I've spent my whole career in sales, at every kind of company, from scrappy startup to enterprise, from great cultures to genuinely awful ones. One problem stumped all of them equally: how do you scale a sales team from the inside? How do you keep everyone chasing the same company goal while each person still feels like they're building their own career?
The problem was never that goals changed
At a lot of companies, the move is what people call "moving the goalpost." You hit quota? Great. Next month it's 120 percent. Then 150. Your best month becomes the floor you have to clear forever, and then beat, over and over. I've watched the number climb so fast that clearing it almost guaranteed you'd "miss" the following month.
Here's the thing though. The problem was never that the goal changed. Goals should change. The problem was that it changed arbitrarily, to wring more out of you, with no connection to whether the business could actually support it. That's what burns people out. It's demotivating, it breeds resentment, and eventually complacency. I've lived it. It's brutal.
Our product keeps evolving
At Rundoo the software gets better every week. When I started a little over a year ago, we hadn't even launched our AI features. Today around 85 percent of our clients use them every day.
When a product matures that fast, what a sales team can realistically do changes with it. A demo lands differently when the product does more. The conversations get easier as we find our market. So yes, the bar moves. But it moves because the business genuinely changed underneath it, not because someone decided to make your life harder.
So our careers evolve with it
We don't ratchet quotas month to month to squeeze out more. When goals rise, they rise thoughtfully, tied to where the company actually is, its stage, its product, its momentum, and you'll understand exactly why before they do.
You'll also have a real path. Intern to full-time. SDR on inside sales to AE on outside sales. Our Rundoo U program and the playbooks our leadership team has built are there to move you from point A to point B as the product grows, so your career compounds at the same rate the company does.
The north star is the same whether you're the newest hire or a co-founder: keep getting better, keep serving our clients better. The goals will evolve, because the company will. They'll just always make sense.
