20Sales: Scaling Snowflake from $0-$3BN in ARR | Snowflake vs Databricks: My Biggest Lessons | Why Customer Success is BS and What Replaces It with Chris Chris Degnan

Chris Degnan is the former Chief Revenue Officer at Snowflake, where he was instrumental in scaling the company from less than $1M in ARR to over $3B in annual revenue. He joined as the first sales hires and built Snowflake’s go-to-market engine from scratch, growing the team from to more than 6,000 globally. Under his leadership, Snowflake became one of the fastest-growing enterprise software companies in history, achieving a record-breaking IPO in 2020.

In Today's Episode We Discuss:

04:34 How to Build a Sales Team from Scratch

07:49 How to Hire and Evaluate Sales Leaders

15:23 Four Big Lessons Scaling Snowflake to $3BN ARR

31:30 Comparing Snowflake and Databricks: What Databricks Did Better?

35:26 How to Manage Sales Team Morale in Competitive Markets

3:53 Why Customer Success is BS and What To Do With It

48:31 How Every Sales Leader Needs to Change in An AI World

49:37 Biggest Reflections on Sales Leadership

54:38 Quick Fire Questions and Final Thoughts