Sahil Mansuri
CEO and co-founder of Bravado, the largest online community for B2B tech salespeople (300,000 members, including roughly 50,000 VPs of Sales and CROs). Previously VP of Sales and CRO roles at multiple companies; spent seven years at Glassdoor, where he personally closed approximately 60 of Glassdoor’s eventual 100 Fortune 500 customers. Started his first sales role in September 2008 — the month Lehman Brothers failed.
Mansuri’s credibility is grounded in lived experience: he broke Meltwater’s all-time individual sales record in 2009, at the bottom of the financial crisis, while carrying quota as an individual contributor.
Key positions
- Planning with limited visibility should produce a conservative floor with milestone-based unlocks, not a fixed annual number — avoiding the boom-bust cycle that destroys morale.
- In a downturn, retention of existing customers outperforms new logo acquisition on almost every efficiency metric.
- Carry-over quota debt destroys the morale of the best reps fastest; reset quotas fairly to market conditions.
- The Q3 2022 benchmark: 63% of reps missed quota; 76% of companies missed their quarterly target.