The document discusses strategies for running an enterprise sales playbook, including land and expand tactics, hiring for growth, account based planning, and territory development. It emphasizes the importance of both top-down and bottom-up selling approaches, as well as recruiting, retention, territory planning, account planning with tiered reps, and aligning vision and values across the organization. The overall message is that success requires an integrated approach addressing the full sales lifecycle from multiple angles.

1. Running the Enterprise Playbook
Land and Expand & More
Sarah Lash
Head of Enterprise
Envoy
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

2. Tripled AE team from 5 to
17 with just two managers
in six months
Metrics that Matter
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

3. Land & Expand
● Multiple Departments
● Multiple Locations
● De-Centralized Procurement
● Transactional Business Engines
It’s And Not Or
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
Discover & Descend
● C-Level Engagements
● Value Partnerships
● Cross Departmental Selling
● Centralized Purchasing
● Annual + Sales Cycles

4. ● Current Needs
○ Backfilling with Success
○ Pipelining Candidates
● Mid Term Needs
○ Risk Tolerance
○ Retention Programs
● Future Needs
○ Recruiting above current
talent needs
Hiring for Growth
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

5. ● Cross Departmental Participation & Commitment
● Develop a Process that works for the team
● Accountability to Review
Account Based Planning
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

6. ● Measure, Balance & Manage
○ What is your Ideal Customer Profile?
○ How are you measuring this for Territory Development?
○ How do you balance this across territories?
○ How often will you re-evaluate for change?
● Communicate Clear Rules of Engagement
○ Over-communicate to the team
○ Cross team resolution of issues
○ Utilize leadership/ops for final decision making - only when necessary
● Geographic vs. Named Account
○ Multiple tiers of reps
○ Goal to focus reps time & sales energy
Territory Development
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

7. Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

8. The Enterprise Playbook Quick Refresh
1. It’s top down and bottoms up selling - not one or the other!
2. Recruiting and Retention - Coaching & Development
3. Territory Planning, Account Planning & Tiered Reps
4. Vision & Values Drive it All Together
My Top Takeaways
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

9. THANK YOU
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.