weekly reflection and Q&A
Week One Daily Tasks
There are a small number of things to do each day this week, explained below.
Watch two Unite on Demand sessions
End of the Day Reflection
Goals for the Day email
Unite is our annual employee experience conference. Take time each day this week to watch two of the on-demand sessions.
End each day with a ten minute reflection on the day. Click below to see a template for this email.
Start each day by sending a short "Goals for the Day" email to your manager. Click below to see a template for this email.
Unite on Demand
Email template
Email template
Why we use daily goals and reflection
The first few weeks in role can feel busy and intense - there’s a lot to learn, and it’s not always obvious what “good” focus looks like yet. Starting the day with a short goals email and ending with a brief reflection is designed to help you build clarity, confidence, and momentum - it's not for extra admin. The morning goals email helps you pause, prioritize, and be intentional about where you put your energy that day. It also gives your manager visibility so she can support you early if something’s unclear, blocked, or heading off track. The end-of-day reflection closes the loop. It’s a chance to notice progress and capture learning while it’s fresh. Both are deliberately lightweight, time-boxed, and temporary. They’re here to support your ramp-up, help you learn faster, and make sure you’re never left guessing whether you’re focusing on the right things.
- Start with your onboarding meeting with Talent Acquisition
- In the afternoon, meet with your manager and your mentor
- Don't forget your daily tasks
- This is a great day to do the Welcome to Unily e-learning, as that gives you some other sites to explore
Week One: Tuesday
Welcome to Unily
Week One: Wednesday
- Start with your daily goals email
- Study The Problems We Solve e-learning - it's an introduction to our customers and market
The Problems We Solve
- In the afternoon, learn about our sales culture and expectations from your manager
- Don't forget to watch two Unite on Demand sessions, and end the day with your daily reflection
Week One: Thursday
- Start with your daily goals email
- In the morning, learn more about our sales tools - see the following pages
- In the afternoon, learn about our ways of working from your manager
- Don't forget to watch two Unite on Demand sessions, and end the day with your daily reflection
Our Sales Tools
Flip each card to learn more
Salesforce is our single source of truth for opportunities, forecasting, and decision. Keeping your opportunities accurate and up to date is a core responsibility - strong Salesforce hygiene is key and underpins how we manage deals, predict outcomes, and run the business.
Gong provides insight into what’s working in your sales conversations and where deals may be at risk, while also enabling consistent, automated follow-up so key touchpoints aren’t missed and reps can focus on selling.
Salesforce
Gong
Learn more
ZoomInfo helps you find and connect with the right decision-makers faster by giving you access to verified contact and company data, saving you time and boosting your pipeline.
We use LinkedIn Sales Navigator for prospect outreach, connection requests and messaging.
You should have access to all of these tools already; you'll have an email from Natalie Love with all your login links etc. Any problems, email sfdc@unily.com for help.
Getting access to our tools
LinkedIn Sales Navigator
ZoomInfo
Go there
Learn more
Why Salesforce Hygiene is so important - for you
Salesforce is one of your most important tools for staying in control of your pipeline and setting yourself up to win. Click the i buttons to learn more.
Spotting issues before they cost you the deal
Clarity on what matters most
Tracking deal success metrics
Your single place for context and continuity
Better decisions, backed by data
Why Salesforce Hygiene is so important - for the business
Clean, consistent Salesforce data allows the business to scale sensibly and support the sales team effectively, without adding unnecessary friction. Flip each card to learn more.
When the data is reliable, leaders can see patterns across activity, conversion, and deal velocity. That insight helps identify what great looks like, where coaching will make the biggest difference, and how to support reps at different stages of ramp or performance.
Using consistent stages and qualification criteria (including MEDDICC) means deals are assessed the same way across the team. That shared language helps everyone align on what “real” pipeline looks like and makes it easier to collaborate, coach, and step into deals when needed.
Documented customer interactions and deal details create continuity and accountability. It means the right information is available when needed, risks are reduced, and the business can operate with confidence as it grows.
Accurate, real-time data gives the business a clearer view of what’s likely to close and when. Better forecasting reduces surprises, improves planning, and builds confidence across the wider organisation.
Aggregated pipeline data informs big-picture decisions - from resourcing and territory planning to where Unily is resonating most strongly in the market. Clean data ensures those decisions are based on reality, not assumptions.
Use this side of the card to provide more information about a topic. Focus on one concept. Make learning and communication more efficient.
Use this side of the card to provide more information about a topic. Focus on one concept. Make learning and communication more efficient.
Use this side of the card to provide more information about a topic. Focus on one concept. Make learning and communication more efficient.
Use this side of the card to provide more information about a topic. Focus on one concept. Make learning and communication more efficient.
Use this side of the card to provide more information about a topic. Focus on one concept. Make learning and communication more efficient.
Title
A sales process that scales
Title
Trust, compliance and continuity
Title
Better strategic decisions
Title
Meaningful performance insight
Title
More predictable revenue
Write a brief description here
Write a brief description here
Write a brief description here
Write a brief description here
Write a brief description here
Week One: Friday
- Start with your daily goals email
- In the morning, learn more about some great people to know - see the following page
- In the afternoon, spend some time with your manager, reflecting on your first week
- Don't forget to watch two Unite on Demand sessions, and end the day with your daily reflection email
Useful contacts - at this stage of your journey
There are a lot of brilliant people across Unily, and you’ll meet them over time. For now, we’ve kept this list deliberately small to help you get oriented, build confidence, and know who to lean on in your first few weeks. (Though if you encounter other people you'd like to meet, don't let us stop you!)
Your Team
Sales Leadership
Sales Enablement
Revenue Operations
The People Team
IT Support
That's the end of week one!
You’ve made it through your first week - nice work! Before moving into week two, take a few minutes to reflect: - What feels clearer now than it did on day one?
- What’s one thing you’re proud of from this week?
- What’s one question or area you’d like to focus on next week?
And remember: You’re not expected to have it all figured out yet - week one is about orientation, not mastery.
Week Two: Product Week
Continue with the daily goals and reflection emails - there's also a task for this week to complete the level 100 product certification
Overview of Week Two
Intro to Universe and Product Certification
Monday
Tuesday
Use cases and outcomes
Wednesday
Product in action
Thursday
Introduction to Compass
Friday
Weekly reflection and Q&A
Week Two: Monday
- Start with your daily goals email
- Use the following pages to get an introduction to Universe, and start the Level 100 Product Certification path
- Don't forget to end the day with your daily reflection
Universe
Universe is our Knowledge, Community and Communication platform, available both internally and externally to customers (and even during the sales process).
It's definitely worth finding the time to explore and see what you can find.
Universe is owned by the Learning and Enablement team: key contacts are Hannah Deacon and Camille Leaveau-Dasilva.
Go to Universe
Product Certification Level 100
Right now, learning about our product is done on a feature-by-feature basis. Each feature has learning at different levels: - level 100 - beginner
- level 200 - intermediate
- level 300 - advanced
Note: not all the topics have all three, there are a few different combinations. One task for this week is to complete all of the Level 100 lessons. There are 27 topics, each with a quiz - but the lessons are short, so this isn't as daunting as it sounds! To access the learning, click the link below, then click a topic, and click the Level 100 Learning Path. Any questions, drop Nicola Slater a message.
Go to Product Training
Week Two: Tuesday
- Start with your daily goals email
- It's time to learn more about our product use cases. Follow the link to an e-learning module on that.
- Don't forget to continue with your product learning, and remember to end the day with your daily reflection
Product Use Cases
Week Two: Wednesday
Today, as well as your Daily Goals email, your Reflection email, and more product learning, here are some additional options that will help you build product knowledge:
Investigate more about our customer journeys. A great way to do that is to explore the Customer Stories page on the Unily.com website.
Watch a live demo, or a quality recorded one. Ask your manager if there are any options to sit in on a live demo this week or any time soon. Also get recommendations for a good recorded demo or two to watch.
Customer Stories
Week Two: Thursday
- Start with your daily goals email
- Today it's time to learn more about Compass, Unily's methodology for setting goals. See the following page for more on that.
- Don't forget to keep up with your product certification, and end the day with your daily reflection
Compass
This week - read Mark Chamber's Compass, and your manager's. They're available on their Polaris pages. Yours will flow from theirs, so start thinking about what might be on yours.
Compass is Unily's company aligment and goal-setting process. Using Compass, we can all see how our work supports Unily's strategy on a daily basis; everyone in Unily makes their Compass available for all to view on their Polaris profile page. This week, your task is to familiarize yourself with Compass. Head to the Compass page on Polaris, and check out the guide, deck and video at the bottom of the page. That'll help you to start getting a feel for how a good Compass is created. Actually creating your Compass is a task for next week.
Compass
Week Two: Friday
- Start with your daily goals email
- Hopefully you're nearly there with the Product training - congratulations!
- In the afternoon, spend some time with your manager, reflecting on your first week
- Don't forget to end the day with your daily reflection email
That's week two completed!
You’ve made it through your second week - great going! Before moving into week three, take a few minutes to reflect: - What questions did you find the answer to this week?
- What’s one thing you’re proud of from this week?
- What’s one question or area you’d like to focus on next week?
And remember: this week was about understanding how everything fits together - not about knowing every detail.
Week Three: Territory Introduction
Overview of Week Three
Continue with the daily goals and reflection emails
What's my patch?
Monday
Tuesday
What's in it?
Wednesday
How deals happen here
Thursday
Working the territory
Friday
Compass setting, Weekly reflection and Q&A
Find time this week to meet with Jay Lupas to discuss your top 2-3 accounts and learn how he puts a value story together, and how to use the ROI calculator
More to follow...
Keeping your opportunities up to date gives you a clear, real-time view of what’s moving, what’s stuck, and what’s coming next. That visibility helps you prioritize the right deals, focus your time where it will have the biggest impact, and forecast with confidence - without relying on memory or gut feel.
Tracking things like time in stage, number of contacts, conversion rates, and MEDDICC scores helps you spot patterns in your own deals. Over time, this gives you powerful insight into where deals accelerate, where they stall, and what great looks like, so you can adjust and improve faster.
Write here a great title
Our brain is biologically prepared to process visual content. Almost 50% of our brain is involved in processing visual stimuli.
Salesforce helps surface early warning signs - deals sitting too long in stage, missing stakeholders, or momentum starting to fade. When the data’s clean, those signals let you step in early, course-correct, and keep deals alive - rather than discovering problems when it’s already too late.
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Dashboards and reports aren’t just for leadership - they’re there to help you self-coach. Clean data gives you an honest view of your performance, highlights opportunities to sharpen your approach, and supports better conversations about deal strategy and next steps.
Write here a great title
Our brain is biologically prepared to process visual content. Almost 50% of our brain is involved in processing visual stimuli.
Write here a great title
Our brain is biologically prepared to process visual content. Almost 50% of our brain is involved in processing visual stimuli.
Type here a great title
We are in the era of digital information explosion. This causes our way of obtaining information to have changed, moving from traditional reading to a cognitive strategy based on navigation.
The People Team
Alexa Perlstein is our Senior People Partner who supports Sales
Sales Enablement
Right now, Sales Enablement is in transition, but you can expect lots of support from your manager, your peers, and where possible, from Nicola Slater.
Nicola Slater is our Director, Learning and Enablement
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Type here a great title
We are in the era of digital information explosion. This causes our way of obtaining information to have changed, moving from traditional reading to a cognitive strategy based on navigation.
All your notes, stakeholders, meeting outcomes, and next steps live in one place. That means you always have the full picture at your fingertips, whether you’re preparing for a call, picking something up after time away, or getting support from your manager or a teammate.
Type here a great title
We are in the era of digital information explosion. This causes our way of obtaining information to have changed, moving from traditional reading to a cognitive strategy based on navigation.
Daily reflection email - week one
Subject: Reflection for Today - [your name] - [the date]
1. Did I progress my top priority?Yes / Partially / No - one line on why if Partially or No 2. What went well today? Any key things that worked, clicked, or felt like progress 3. What did I learn? Any key insights about the product, customer, process, or myself
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Goals for the day email - week one
Subject: Goals for Today - [your name] - [the date]
1. Top priority
- The single most important thing I’m aiming to progress today
2. Supporting actions
- 1–3 things I’ll do to support that priority
3. Help needed?
(If yes: one line on what would help)
Your Team
Your manager will introduce you to your immediate team members - but remember, you can always look up the org chart yourself. An easy way to do this is by searching for a name in Polaris - or you can go to Rippling, our HR system, and explore the org chart in there.
Org chart in Rippling
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Sales Leadership
Mark Chambers is our Chief Revenue Officer
Chelsea Gachette is our RVP of Sales for NAM
Lauren Parker is our RVP of Sales for EMEA and APAC
Revenue Operations
Kate Spencer is our VP, Global GTM Operations
James Pickering is our Manager, Global Business Development
Ian Shaw is our Senior Applications and Insights Manager
IT Support
Whilst the correct way to raise issues with IT is via a ServiceNow ticket, these are very good people to know!
James Heathcote is our Technical Operations Manager - Information and Security
Ryan Hamilton is our IT Manager
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Account Executive Onboarding Guide
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Transcript
Account Executive Onboarding Guide
Lots of support, information and guidance for your first six weeks at Unily
Start
Welcome on board!
Starting a new sales role comes with a lot to learn - new people, new products, new ways of working. This onboarding pack is designed to give you clarity, momentum, and confidence from day one. Across your first six weeks, it lays out what to focus on, when to focus on it, and how we’ll support you along the way - so you can build strong foundations without feeling overwhelmed. You’re not expected to master everything immediately; the goal is simple: help you ramp quickly, feel confident in the role, and get off to a flying start.
The mandatory stuff
Let's get this out of the way early - the learning everyone needs to do
Mandatory learning for new starters
All of your mandatory training is automatically assigned to you in Odyssey, our learning platform. You'll get an email with links to each piece; everything needs to be done in your first two weeks, so make sure to find some time to get that done. If you're ever wondering if you have any mandatory learning outstanding, head to Odyssey - anything that needs your attention will be in the Required Routes area at the top of the home page. If there's no Required Routes area - you're up to date!
Visit Odyssey
Week One: Getting Started
Overview of Week One
Each day also has a number of daily tasks
AM: Formal Onboarding
Tuesday
PM: Meeting your manager and mentor
AM: The Problems We Solve
Wednesday
PM: Sales culture & expectations
AM: Tools access and navigation
Thursday
PM: Ways of working
AM: Key contacts
Friday
PM: Weekly reflection and Q&A
Week One Daily Tasks
There are a small number of things to do each day this week, explained below.
Watch two Unite on Demand sessions
End of the Day Reflection
Goals for the Day email
Unite is our annual employee experience conference. Take time each day this week to watch two of the on-demand sessions.
End each day with a ten minute reflection on the day. Click below to see a template for this email.
Start each day by sending a short "Goals for the Day" email to your manager. Click below to see a template for this email.
Unite on Demand
Email template
Email template
Why we use daily goals and reflection
The first few weeks in role can feel busy and intense - there’s a lot to learn, and it’s not always obvious what “good” focus looks like yet. Starting the day with a short goals email and ending with a brief reflection is designed to help you build clarity, confidence, and momentum - it's not for extra admin. The morning goals email helps you pause, prioritize, and be intentional about where you put your energy that day. It also gives your manager visibility so she can support you early if something’s unclear, blocked, or heading off track. The end-of-day reflection closes the loop. It’s a chance to notice progress and capture learning while it’s fresh. Both are deliberately lightweight, time-boxed, and temporary. They’re here to support your ramp-up, help you learn faster, and make sure you’re never left guessing whether you’re focusing on the right things.
Week One: Tuesday
Welcome to Unily
Week One: Wednesday
The Problems We Solve
Week One: Thursday
Our Sales Tools
Flip each card to learn more
Salesforce is our single source of truth for opportunities, forecasting, and decision. Keeping your opportunities accurate and up to date is a core responsibility - strong Salesforce hygiene is key and underpins how we manage deals, predict outcomes, and run the business.
Gong provides insight into what’s working in your sales conversations and where deals may be at risk, while also enabling consistent, automated follow-up so key touchpoints aren’t missed and reps can focus on selling.
Salesforce
Gong
Learn more
ZoomInfo helps you find and connect with the right decision-makers faster by giving you access to verified contact and company data, saving you time and boosting your pipeline.
We use LinkedIn Sales Navigator for prospect outreach, connection requests and messaging.
You should have access to all of these tools already; you'll have an email from Natalie Love with all your login links etc. Any problems, email sfdc@unily.com for help.
Getting access to our tools
LinkedIn Sales Navigator
ZoomInfo
Go there
Learn more
Why Salesforce Hygiene is so important - for you
Salesforce is one of your most important tools for staying in control of your pipeline and setting yourself up to win. Click the i buttons to learn more.
Spotting issues before they cost you the deal
Clarity on what matters most
Tracking deal success metrics
Your single place for context and continuity
Better decisions, backed by data
Why Salesforce Hygiene is so important - for the business
Clean, consistent Salesforce data allows the business to scale sensibly and support the sales team effectively, without adding unnecessary friction. Flip each card to learn more.
When the data is reliable, leaders can see patterns across activity, conversion, and deal velocity. That insight helps identify what great looks like, where coaching will make the biggest difference, and how to support reps at different stages of ramp or performance.
Using consistent stages and qualification criteria (including MEDDICC) means deals are assessed the same way across the team. That shared language helps everyone align on what “real” pipeline looks like and makes it easier to collaborate, coach, and step into deals when needed.
Documented customer interactions and deal details create continuity and accountability. It means the right information is available when needed, risks are reduced, and the business can operate with confidence as it grows.
Accurate, real-time data gives the business a clearer view of what’s likely to close and when. Better forecasting reduces surprises, improves planning, and builds confidence across the wider organisation.
Aggregated pipeline data informs big-picture decisions - from resourcing and territory planning to where Unily is resonating most strongly in the market. Clean data ensures those decisions are based on reality, not assumptions.
Use this side of the card to provide more information about a topic. Focus on one concept. Make learning and communication more efficient.
Use this side of the card to provide more information about a topic. Focus on one concept. Make learning and communication more efficient.
Use this side of the card to provide more information about a topic. Focus on one concept. Make learning and communication more efficient.
Use this side of the card to provide more information about a topic. Focus on one concept. Make learning and communication more efficient.
Use this side of the card to provide more information about a topic. Focus on one concept. Make learning and communication more efficient.
Title
A sales process that scales
Title
Trust, compliance and continuity
Title
Better strategic decisions
Title
Meaningful performance insight
Title
More predictable revenue
Write a brief description here
Write a brief description here
Write a brief description here
Write a brief description here
Write a brief description here
Week One: Friday
Useful contacts - at this stage of your journey
There are a lot of brilliant people across Unily, and you’ll meet them over time. For now, we’ve kept this list deliberately small to help you get oriented, build confidence, and know who to lean on in your first few weeks. (Though if you encounter other people you'd like to meet, don't let us stop you!)
Your Team
Sales Leadership
Sales Enablement
Revenue Operations
The People Team
IT Support
That's the end of week one!
You’ve made it through your first week - nice work! Before moving into week two, take a few minutes to reflect:- What feels clearer now than it did on day one?
- What’s one thing you’re proud of from this week?
- What’s one question or area you’d like to focus on next week?
And remember: You’re not expected to have it all figured out yet - week one is about orientation, not mastery.Week Two: Product Week
Continue with the daily goals and reflection emails - there's also a task for this week to complete the level 100 product certification
Overview of Week Two
Intro to Universe and Product Certification
Monday
Tuesday
Use cases and outcomes
Wednesday
Product in action
Thursday
Introduction to Compass
Friday
Weekly reflection and Q&A
Week Two: Monday
Universe
Universe is our Knowledge, Community and Communication platform, available both internally and externally to customers (and even during the sales process).
It's definitely worth finding the time to explore and see what you can find.
Universe is owned by the Learning and Enablement team: key contacts are Hannah Deacon and Camille Leaveau-Dasilva.
Go to Universe
Product Certification Level 100
Right now, learning about our product is done on a feature-by-feature basis. Each feature has learning at different levels:
- level 100 - beginner
- level 200 - intermediate
- level 300 - advanced
Note: not all the topics have all three, there are a few different combinations. One task for this week is to complete all of the Level 100 lessons. There are 27 topics, each with a quiz - but the lessons are short, so this isn't as daunting as it sounds! To access the learning, click the link below, then click a topic, and click the Level 100 Learning Path. Any questions, drop Nicola Slater a message.Go to Product Training
Week Two: Tuesday
Product Use Cases
Week Two: Wednesday
Today, as well as your Daily Goals email, your Reflection email, and more product learning, here are some additional options that will help you build product knowledge:
Investigate more about our customer journeys. A great way to do that is to explore the Customer Stories page on the Unily.com website.
Watch a live demo, or a quality recorded one. Ask your manager if there are any options to sit in on a live demo this week or any time soon. Also get recommendations for a good recorded demo or two to watch.
Customer Stories
Week Two: Thursday
Compass
This week - read Mark Chamber's Compass, and your manager's. They're available on their Polaris pages. Yours will flow from theirs, so start thinking about what might be on yours.
Compass is Unily's company aligment and goal-setting process. Using Compass, we can all see how our work supports Unily's strategy on a daily basis; everyone in Unily makes their Compass available for all to view on their Polaris profile page. This week, your task is to familiarize yourself with Compass. Head to the Compass page on Polaris, and check out the guide, deck and video at the bottom of the page. That'll help you to start getting a feel for how a good Compass is created. Actually creating your Compass is a task for next week.
Compass
Week Two: Friday
That's week two completed!
You’ve made it through your second week - great going! Before moving into week three, take a few minutes to reflect:- What questions did you find the answer to this week?
- What’s one thing you’re proud of from this week?
- What’s one question or area you’d like to focus on next week?
And remember: this week was about understanding how everything fits together - not about knowing every detail.Week Three: Territory Introduction
Overview of Week Three
Continue with the daily goals and reflection emails
What's my patch?
Monday
Tuesday
What's in it?
Wednesday
How deals happen here
Thursday
Working the territory
Friday
Compass setting, Weekly reflection and Q&A
Find time this week to meet with Jay Lupas to discuss your top 2-3 accounts and learn how he puts a value story together, and how to use the ROI calculator
More to follow...
Keeping your opportunities up to date gives you a clear, real-time view of what’s moving, what’s stuck, and what’s coming next. That visibility helps you prioritize the right deals, focus your time where it will have the biggest impact, and forecast with confidence - without relying on memory or gut feel.
Tracking things like time in stage, number of contacts, conversion rates, and MEDDICC scores helps you spot patterns in your own deals. Over time, this gives you powerful insight into where deals accelerate, where they stall, and what great looks like, so you can adjust and improve faster.
Write here a great title
Our brain is biologically prepared to process visual content. Almost 50% of our brain is involved in processing visual stimuli.
Salesforce helps surface early warning signs - deals sitting too long in stage, missing stakeholders, or momentum starting to fade. When the data’s clean, those signals let you step in early, course-correct, and keep deals alive - rather than discovering problems when it’s already too late.
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Dashboards and reports aren’t just for leadership - they’re there to help you self-coach. Clean data gives you an honest view of your performance, highlights opportunities to sharpen your approach, and supports better conversations about deal strategy and next steps.
Write here a great title
Our brain is biologically prepared to process visual content. Almost 50% of our brain is involved in processing visual stimuli.
Write here a great title
Our brain is biologically prepared to process visual content. Almost 50% of our brain is involved in processing visual stimuli.
Type here a great title
We are in the era of digital information explosion. This causes our way of obtaining information to have changed, moving from traditional reading to a cognitive strategy based on navigation.
The People Team
Alexa Perlstein is our Senior People Partner who supports Sales
Sales Enablement
Right now, Sales Enablement is in transition, but you can expect lots of support from your manager, your peers, and where possible, from Nicola Slater.
Nicola Slater is our Director, Learning and Enablement
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
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We are in the era of digital information explosion. This causes our way of obtaining information to have changed, moving from traditional reading to a cognitive strategy based on navigation.
All your notes, stakeholders, meeting outcomes, and next steps live in one place. That means you always have the full picture at your fingertips, whether you’re preparing for a call, picking something up after time away, or getting support from your manager or a teammate.
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We are in the era of digital information explosion. This causes our way of obtaining information to have changed, moving from traditional reading to a cognitive strategy based on navigation.
Daily reflection email - week one
Subject: Reflection for Today - [your name] - [the date]
1. Did I progress my top priority?Yes / Partially / No - one line on why if Partially or No 2. What went well today? Any key things that worked, clicked, or felt like progress 3. What did I learn? Any key insights about the product, customer, process, or myself
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Write here a great title
Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Goals for the day email - week one
Subject: Goals for Today - [your name] - [the date]
1. Top priority
- The single most important thing I’m aiming to progress today
2. Supporting actions- 1–3 things I’ll do to support that priority
3. Help needed?- Yes / No
(If yes: one line on what would help)Your Team
Your manager will introduce you to your immediate team members - but remember, you can always look up the org chart yourself. An easy way to do this is by searching for a name in Polaris - or you can go to Rippling, our HR system, and explore the org chart in there.
Org chart in Rippling
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Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.
Sales Leadership
Mark Chambers is our Chief Revenue Officer
Chelsea Gachette is our RVP of Sales for NAM
Lauren Parker is our RVP of Sales for EMEA and APAC
Revenue Operations
Kate Spencer is our VP, Global GTM Operations
James Pickering is our Manager, Global Business Development
Ian Shaw is our Senior Applications and Insights Manager
IT Support
Whilst the correct way to raise issues with IT is via a ServiceNow ticket, these are very good people to know!
James Heathcote is our Technical Operations Manager - Information and Security
Ryan Hamilton is our IT Manager
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Pose a dramatic question; it is the essential ingredient for keeping the audience's attention. It is usually posed subtly at the beginning of the story to intrigue the audience and is resolved at the end.