AMA: Carta Senior Director of Sales - Venture Capital at Carta, Rachel Mayes on Scaling a Sales Team

In my experience, the best sales candidates are masters of their craft, whatever that may be. I love asking candidates to walk me through something they've sold before, or if it's their first sales role, something they're genuinely passionate about. I pay close attention to how they tell the story and how well they understand the "why" behind what they were selling. That depth always comes through in a good interview. The strongest candidates also come prepared. They’ve done their homework, not ...Read More

I have a lot of thoughts on this question. First and foremost, it’s critical to deeply understand your core customer, their needs, and most importantly the why behind going upmarket in the first place (other than "the business wants larger ACV's") Before making any big moves, I’d start by focusing on your largest mid-market customers and trusted partners. Spend real time understanding their business, the pain points they’re facing, and how your product meaningfully solves those problems. Learn w ...Read More

There are two key functions I prioritize when expanding a sales team from one an on: RevOps and Enablement. RevOps is critical to ensure you’ve got the right structure in place - quotas, KPIs, and the core metrics needed to start scaling effectively. You need clarity on territory mapping, quota distribution, outbound motions (calls vs. emails), how many meetings it typically takes to close a deal, average close rates, etc. Without that data and structure, it’s really hard to replicate success. E ...Read More