Main Drumroll: We’re excited to welcome Jim Smittkamp as our Chief Income Officer as we embark on the following part of our progress journey!
Jim joins us from Fivetran, certainly one of our esteemed companions, the place he was their Chief Income Officer and notably helped scale the corporate’s ARR from $5 million to $250 million. His profound affect at Fivetran underscores his distinctive functionality to drive substantial income progress and foster vital strategic partnerships.
However that’s not what makes Jim particular.
And on this weblog put up, we wish to share with you what does. As founders, this may need been one of the vital troublesome searches we’ve ever carried out. After we started our seek for a Chief Income Officer, we had been conscious about the heavy weight of duty that got here with the function.
At Atlan, we have now been extremely lucky to construct a product that individuals love (and wish). We achieved practically 3X progress in 2023, exiting the yr as one of many few corporations to speed up progress regardless of a difficult macroeconomic local weather. Our aggressive win price stands at 75%—a testomony to our product’s worth, as three out of each 4 information leaders select Atlan when in comparison with opponents. To not point out that, 85% of our prospects strive Atlan earlier than they purchase.
The previous Chief Income Officer of ServiceNow, Dave Schneider, as soon as mentioned to me,
When you may have lightning in a bottle and buyer traction such as you do—it’s your obligation to take your software program to each single potential potential buyer, in order that they make the precise shopping for choice.”
This recommendation crystallized the significance of discovering a pacesetter who may assist us fulfill our obligation to information groups around the globe.
“Obligation” is an evocative phrase at Atlan, one we maintain with the utmost seriousness. In our seek for a Chief Income Officer, it was essential to discover a chief who not solely resonated with however would additionally protect the distinctive DNA that defines Atlan. Beginning out as a knowledge workforce ourselves, we penned a manifesto even earlier than promoting our first product. This manifesto wasn’t simply phrases—it was a dedication to be the sort of associate we ourselves had wanted throughout our early days as a knowledge workforce.
This dedication has formed each side of our operations—we stayed in stealth for much longer than most corporations do, until we had been positive that we had the precise product — one which drives real adoption in information groups. We’ve got a bigger buyer expertise workforce than a gross sales workforce, which is nearly remarkable in SaaS corporations. We consider our job as serving to prospects achieve success with their program, not simply promote them software program — resulting in the launch of Atlan College, Atlan Group and even management applications just like the DataOps Leaders program.
Our method to measuring success goes past standard metrics and we monitor natural “love moments” on our #wall-of-love on Slack. And these core beliefs: do what’s proper in your prospects, and they’re going to show you how to construct an excellent enterprise, are coming true.
After we surveyed our prospects final yr to find what really units us aside, the response was unanimous and clear: “Companion, not vendor.” Over 90% of our prospects come to Atlan inbound (sure, they discover us and wish to purchase Atlan).
Not Only a Chief, however a Steward of Tradition
All through our intensive search, I personally spoke with over 30 income leaders, every with a powerful background. Nevertheless, from our very first dialog, Jim stood out distinctly.
Why? As a result of Jim is greater than a gross sales chief; he’s a seasoned enterprise chief and a real firm builder. Sure, he belongs to that elite cadre of income leaders who haven’t solely demonstrated world-class operational rigor but in addition led income organizations via varied go-to-market phases—from scaling groups in early levels to main advanced partnership motions in mature enterprises, as evidenced by his impactful tenures at Fivetran and Gigya (acquired by SAP) — throughout quite a lot of enterprise fashions, from PLG to enterprise gross sales — and consumption based mostly pricing to SaaS subscriptions.
However what really units Jim aside is his extraordinary emotional intelligence. He has cultivated a novel gross sales tradition that’s based on belief and empathy. Throughout our reference checks, the accolades had been overwhelming.
Have your again kind management.”
I’d go work for him once more in a heartbeat.”
This suggestions got here not simply from his direct experiences, but in addition from account executives and front-line managers.
Furthermore, Jim extends his affect past simply main income groups; he builds corporations. His direct experiences shared insights into his management model, a testomony to his capability to foster belief and progress inside his groups
He offers us studying assignments earlier than our offsites.”
Jim has a ebook advice for every thing.”
And most significantly, Jim champions a first-principles method and he’s prepared to vary his thoughts when he’s incorrect. At Atlan, certainly one of our core values is “Drawback first, resolution second.” This philosophy compels us to totally perceive the challenges earlier than proposing options, setting apart trade norms and previous biases. This rigorous give attention to the issue can lead us to overtake our product roadmap and even problem our prospects’ views in the event that they aren’t addressing the core points successfully.
Simply final month, Bryan and Andrew from our workforce suggested a potential shopper, who had accomplished a proof of worth with us and was able to buy, to carry off on shopping for Atlan. They identified that the shopper's customers didn’t face vital sufficient challenges to warrant our resolution at the moment. The speedy consequence was a loss in income, however the long-term end result was much more priceless. This shopper now trusts us implicitly, realizing that our dedication is firstly to their success, not simply to our backside line. And sometime, they may develop into a life-long buyer.
We would have liked a pacesetter who’d protect that tradition. Jim is exactly that chief.
The “A-ha Second”
I nonetheless bear in mind the second when all of it clicked for me—that Jim was really meant to be at Atlan. It was March twelfth, throughout a buyer dinner on the Gartner Summit, and it was removed from unusual. At one desk, a gaggle of information fanatics had been participating in a spirited “information brawl,” laughing loudly as they debated the definition of “buyer.” Amidst this, a CIO I had by no means met earlier than pulled me apart.
We typically keep away from vendor occasions and dinners, however you aren’t only a vendor to us; you’re a associate. Your workforce is outstanding, and we are going to go wherever to help you.”
One other chief took apart my cofounder, Varun, and me, expressing his concern,
I’m actually paranoid that you’re going to screw this up. What you’re constructing is really particular. Don’t screw it up.”
As I regarded across the room, taking within the passionate debates and the sense of group amongst these leaders, I felt a profound sense of belonging. This “particular” factor we had constructed felt like house. In that second, I used to be sure—Jim would match completely into this image.
Welcome house, Jim! Let’s construct the house that information groups deserve.
