Ketryx is saving and improving lives by making medical software safe and reliable.
In our recent ‘Hiring Unlocked‘ Event, Mary Brook Delano, Chief Business Officer shares:
- Details on the Sales team
- Size of the team and growth
- What a typical day might look like
- Sales positions they are currently hiring for!
- Who would be a good fit on the sales team
Video Transcript
So we’ve got right now about 20 professionals that sit across this team. That looks like 10 AEs, we’ve got about five BDRs, and about five Solutions Engineers as well too. Looking to grow that team also. So if anyone’s listening to this and wants to give us a shout, please do. It’s an incredible team to work with.
Our team is segmented by market size, generally what you would think of. We think about:
- Growth
- Mid-Market
- What we affectionately call “Megaprize,” which is a combination of our Mega Cap and Enterprise customers.
As far as day-to-day and what that looks like for our sales team, it looks different across those segments. If you are thinking of kind of moving fast within the Growth and Mid-Market segment for implementation and some of the more like greenfield type approaches to for how we solution those customers, there on the phone probably 15 to 20 customers or prospects any given week talking about how Ketryx can help them.
If you think about our Enterprise segment, that looks a little bit different. These are more tailored, bespoke, highly consultative type sales motions and sales cycles where we really work in more of a kind of like pseudo pod structure. It’s one-to-one-to-one with a BDR, an SE, and an AE, thinking about how we how we implement those too. And really everybody has the same goal: listening to the prospects and customers, thinking about how Ketryx would work best for them. Is that just a quick AI lift and the AI agents and assistants working with them, or is that a full implementation across their ALM components too?
We’ve got about 20 people that are really focused on that internally, hiring across all the roles on my team. So that looks like:
- All AEs (meaning if you’re Growth, Mid-Market, or have more Enterprise experience)
- Solutions Engineers and Senior Solutions Engineers
- BDRs
I think what’s really interesting and exciting about that hopefully to this group or to anyone who’s listening afterwards is that the experience level across all those roles varies drastically.
Maybe you’re a fresh college grad and you’re just looking to get into the Boston tech scene, you’re looking for an AI-first company, or you’re looking to dip your toes in healthcare. That’s a great place for a BDR to start, and we’d love to have you there as well.
Maybe you’ve been in a SaaS company in Boston for a little bit, but you’re looking to get into healthcare. So you’re familiar with the sales cycles of tech companies and selling SaaS, but you’re interested in life sciences or interested in this AI component too and want to get into an AI-first company. That’s a great place for AEs to think about and to come talk to us too.
We covered it a little bit on the Solutions Engineering side, but maybe you have a software engineering background, but you’re looking to be a little bit more commercial facing. You want to have some fun on the sales side or the commercial lens component of the business too. We’d love to talk to you on the Solutions Engineering team.
And then I think just in general profile that we look for for candidates, we talked about it a little bit, but:
- Intellectual curiosity: Do you lean in and are you interested in constant learning both in our industry, our product, and from our customers also?
- Are you creative? Can you think about different ways to solve problems and solutions as well?
- And number one is: How are you prioritizing your day, your week, your month? Are you moving on what matters for you? Are you moving on what matters for Ketryx? But most importantly, are you moving on what matters for our customers too?
