In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. They discuss Paul's extensive career from PTC to MongoDB, focusing on his strategies for creating high-performance cultures in sales. Paul shares his approach to hiring disruptors over domain experts, the importance of developing leaders from within, and the transformational programs like BDR to CRO that MongoDB has implemented. The conversation also highlights the critical role of adaptability, the significance of leadership authenticity, and the necessity of consistent leader enablement. This episode is rich with insights on how to elevate sales teams and drive company growth.

ADDITIONAL RESOURCES

Learn more about Paul Capombassis:
https://www.linkedin.com/in/paul-capombassis-3684b211/

Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:59] Building a High-Performance Culture at MongoDB
[00:04:45] Characteristics of a Disruptor in Sales
[00:06:56] Challenges of Selling Disruptive Technology
[00:16:11] Importance of Leadership and Enablement
[00:21:57] Adapting to Change in a Fast-Growing Company
[00:23:58] Coaching and Developing Leaders
[00:30:21] Adapting Leadership for Business Growth
[00:31:56] The Importance of Authentic Leadership
[00:33:32] Recruitment and Enablement Strategies
[00:34:40] Domain Expertise vs. Scaling with Hunters
[00:38:22] Leader Development Programs
[00:41:51] Challenges in Assessing Team Strengths
[00:47:06] Second Line Leadership Responsibilities
[00:50:23] Inspiring Through Authenticity

HIGHLIGHT QUOTES

"When you lead with authenticity, the value that you get out of that and your organization gets out of that is it's game-changing."

"Every time you make a hire... it's a million-dollar bet that you're taking."

"Change requires discipline. And discipline is really hard."

"High-performing companies set up a great enablement program, not just for your ics, but especially for leader enablement."

"Great leaders today are the best coaches."

"The best leaders today are the ones that can connect technical capabilities to business outcomes."