Ben Braverman, Chief Business Officer of Hadrian and former CRO of Flexport, shares how he grew Flexport to an $8 billion valuation.

Flexport is a freight forwarder. They help book, track, and deliver freight shipments. So not only did Flexport’s sales team have to cope with the usual challenges of growing a SaaS company, they also had to handle the real-world logistical challenges that come from working with factories, customs agencies, and 747s. Alex and Ben became friends when Flexport invested in our company: Dock.

In this episode, Alex and Ben talk about:

• The importance of solving complete problems for your customers
• Why Flexport started with the long tail of SMB customers
• Why Ben scaled the sales team slowly
• What makes a great SMB vs. mid-market vs. key accounts sales rep
• Flexport’s selling squads
• How they ramped up new sellers
• The double-edged sword of succeeding as a first-time revenue leader
• His new role at Hadrian, the future of space manufacturing, and “space lasers”
• He’s also our first-ever guest to call in from a pickup truck in Wyoming.