Main Drumroll: We’re excited to welcome Jim Smittkamp as our Chief Income Officer as we embark on the following section of our development 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 development and foster vital 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 might need been probably the most troublesome searches we’ve ever carried out. Once we started our seek for a Chief Income Officer, we have been aware of the heavy weight of accountability that got here with the position.
At Atlan, we now have been extremely lucky to construct a product that folks love (and wish). We achieved almost 3X development in 2023, exiting the 12 months as one of many few firms to speed up development 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 rivals. To not point out that, 85% of our prospects attempt Atlan earlier than they purchase.
The previous Chief Income Officer of ServiceNow, Dave Schneider, as soon as stated to me,
When you will 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 choice.”
This recommendation crystallized the significance of discovering a frontrunner who may assist us fulfill our obligation to information groups world wide.
“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 staff 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 staff.
This dedication has formed each side of our operations—we stayed in stealth for much longer than most firms do, until we have been positive that we had the fitting product — one which drives real adoption in information groups. We have now a bigger buyer expertise staff than a gross sales staff, which is nearly unprecedented in SaaS firms. 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 Neighborhood and even management applications just like the DataOps Leaders program.
Our method to measuring success goes past typical metrics and we monitor natural “love moments” on our #wall-of-love on Slack. And these core beliefs: do what’s proper on your prospects, and they’re going to enable you construct a terrific enterprise, are coming true.
Once we surveyed our prospects final 12 months to find what really units us aside, the response was unanimous and clear: “Accomplice, 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 in depth search, I personally spoke with over 30 income leaders, every with a formidable background. Nonetheless, 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 additionally led income organizations by way 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 primarily based 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 have been overwhelming.
Have your again sort management.”
I might go work for him once more in a heartbeat.”
This suggestions got here not simply from his direct reviews, but additionally from account executives and front-line managers.
Furthermore, Jim extends his affect past simply main income groups; he builds firms. His direct reviews shared insights into his management type, a testomony to his capability to foster belief and development inside his groups
He provides us studying assignments earlier than our offsites.”
Jim has a e-book advice for every thing.”
And most significantly, Jim champions a first-principles method and he’s prepared to vary his thoughts when he’s improper. 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 deal with 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 staff suggested a potential consumer, 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 consumer's customers didn’t face vital sufficient challenges to warrant our resolution at the moment. The rapid consequence was a loss in income, however the long-term final result was way more invaluable. This consumer now trusts us implicitly, realizing that our dedication is initially to their success, not simply to our backside line. And sometime, they are going to turn 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 extraordinary. At one desk, a gaggle of knowledge fans have 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 staff is phenomenal, 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 actually particular. Don’t screw it up.”
As I seemed 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.
