Onboarding & Development

Effective onboarding and continuous development are how we build a high-performing, collaborative team. This page outlines how new team members get up to speed and how ongoing growth is supported across the Commercial Organization.

Onboarding structure

  • Pre-start access — accounts and tooling provisioned before day one.
  • Day 1 orientation — welcome with the VP of Sales; overview of mission, team structure, and expectations.
  • Week 1 goals:
    • Review the company handbook and department pages.
    • Complete HubSpot CRM training and a workflow walk-through.
    • Shadow discovery, demo, or onboarding calls as applicable.
    • Get introduced to key product resources and customer stories.

Role-specific tracks

Each role has a tailored onboarding plan covering systems training, role-play sessions, use-case deep dives, and territory or account alignment. Tracks are maintained and assigned with Sales leadership and the relevant team leads.

Enablement resources

  • Sales playbooks for discovery and qualification.
  • Sales and Success SOPs for key workflows.
  • Call library (Fathom) with tagged recordings for common objections, use cases, and demo flows.
  • The customer journey framework to align activities by stage.

Ongoing development

  • Regular enablement sessions led by the VP of Sales, Product, or Solution Engineering.
  • Case-study reviews and win/loss retrospectives.
  • Optional certifications and an external training budget.
  • Peer shadowing and mentoring.

Performance feedback & growth

  • 1:1s with your manager to review performance, challenges, and development goals.
  • Quarterly feedback cycles.
  • Clear growth paths across functions — AE → Strategic AE, SE → Architect, CSM → Account Manager, and more.

New to the team? Start with the Commercial Organization overview and the Working Norms.