Building a Repeatable Sales Process: Lesley Young, SVP Sales, Box

December 15, 2015
Authors:
Related Companies:

Box

Box is a cloud-based enterprise content collaboration platform for people and businesses to share their documents from anywhere and from any device.  Box went public in January 2015 (NYSE: BOX).

Investment Date: 
2011
Exit Year: 
2017
Geography: 
Read More
Related Strategies:


@LesleyYoungster

Lesley Young, SVP of sales at Box, took the stage at the Cloud CEO Summit to share insights into how to succeed building a sales process with a disruptive company and founder. In the context of creating a repeatable sales process (the dream for every CEO), Leslie talked at length about how she, Aaron Levie, and the team at Box, are working together to disrupt, execute, sell and repeat.

A few key lessons include:

  • Ignore negative press and believe in the vision.
  • Be clear about where you are going – focus on ROI and growth balanced with customer lifetime value.
  • Experiment, test, repeat and build out a plan to scale.

Lesley also shared success stories from Box to bring it all to life. For more, check out the full session here.

About Lesley Young

Lesley is SVP and GM of Commercial Sales and Sales Operations at Box. Her responsibilities include leading the strategy and execution for the SMB and Mid-Market sales segments, the Renewals sales team, and the Sales Operations team as well as driving demand strategy and pipeline development efforts. Lesley has 15+ years of experience in high growth pre and post IPO in venture-backed startups. She is a sales leader with proven experience building and scaling commercial sales and sales operations teams. Lesley has held senior executive roles at Huddle, MySQL, TeaLeaf, Informatica, and Remedy Corporation. At MySQL, Lesley was Vice President of Worldwide Corporate Sales and at Informatica, Lesley was Senior Vice President Worldwide Corporate Sales and Sales Operations. While at Informatica, Lesley lead the development and execution of Informatica’s Mid-size Enterprise Sales team which included partnering with IBM to deliver a complete packaged solution called “Informatica and IBM Dashboard Engine Appliance” (IIDEA), a hardware and software bundle for mid-size businesses. Lesley has a B.A. in History from UCLA.

Cloud CEO Summit Leslie Young