Jay Johnston

Where sellers get hired ⚡

[Jay Johnston @jayb4johnston]

That look when the recruiter leads with OTE, quota and ramp instead of buzzwords.

[Jay Johnston @jayb4johnston]

When “Quick Apply” turns into Workday asking you to manually enter every quota number since 2015.

[Jay Johnston @jayb4johnston]

Answering “Tell me about yourself” with a full demo and 12 acronyms while the interviewer just wants a two-sentence intro.

[Jay Johnston @jayb4johnston]

Me in the interview when they whisper “uncapped commission” and I quietly model base, ramp, attainment, and territory health.

[Jay Johnston @jayb4johnston]

Call them “dad shoes” if you want; hiring managers call them proof you’ve walked a quota from discovery to closed won.

[Jay Johnston @jayb4johnston]

That interview smile while you hold the silence after hearing the first offer number.

[Jay Johnston @jayb4johnston]

That face when the interviewer says “Any questions for us?” and you’re ready to ask about ramp, quota, territory, and OTE.

[Jay Johnston @jayb4johnston]

Love carbs as much as the next AE, but if the trade offer for record‑breaking revenue is pizza, it’s time to interview and negotiate OTE, accelerators, and real growth.

[Jay Johnston @jayb4johnston]

When the AWS graph goes vertical, run the no-demo play and show prospects and interviewers you can stay calm, lead with pain, and still drive next steps.

[Jay Johnston @jayb4johnston]

That face when you crush the role-play and they ask for a 90-day plan by tomorrow.

[Jay Johnston @jayb4johnston]

That look when the hiring manager says “we’ll circle back next quarter” and you remember job hunting needs a pipeline too.

[Jay Johnston @jayb4johnston]

That look when the offer says "uncapped OTE" and the base looks like this empty fries box, so you start negotiating.

[Jay Johnston @jayb4johnston]

@zilvestro Only way to do it. Reframe I like.

"What if it actually takes MORE energy to consistently be in and out of something than ALL IN, all the time."

[Jay Johnston @jayb4johnston]

Inbound keeps growing

[Jay Johnston @jayb4johnston]

When your inbounds are low and you finally decide to sit dow to write a good post.

[Jay Johnston @jayb4johnston]

Linkedin Organic CAC below $600/month

[The Deal Director @thedealdirector]

Onboarding SDRs fresh out of business college on Enterprise accounts for a technical company.

[Jay Johnston @jayb4johnston]

@denk_tweets @Hunter_Weiss

[Kyle Asay @KyleAsay_]

Fun to reflect on my first year at LaunchDarkly - a few fun stats:

- 73% to 129% of global revenue quota

- Increased pipe gen by 142%

- New records set for average deal size

I started my Insider program to share the same trainings I’ve used to drive these changes with sellers outside of my company.

The feedback has been phenomenal.

Running a quick promo for X - use code SAVE20 to get your first month of Insider for just $9 here: https://t.co/9sShG7gpWF