⁠⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous)Diane Ring led B2B strategy and operations at DoorDash from 2018 to 2023, joining when the company had ~500 employees and $291M in revenue, and leaving post-IPO with 15,000+ employees and $8.6B in revenue. She was on the leadership team for Merchant Strategy & Operations, where she helped scale the sales team from ~200 reps to thousands across North America and international markets. Most recently, she was Sr. Director of Sales Ops at TouchBistro, leading strategy and ops for a 100+ person GTM organization. We discuss:Why DoorDash used full-cycle field reps with no SDRs — and the 4 reasons handoffs killed velocityThe General Manager model: how city-level ownership created a "general manager of revenue" mindsetThe 3 pillars for scaling outbound infrastructure: data, tooling, and cultureAccount scoring when your data isn't perfect: why "just start somewhere" beats waiting for accuracyHow to adapt outbound playbooks for international expansion (and why US vendors often fail in Canada)AI coaching in practice: real-time monologue alerts, post-call scorecards, and AI roleplay bots for onboardingBuilding rep-centric infrastructure: minimizing CRM fields and reducing tool sprawlConnect with Diane:https://www.linkedin.com/in/diane-ring/When you're ready⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---Connect with me⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Timestamps:

Introduction

Joining DoorDash: The Early Days

Growth and Expansion

Outbound Sales Strategy

Field Reps and General Managers

Data and Tooling for Sales

Strategy and Operations

Account Scoring and Market Segmentation

Evolving Outbound Team Structure

Navigating International Expansion

Challenges in Different Markets

Empathy in Sales Leadership

Leveraging AI in Sales

AI Tools for Sales Efficiency

Consolidating Tech Stacks