As a startup founder, you must have gone through your fair share of sales playbooks, all claiming that they contain the ‘secret sauce’ to generate more leads and close more deals. This episode with sales leader Jose Morales is not that. In this episode, we explore the nuances of building a modern sales team —  when to build one, how to build one, and how to set it up for success.“Your customer looks at your sales rep as a trusted advisor. Someone that really understands their needs,” says Jose, the chief revenue officer at Freshworks. Jose, who comes with an extensive track record of sales across the spectrum of startups — from the small company to the global giant — also covers how to scale modern sales teams, his sales philosophy, and several other questions that will help startups build an efficient sales organization.Listen in. Get $10,000 free credits to use Freshworks products (including the brand new Freshworks CRM packed with AI-based lead scoring, phone, email, activity capture, and more) by joining the Freshworks for Startups program. Click here to check eligibility. About the GuestJose Morales is the Chief Revenue Officer at Freshworks. He joined Freshworks from Atlassian, where he spent the last 10 years leading the field operations organization which included direct sales, partner programs, services, and other key GTM functions. The organization included teams supporting and driving the self-serve business to field sales organizations closing seven-figure deals in the global 2000. Jose joined Atlassian when they were less than  $100M in revenue and helped grow them to over $1.8B in annual run rate. During that time he built teams in many countries including the US, the Netherlands, France, Germany, Japan, and the Philippines. Prior to Atlassian, he held other go-to-market roles with leading Silicon Valley software companies.Sign up for regular updates from The Orbit Shift Podcast.The Orbit Shift Podcast is Powered by Freshworks Inc. a global SaaS company headquartered in San Mateo, California. If you enjoyed listening to this podcast, consider giving us a five-star rating on Apple Podcasts. Host and Producer - Jayadevan PKAssistant Producer - Shashwath JAudio Engineer - Rajesh Subramanian