"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel

In this episode of Lenny's Podcast, host Lenny Rachitsky interviews Jen Abel, co-founder of Jellyfish and GM of Enterprise at State Affairs, about strategies for scaling enterprise sales from $1M to $10M ARR. Jen shares counterintuitive advice, such as targeting Tier 1 logos early, pricing deals around $100K, and focusing on vision casting rather than problem-solving. She emphasizes the importance of founders being involved in early sales, hiring salespeople who can "cosplay" the founder, and building strong relationships with clients. Jen also discusses the role of design partners, the art of deal crafting, and the value of services in landing enterprise clients, advocating for manual, personalized outreach over automated tools.