00:06:58 · Guillaume Moubeche, Reggie Marable
[00:06:58] S1: So in the day to day, like, what's for you like an inspirational leader? Like, what are the the specific things that you can, I don't know, like, start doing to become an Inspire leader? It's a [00:07:12] S0: good question. It's it's gotta come from within. So the first thing is the way I approach leadership, my mentality is, you know, servant leadership. And I I love this quote from doctor Martin Luther King Jr. Life's most persistent and urgent question is what are you doing for others? So putting people first and then also, always trying to figure out connect to people's why. Like, why do they wake up every day? What's motivating them? What's inspiring them? And then it's my responsibility to create a very safe, transparent environment where people can bring their authentic selves to work. And then if I'm connected to their why and I'm leading from the front, I'm getting my hands dirty and I believe this, I would never ask someone to do something I wouldn't do myself. I've carried a bag. I've been a first line leader, a second line leader. I've done pretty much all the roles to be successful in a go to market operation. So I'm willing to lead from the front. I'm willing to work my ass off, work incredibly hard, set the example, get my hands dirty. And, I think if you do all of those things, people get inspired by you. And I and I always go back to this Brian Tracy quote, be the kind of leader that people would follow you regardless if you had a title or a position. And that's kind of how I think about, like, inspirational leadership.
00:07:12 · Reggie Marable, Guillaume Moubeche
[00:07:12] S0: good question. It's it's gotta come from within. So the first thing is the way I approach leadership, my mentality is, you know, servant leadership. And I I love this quote from doctor Martin Luther King Jr. Life's most persistent and urgent question is what are you doing for others? So putting people first and then also, always trying to figure out connect to people's why. Like, why do they wake up every day? What's motivating them? What's inspiring them? And then it's my responsibility to create a very safe, transparent environment where people can bring their authentic selves to work. And then if I'm connected to their why and I'm leading from the front, I'm getting my hands dirty and I believe this, I would never ask someone to do something I wouldn't do myself. I've carried a bag. I've been a first line leader, a second line leader. I've done pretty much all the roles to be successful in a go to market operation. So I'm willing to lead from the front. I'm willing to work my ass off, work incredibly hard, set the example, get my hands dirty. And, I think if you do all of those things, people get inspired by you. And I and I always go back to this Brian Tracy quote, be the kind of leader that people would follow you regardless if you had a title or a position. And that's kind of how I think about, like, inspirational leadership. [00:08:28] S1: I love this. And what are the things that you've done that you feel have inspired, like, most
00:08:28 · Guillaume Moubeche, Reggie Marable
[00:08:28] S1: I love this. And what are the things that you've done that you feel have inspired, like, most [00:08:35] S0: people? Well, I've been able to have this thing called followership throughout my career. So I've treat people with respect. I'm responsive, I'm available, like I'm supportive, I'm proactive, like I have high standards and I challenge people. So when I've moved to different companies or different roles, a lot of people will follow me because they believe in my leadership. So I've been able to build followership throughout my career, and many of the incredible sellers and sales leaders at Sierra are people that I worked with at previous companies, and I'll shout two of them out. Mandy St. Leger and Kylie Maddox, I call them the big sisters, two of our incredible senior leaders. I've worked with them in previous companies, So I was able to create followership where they believed and trusted in me, and [00:09:26] S1: they and they joined me at Sierra. So so hopefully that answers your question, g. Yeah. Definitely. And, I mean, you were, like, number 23, I think, at at Sierra. That's a that's a good number for for MVP. [00:09:40] S0: Yeah. Michael Jordan, man. [00:09:41] S1: Yeah. Of course. The one and only, the one true GOAT. And, basically, like, when when you join and, you know, it's it's the early days, it's a bit different versus what you've seen, you know, at at Slack and at Salesforce. So how how did it go, you know, in the first days?
00:09:41 · Guillaume Moubeche, Reggie Marable
[00:09:41] S1: Yeah. Of course. The one and only, the one true GOAT. And, basically, like, when when you join and, you know, it's it's the early days, it's a bit different versus what you've seen, you know, at at Slack and at Salesforce. So how how did it go, you know, in the first days? [00:10:02] S0: It's a lot of fun, but a lot of work. And this is the hardest I've ever worked in my entire career, but this is the most fun I had. But when I started, like, I was the head of sales, but there was no sales team. The sales team was me, Bret Taylor, Clay Bavor, Elliot Greenwald, Logan Randolph, Natasha, like our leadership team, we were the sales team. So when I first got there, I pretty much did everything. I was an AE, I was an SE, I was a BDR, I was an SDR, I was an office manager. I was putting dishes in the dishwasher. I remember one point, we had one, EA, Ali, who's incredible. She went on vacation and I was Bret and Clay's EA for a week because we were getting so many meetings, I couldn't afford the meeting flow to stop down. So it's a really cool place where you're... You wear multiple hats, you have an ownership mindset, and you have to have a very, very low ego. And it's like a mentality, see a problem, fix a problem. You know, you... If you have an idea, like, let's collaborate and make that into reality. But it's wearing multiple hats, it's having very, very low ego, but it's also, like, working a ton of hours to get something up and running.
00:10:02 · Reggie Marable, Guillaume Moubeche
[00:10:02] S0: It's a lot of fun, but a lot of work. And this is the hardest I've ever worked in my entire career, but this is the most fun I had. But when I started, like, I was the head of sales, but there was no sales team. The sales team was me, Bret Taylor, Clay Bavor, Elliot Greenwald, Logan Randolph, Natasha, like our leadership team, we were the sales team. So when I first got there, I pretty much did everything. I was an AE, I was an SE, I was a BDR, I was an SDR, I was an office manager. I was putting dishes in the dishwasher. I remember one point, we had one, EA, Ali, who's incredible. She went on vacation and I was Bret and Clay's EA for a week because we were getting so many meetings, I couldn't afford the meeting flow to stop down. So it's a really cool place where you're... You wear multiple hats, you have an ownership mindset, and you have to have a very, very low ego. And it's like a mentality, see a problem, fix a problem. You know, you... If you have an idea, like, let's collaborate and make that into reality. But it's wearing multiple hats, it's having very, very low ego, but it's also, like, working a ton of hours to get something up and running. [00:11:08] S1: Yeah. I... I'm I'm sure it was it was hard work. And if if you had to to pit Sierra, you know, to a a five year old, like, how would you do it?
00:11:08 · Guillaume Moubeche, Reggie Marable
[00:11:08] S1: Yeah. I... I'm I'm sure it was it was hard work. And if if you had to to pit Sierra, you know, to a a five year old, like, how would you do it? [00:11:19] S0: Sierra, absolutely. So... And I do this all the time because I I have, you know, nieces and nephews. But Sierra, we make very sophisticated AI agents that represent a company's brand, and we're integrated in all parts of the experience. And it's our responsibility to build deep relationships with our customers and their customers and help them be able to interact with the brand and take care of their business twenty four seven on the on their own terms. That's what we do. And we're able to do that, at a high clip where we're handling the majority of all inbound, customer interactions are being handled by our agents. And we're creating a really, really, incredible experience. We have very high CSAT scores, high resolution rates. We're able to handle really complex things. But that's what we do. We're the front door of the customer experience, and we help you as a consumer take care of your business 20 fourseven in a consistent, beautiful way. [00:12:11] S1: Love it. And what... What's changing versus, like, software when it comes to the business model? Usually, people per per... Pay per seat. So here, it's... How exactly does it change?