Main Drumroll: We’re excited to welcome Jim Smittkamp as our Chief Income Officer as we embark on the subsequent section of our progress journey!
Jim joins us from Fivetran, one among 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 impression at Fivetran underscores his distinctive functionality to drive substantial income progress and foster important strategic partnerships.
However that’s not what makes Jim particular.
And on this weblog submit, we wish to share with you what does. As founders, this may need been some of the tough searches we’ve ever carried out. Once we started our seek for a Chief Income Officer, we had been conscious about the heavy weight of duty that got here with the position.
At Atlan, we’ve got been extremely lucky to construct a product that individuals love (and wish). We achieved almost 3X progress in 2023, exiting the 12 months as one of many few corporations to speed up progress regardless of a difficult macroeconomic local weather. Our aggressive win fee stands at 75%—a testomony to our product’s worth, as three out of each 4 knowledge leaders select Atlan when in comparison with opponents. To not point out that, 85% of our clients attempt Atlan earlier than they purchase.
The previous Chief Income Officer of ServiceNow, Dave Schneider, as soon as stated to me,
When you could 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, so that they make the fitting shopping for determination.”
This recommendation crystallized the significance of discovering a frontrunner who might assist us fulfill our obligation to knowledge groups world wide.
“Responsibility” 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 an information crew 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 type of accomplice we ourselves had wanted throughout our early days as an information crew.
This dedication has formed each side of our operations—we stayed in stealth for a lot longer than most corporations do, until we had been certain that we had the fitting product — one which drives real adoption in knowledge groups. We’ve a bigger buyer expertise crew than a gross sales crew, which is just about unprecedented in SaaS corporations. We consider our job as serving to clients achieve success with their program, not simply promote them software program — resulting in the launch of Atlan College, Atlan Neighborhood 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 to your clients, and they’re going to provide help to construct a fantastic enterprise, are coming true.
Once we surveyed our clients final 12 months to find what really units us aside, the response was unanimous and clear: “Associate, not vendor.” Over 90% of our clients 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 in depth 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 by means of varied go-to-market phases—from scaling groups in early phases to main advanced partnership motions in mature enterprises, as evidenced by his impactful tenures at Fivetran and Gigya (acquired by SAP) — throughout a wide range 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 sort 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 type, a testomony to his capability to foster belief and progress inside his groups
He provides us studying assignments earlier than our offsites.”
Jim has a e book suggestion for every thing.”
And most significantly, Jim champions a first-principles method and he’s prepared to vary his thoughts when he’s fallacious. At Atlan, one among our core values is “Downside first, resolution second.” This philosophy compels us to totally perceive the challenges earlier than proposing options, setting apart business norms and previous biases. This rigorous give attention to the issue can lead us to overtake our product roadmap and even problem our clients’ views in the event that they aren’t addressing the core points successfully.
Simply final month, Bryan and Andrew from our crew 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 important sufficient challenges to warrant our resolution at the moment. The instant consequence was a loss in income, however the long-term final result was much more helpful. This shopper now trusts us implicitly, understanding that our dedication is before everything to their success, not simply to our backside line. And sometime, they may change into a life-long buyer.
We wanted a frontrunner who’d protect that tradition. Jim is exactly that chief.
The “A-ha Second”
I nonetheless keep 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 bizarre. At one desk, a gaggle of knowledge lovers had been partaking in a spirited “knowledge 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 accomplice. Your crew is outstanding, and we are going to go anyplace to assist 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 residence. In that second, I used to be sure—Jim would match completely into this image.
Welcome residence, Jim! Let’s construct the house that knowledge groups deserve.