Boosting Sales Alignment Through SE Quotas with Nicole Kawamoto, ServiceTitan

The Unexpected Lever

Are individual quotas the secret to SE-Sales team synergy??

In this episode, Jarod Greene sits down with Nicole Kawamoto, Director of Solutions Engineering from ServiceTitan, to explore how a shift in quota strategy can transform team dynamics and drive performance. Nicole shares why she moved her Solutions Engineering team to a hybrid quota model, the surprising impact it had on morale, and how it aligns SEs and AEs to crush sales goals together.

In this episode, you’ll learn:

1. Why individual quotas matter for SE teams: Introducing a hybrid quota model boosts performance, aligns SEs and AEs, and keeps everyone striving toward shared sales goals.
2. The impact of team alignment on morale and results: Blending individual and team-based metrics fosters collaboration without sacrificing motivation or financial incentives.
3. How quotas drive career satisfaction: Hear Nicole's approach to using quotas as a tool for retaining top talent and creating long-term career satisfaction within the Solutions Engineering role.

Resources:

Job openings at ServiceTitan: https://www.servicetitan.com/job-openings

Things to listen for:

(00:00) Introduction

(01:06) The initial team-based quota model and its benefits

(01:53) Challenges with team-based quotas and the need for change

(02:38) Transitioning to a hybrid quota model

(03:36) Improved morale, financial gain, and team alignment

(04:11) Maintaining a collaborative team culture with individual accountability

(05:05) The value of the hybrid quota model