Dave Justice knows a lot about crisis leadership. Over his almost 21 years in sales, he’s successfully navigated through the dotcom and housing bubble crashes — and now, the COVID-19 pandemic. 

After 18 consecutive years working in various sales roles at Cisco, Dave became Executive Vice President of North America Enterprise Sales at Salesforce before transitioning in 2020 to his current role as Chief Revenue Officer at PagerDuty, a company that produces an incident response platform for IT departments.

On this episode of Go to Market Grit, Joubin and Dave talk about the leadership lessons Dave learned while working through crises, the opportunities and challenges for PagerDuty’s go-to-market operation, and how to successfully transition into a company as a new leader.

In this episode, we cover:

• Dave's sales career before joining PagerDuty. (3:27)
• 'The platform for real-time work': What is PagerDuty? (12:09)
• Market opportunity and happy customers: Why Dave left Salesforce for PagerDuty. (14:44)
• The importance for leaders to rally an organization around a shared vision. (18:36)
• Go-to-market challenges: Learning how to articulate a product's business value to the customer. (22:17)
• Go-to-market opportunities: The 'virality' of PagerDuty's business model. (28:00)
• The value of listening to employees and customers before making decisions as a new leader in a company. (34:05)
• Why Dave believes leaders must own their own personal development and career. (37:28)
• Communication and empathy: How to successfully lead through a crisis. (40:05)
• How Dave defines grit. (48:45)

Links:

• Connect with Dave Justice
  • Twitter
  • LinkedIn
• Connect with Joubin
  • Twitter
  • LinkedIn
  • Email: [email protected]
• Learn more about Kleiner Perkins