Matt Weirich

So now we're at six.

I used to be one third of our sales team.

So it feels good to have a sales team beyond myself.

What did you set?

There's always a tricky question for SaaS founders.

What did you set the quota for your first sales hire that wasn't you, the founder?

So her first quarter, we were very flexible on it.

We set goals, but not necessarily a quota.

We wanted to see what she could do.

Stepping in, we transitioned some of our accounts over to her so that she could farm and work on growth of those enterprise accounts.

And then from there, we really based it off of...

realistic activity levels and what we think they could produce on a quarter over quarter basis.

We, so far, all the reps that have joined the company, we've handed them a book of existing enterprise clients to grow that business.

And so we're trying to set them up for good, quick win success, getting their feet wet.

And so we've really settled of a goal quota of around 180 properties per quarter, give or take.

What does that mean in terms of the new ARR per quarter per rep?

Per rep, so if they're adding 180 properties, rough math, we could expect them to do about 600,000 ARR?

A quarter.

Yeah, that's aggressive.

So you basically have a quota target of 2.4 million of new ARR per rep per year.