Inside the sales org at RevenueCat: helping over selling

RevenueCat's sales strategy is heavily focused on an inbound, consultative approach that emphasizes product-led growth and customer-centric service rather than traditional, aggressive sales tactics. The small sales team, consisting of a few sales engineers and a strategic account manager, prioritizes understanding and solving customer problems, with a particular focus on self-service and technical expertise. This involves educating prospects on in-app monetization, providing technical support, and building long-term partnerships with app developers and companies. The sales process is supported by strong inbound interest driven by the company's reputation and product success, with over 60% of target accounts engaging with RevenueCat's content monthly. The team is committed to maintaining a developer-first ethos, preferring to miss sales targets rather than push unsuitable deals and ensuring that empathy for developers remains central to their approach. The sales process is still evolving, with ongoing efforts to refine it, build playbooks, and improve stakeholder engagement, while new hires are expected to contribute to shaping the sales strategy and processes.