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  • February 2020
  • Case
  • HBS Case Collection

Drift: The First Sales Hire

By: Mark Roberge
  • Format:Print
  • | Language:English
  • | Pages:16
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Abstract

David Cancel and Elias Torres, the co-founders of Drift, scaled their business to thousands of users and hundreds of thousands in revenue. However, they were falling short of the annual revenue target they communicated to the board of directors. Having scaled the business to date with a team of largely product and engineering resources, they contemplated bringing on their first sales hire. Within one week of announcing the plan for the hire, three promising candidates surfaced. Was it time for the team to bring on a salesperson and, if so, which candidate was ideal?

Keywords

Entrepreneurship; Growth Management; Salesforce Management; Selection and Staffing

Citation

Roberge, Mark. "Drift: The First Sales Hire." Harvard Business School Case 820-103, February 2020.

About The Author

Mark N. Roberge

Entrepreneurial Management
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