Hilary Headlee
Executive Vice President, Sales + Customer Success, Insight Partners
🍏 I have loved earning 20+ years of GTM operating experience in B2B + B2C SaaS companies. Those years were spent with deep collaboration across Product, Marketing, Sales, Finance, and IT to support 5 exits including successful IPOs for high growth companies like Zoom (ZM) and Alteryx (AYX), with M+A support for Mindbody (PE), Lynda.com (now LinkedIn Learning), and Iconoculture (now Gartner).
🔵 Connecting the business critical dots from "those who build the product" to "those who sell the product" came in day-to-day leadership roles over GTM Operations, Enablement, and Customer Success teams - to ensure customers had what they needed - by sales and support teams being ramped and ready. My focus has been a global one across NA, EMEA, APAC, and LATAM teams, across selling motions from SMB to Enterprise, and from stages of growth ranging from $10M to $4B in revenue.
🌍 Successful exits were achieved by tying together 4 key areas: the strategies, people, insights, and programs that delivered impactful revenue results across distribution engines like Direct, Channel, and E-Commerce. This would then be layered across key growth levers like new products, new pricing, new markets, and new segments while always optimizing inbound, outbound, PLG, and ABX programs.
🧩 Two philosophies remain true in operating and advising ... First: make the number, do it with as many reps as possible, and forecast it accurately. Second: make it easy for your customers by making it easy for your selling and support teams. The "what" here is easy, the "how" is hard - and that's the GTM puzzle at every company.
☕ Every morning I pour myself a Dolly Parton size "cup of ambition," by drinking coffee and focusing on what matters most to me professionally: helping others achieve their goals.
