Marina Felts, director of business development at Riskified, sees continuous learning opportunities as the bare minimum when it comes to supporting her sales team at the e-commerce risk analysis company. But she knows that when it comes to a person’s growth, opportunities can’t be one-size-fits-all.
“A focus on development encourages us to know our team members well enough to tap into their unique strengths,” Felts said. “When we know where someone wants to grow, we can partner with them on that journey.”
That’s why Felts pairs strategic coaching with personalized investment and builds a culture where everyone can thrive. Read on to learn how growth, coaching, and purpose drive results at Riskified.
Built by e-commerce risk analysts, data scientists and researchers, Riskified’s AI-powered fraud and risk intelligence platform analyzes the individual behind each interaction to provide real-time decisions and identity-based insights.
How do you develop and grow sales talent?
Equipping reps with the tools, knowledge and autonomy to do their jobs is the bare minimum for growth. From there, we create opportunities for them to stretch their knowledge and talent, supported by collaborative strategy sessions that bring together different ideas and perspectives to navigate complex deals. This approach fosters creativity, curiosity and the confidence they need to execute their jobs well.
If a rep wants opportunities to lead more complex deals, for example, how do we ensure they have the right resources to succeed? If someone is eyeing a promotion, how does the sales organization come together to create a clear path to that goal?
A focus on development encourages us to know our team members well enough to tap into their unique strengths. When we know where someone wants to grow, we can partner with them on that journey. When we pair strategic coaching with personalized investment in a rep’s unique potential, we build a culture where everyone can thrive.
How do sales goals align with company mission and culture?
Reps at Riskified have individual sales goals, and on a day-to-day basis, that’s where their focus lies. But it’s important to take time to reflect on how those smaller goals contribute to the greater go-to-market strategy and company mission. I’ve found it’s much easier to do this when sales incentives are tied to long-term value. When everyone works toward a shared outcome, culture improves. Excellence, long-term value and true partnership become a competitive advantage in the field.
What role does recognition play in your team’s success?
Success in revenue-generating roles can show up in the bottom line and hitting targets. But how someone gets there and the wake they leave behind, says more about true success. A winning sales motion builds fruitful relationships and long-term value, instead of burning bridges for a fast close. Reaching major milestones means enduring the heavy daily plod. Sales, especially business development, can be repetitive, laborious and challenging.
Persevering is an achievement in itself. When team members push through while honing new skills, strengthening partnerships and advancing toward their goals, those daily efforts deserve immediate, visible recognition, whether in one-on-ones, on Slack, in team meetings or in company forums. We celebrate every win, from a brilliant email, a sharp talk track, or a creative campaign, to the landmark moment of breaking into a strategic account after more than a year of pursuit. Those moments build energy and give the team something to hold onto on the harder days. Recognizing the daily grit and the headline breakthroughs shows that every step matters. It reinforces the character, skill and resilience that drive our long-term success.
