Zenefits' Aggressive Growth: Robby Allen on growing a 250-rep sales team

Robby Allen, CRO of AgentSync, shares sales leadership stories from his time as Director of Sales Development at Zenefits.

Zenefits is one of the most infamous hypergrowth stories in SaaS history, growing to over $70 million ARR and a $4 billion valuation from 2013 to 2016.

But their hypergrowth came at a cost. Insurance compliance issues resulted in millions of dollars of fines, a leadership shakeup, and mass layoffs in 2017.

Robby Allen was there for all of it — bringing some key lessons from Zenefits to his next venture, leading sales at AgentSync.

On today's episode, Alex and Robby discuss:

• Transitioning from SDR to sales leader
• Spinning up Zenefits' outbound strategy
• Why AgentSync hired scrappy AEs before enterprise reps
• The difference between being a CRO and VP of Sales
• Working with Jason Lemkin at SaaStr