Xander Kotsatos is Chief Revenue Officer at Aqfer, a marketing data platform, where he runs sales, customer success and technical solutions. He graduated into the 2009 recession, talked his way into an internship at an Omnicom-owned PR agency, and became the first East Coast trader at what became one of the largest demand-side platforms. He lived through an IPO, an acquisition, a private-equity rollup and a bankruptcy inside a single company, helped lead sales at Beeswax through its 2021 acquisition by Comcast's FreeWheel, and held sales leadership roles at Comcast before joining Aqfer.
“In sales, the most important thing is to hit numbers. But the second most important thing is to be right about whether you will or won't hit numbers.”
“It's almost as bad to absolutely obliterate a quarter to the upside, but be really wrong about it and didn't see it coming as it is to miss numbers.”
“You are fundamentally tasked with controlling the uncontrollable.”
“For day two, think of a character. The character is yourself, and then play that character.”
“The actual operations of the role are not only really important, but surprisingly difficult and tedious.”
“CS and solutions, interestingly, to me, is much more about expanding focus because the more that they can synthesize information between their different clients, between the different products, the more valuable they'll be on calls and the more breadth that they can cover.”
“You are the CEO of your own business.”
“One thing I tell my team is I want to be your best SDR.”