Michael Schirrmacher, the current RVP New Business at Zuora, has spent his career building and scaling for US tech companies. This is a Best Bits episode covering the single biggest mistake US companies make when landing in EMEA: hiring one AE to break open an entire continent.
This is a Best Bits episode covering the single biggest mistake US companies make when landing in EMEA: hiring one AE to break open an entire continent.
We discuss:
1. Why hiring a single salesperson to open a region is sink or swim, and why Michael advises avoiding it at all costs
2. What it actually feels like to be the first hire, sat in a home office 5,000 miles from every colleague
3. The Bloomreach story: an AE 18 months in, genuinely good, and still set up to fail
4. Why dialling a solution consultant in from the States tells your customers you are not serious about their region
5. Why hiring a leader first works better, and why that leader should be a VP or GM rather than a manager
6. Why the head of Europe and the head of the East Coast are called peers but do completely different jobs
7. Why you cannot scale a region from a base of individual contributors each running their own operating system
Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/
Where to find Michael Schirrmacher:
LinkedIn: https://www.linkedin.com/in/michaelschirrmacher/
Where to find Rich:
LinkedIn: https://www.linkedin.com/in/richwash/
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