How This Sales Coach Found Success—And a Career Path—at the Intersection of Tech, Construction, & Sales
A few months ago, Lily Zintak found herself at a crossroads.
She'd been working as a Sales Development Representative in construction management software company Procore Technologies' Austin, Texas office for the better part of 18 months. She'd watched the office grow from less than 200 people to more than 400—and even cut the ribbon when they opened a new floor of offices. She'd made 50-plus sales calls a day, honed an approach to prospecting and connecting with clients that worked for her, and found success. It was at this point in her career, where she had to make a tough decision.
Should she continue on the traditional sales path and pursue an Account Executive role, where she'd be running sales cycles and closing deals? Or should she explore a newly-created position, a Sales Coach, where she'd be partnering with entry-level hires to train them and help them develop their techniques?
On one hand, Lily was impressed by the women leaders on the sales team—her boss and her boss's boss, Procore's Director of Business Development, were both women who had advocated for her and supported her in her career—and she wanted to stay on a sales-heavy path to join their ranks. "A huge part of me felt that we didn't have enough women in closing roles, and I wanted to prove that women can do that role just as well," says Lily. She felt pressure to pursue the Account Executive role because it seemed like what she was "supposed" to do.
But the Sales Coach job piqued her interest in a way the Account Executive role didn't. "I felt so drawn to that," she explained. It was her manager, Beth, who Lily view as not only her part-time manager, but close mentor, who encouraged her to explore the Sales Coach role further and pursue whichever job felt like the best fit for her.
So she took Beth's advice and spent time shadowing and coaching new hires. "It felt so organic for me to transition from a sales development role, which very individually-driven work, to a role where I could support, uplift, and train people to help launch them into whatever career they wanted. That's what really spoke to me," explains Lily.
With the guidance and assistance of her leadership team, her peers, and the new hires she'd worked with in her sales development role, she applied for the Sales Coach position—and she got it.
Lily credits her excitement about her career path to Procore's focus on employee development: "I felt so cared about. So empowered to move forward. The care, attention, and resources that were available to me, and the leaders I had access to, were unbelievable."
From Backpacking to Business Development
Two years ago, Lily couldn't have predicted she'd fall in love with Procore's upbeat, fast-paced, always-changing sales environment.
She didn't always know she wanted to be in sales. She's never been very competitive, for one. "I wasn't very good at sports. I was on the ultimate Frisbee team, where there really is no competition," she says, laughing.
And though her dad was a commercial real estate developer who occasionally dragged Lily and her sisters to his construction sites, she didn't think she'd end up in construction. "Some nights he would take us to the top floor of a building that was still being constructed and show us the skyline of the city. And I loved how he was so involved in making the city what it was," she remembers.
Her dad was her first true exposure to sales, too: "Being in commercial real estate, he was also in sales. His whole life was taking phone calls, going to see clients — in essence, relationship building."
She went to college, and then she went backpacking around Asia and South America. After two years, she was ready to slow down and head back to a slightly less nomadic existence, but she wasn't sure where or how. "I worked at a tiki bar in Cambodia and I sold hammocks. But aside from that, throughout college and throughout traveling, the only real skill I came out with was relationship building," she says.
So things came full-circle: she started as a Sales Development Representative at Procore and put her relationship-building skills to the test.
Finding Her Groove in A Male-Dominated World
Lily learned early on that sales isn't all about big wins. Occasionally, she'd get off of a challenging call and get feedback from her male peers about what she could do better next time, recalls Lily.
So she'd turn back to her desk, put on her headset, and try their approach. "But it never felt natural to mimic their tactics. I found my strength was in being uniquely and entirely myself. I like to build rapport with people by getting to understand who they really are," says Lily.
Going her own way ended up working for her, and Lily credits her success in the intersection of sales, construction, and tech—to her novel approach to relationship building.
The majority of her prospects were male construction workers, and some would write her off, assuming that a woman didn't know much about their industry. But Lily was persistent to find a way to connect with her prospects. "I found this great angle," explains Lily. "It gave me credibility and showed that I did have insight into their industry." From there, "I'd use empathy and really get them to explain what was challenging them and I could then leverage that information to partner with our account executives who went on to close the deals," says Lily.
Lily believes having a variety of sales approaches will be vital to Procore's success as the company continues to grow. "If we don't continue to diversify, then we're just missing out on certain markets, because different people connect with different people. But if we have a very diverse makeup within our company, then the sky's the limit as far as the market that we're able to serve," she notes.
Being Empowered—And Now Empowering Others
One of the things Lily's looking forward to most in her new role as Sales Coach is mentoring and coaching new hires who find themselves in the same role she was just two years ago. "I can't wait to help them lay the groundwork for the rest of their careers," she says.
She'll have a chance to pay forward some of the guidance she received from women coaches and mentors. "Procore places a huge emphasis on female leadership, and I like to think it's for people like me, so we can envision ourselves in those positions at some point," says Lily. "W when you see a strong female protagonist on the big screen—you can put yourself in her shoes more easily. Seeing that my direct manager is a woman and her direct manager is a woman shows me that the road is paved for me."
In Lily's new position, she'll help connect new hires with some of the resources that aided her as she grew her career. "We have an entire department at Procore dedicated to learning and development, and their sole purpose is to continually collect and distribute industry knowledge, whether that's through doing job site walkthroughs so we can see what the software that we're slinging all day long is actually used, or organizing fireside chats with current clients and enterprise-level directors at the company."
Above all, she's excited to show new hires that there are a variety of ways to succeed in sales: "It doesn't matter where you come from. There's a place for you to keep learning and growing in your work and finding what works for you. Comparison to others is the thief of joy. You're the only one who can make you successful and you're in control of that—and that's incredibly empowering."
Have questions for Lily about starting a career in sales? Let us know in the comments!
And learn more about careers at Procore here.
Katie Dillon has many hobbies. During the pandemic, she picked up candle and jewelry making, opened an Etsy shop, learned new watercolor techniques, and poured hours into maintaining her vegetable garden.
And recently, her interest in the lindy hop community has been resparked. “Swing dancing is something I enjoy doing,” she shares. “I used to travel for dance every other weekend. It was a huge part of my life. And I recently got inspired to get back into it.”
Whether through crafting or dancing, Katie enjoys harnessing her creativity — a skill she also uses for her work as a Software Engineer at SeatGeek. We sat down with Katie to learn how producing effective code involves creativity and design thinking.
Following Her Interest in Design
Katie grew up within a family of software engineers. “My dad is a software engineer and my younger brother has always wanted to be a software engineer,” she shares.
Katie, on the other hand, wanted to carve her own path. “I wanted to do the absolute farthest thing that I could think of from software engineering. There was no way that I was going to code.”
In an effort to find her own voice, she joined a filmmaking program in high school. “It was film, design, and English,” she explains.
After two years in the program, her mind was set on filmmaking and she applied to several university filmmaking programs. Although she was accepted to some reputable schools, she started having second thoughts.
"I thought I didn't know exactly what I wanted to do, so I wanted to go to a school that allowed me the flexibility to change my mind. I ended up applying to some design schools and then going to the University of Michigan," she says.
There, she pursued an art and design major and started on her career journey.
“I [ended up] doing graphic design, UI/UX stuff,” she explains. “I was doing a lot of freelance design work and consulting for small businesses. I was full design and felt pretty good about that for my future.”
Katie had regular clients and a full schedule with her design work, however, she felt inclined to take an intro to coding class to stay current—and keep up with her family’s dinner table conversations about machine learning.
“[I thought to myself], ‘I'd like to understand what this chaos is when my dad talks about it,’” she admits with a smile.
And after that first class, she was hooked.
Merging Creative Design With Coding
“I took one class and I [knew] this was for me,” Katie shares.
“It opened my eyes to the fact that engineering can feel like adult Legos, where it's highly creative, but in a way that also tickles my organization brain,” she explains.
Because of her newfound interest, Katie decided to finish her design degree with a minor in computer science. While working to achieve this, she got a first glimpse at what a career in tech could look like. This glimpse came from an internship for a company she was previously doing design work for. “It was a local company in Ann Arbor. [I told them] I wanted to code and it worked out great,” she shares. She went on to describe the invaluable mentorship and support she received during her transition from design to code. “That internship really helped me envision what it would look like to work as a software engineer,” she adds. “Something I’m still grateful for.”
Because of her design background, Katie was able to draw similarities between designing and coding. From a design perspective, coding is “designing how a system is going to work or designing the flow of information,” she explains.
She has always thought of design as a form of creative problem solving; understanding a problem or a pain point that needs to be solved, ideating different possible solutions, and then realizing those solutions.
Similarly, coding involves designing creative solutions to problems. In both cases, these problems often have many solutions. “With coding, we're not outputting something visual, but designing how information moves through a system,” she explains.
The key is being able to design code that helps reach goals; and design thinking plays a crucial role in that. “There are so many different design choices that make good code.”
Using Creativity to Code at Seatgeek
After her first experience with coding, Katie decided to expand her career and found SeatGeek through a job search. What caught her attention was the staff.
“Something that resonated with me was that there were these people in all different walks of life who, I felt, SeatGeek honored and encouraged to be their whole [selves] both inside and outside of work,” Katie says.
SeatGeek is the live entertainment platform that’s rethinking ticketing by caring more about fans, teams, and venues. With their technological savvy and fan-first attitude, they’re simplifying and modernizing the ticketing industry.
Now as a Software Engineer, Katie uses creativity and design work in her coding process. “I use creativity more when I’m thinking about and planning code,” she adds.
“[On my team] we try to think about these big problems and break down those problems into smaller chunks and that process is so creative to me. We’re figuring out what needs to be solved and then designing some sort of solution.”
Advice on Using Creativity to Power Your Code
Creativity is a beneficial skill — one that Katie uses on a regular basis.
“In my job, I end up wearing many hats and playing designer when writing frontend code,” she explains. “It's always great when I'm able to collaborate with someone and have explicitly asked for design input on bigger projects, but when that's not possible, my design background allows me to still be effective and create user-friendly interfaces through conversations with stakeholders and an iterative design process.”
Katie emphasizes that everyone should identify their own creative processes and harness those when designing and writing code, but she offers this advice for those searching to vary that creative spark:
- When in doubt, draw it out. “This may not work for everyone but it works for me to have a physical pen to paper and be able to draw my ideas,” says Katie. “Whether you’re drawing a diagram or a doodle, it doesn’t have to be perfect. This process can reveal the weak points and help you focus and iterate on your ideas.”
- Be open to collaboration. Having open and casual meetings with other engineers can create the space for innovation. “I think that some of the most effective and groundbreaking meetings don't really have a plan other than ‘let's talk about this big idea and think about it,’” Katie shares. “Talking to other engineers during that unstructured design time is really helpful.”
- Do the big design work first. “Doing enough of the planning and design work ahead of time, I feel, lays the base to be more creative with the small things,” shares Katie. “Once you have the structural pieces in place, you can utilize creativity by getting feedback and bouncing ideas off of other colleagues to fill in the missing components.”
If you’re ready to apply creativity and design to solve big problems, check out the open positions at SeatGeek.
We all have our favorite websites– the ones we frequent, bookmark, and recommend to others. You might even enjoy some website features so much that you’ve found yourself wondering why they aren’t more popular. Or maybe you’ve experienced times where you were frustrated with a website and wished you could add features or even design your own!
If you’ve ever found yourself intrigued at the prospect of designing and developing your own websites, then a career as a web developer might be just for you!
As a web developer you would be responsible for coding, designing, optimizing, and maintaining websites. Today, there are over 1.7 billion websites in the world and, in turn, the demand for web developers is on the rise. In order to figure out what kind of web development work best suits you let’s start with an introduction to the three main roles in web development that you can choose from.
The Three Types of Web Development Jobs
Front-End Web Development: The Creative Side
In addition to programming skills, front-end developers need to be detail oriented, creative, willing to keep up with the latest trends in web development, cyber security conscious, and geared toward user-friendly designs. The median salary for a front-end developer can reach well into the $90,000 to $100,000 range.
Back-End Web Development: The Logical Counterpart
While a house can be beautifully decorated, it’s incomplete without a solid foundation and efficient infrastructure. Similarly, a well-designed website depends on logical and functional code to power the features of that website. Back-end web development is code-heavy and focused on the specifics of how a website works. If you enjoy the analytical challenge of creating the behind-the-scenes code that powers a website, then back-end development is for you.
Full-Stack Web Development: A Little Bit of Everything
A full-stack developer is essentially the Jack (or Jill)-of-all-trades in web development. Full-stack developers need to be knowledgeable about both front-end and back-end roles. This does not necessarily imply that you would need to be an expert in both roles, but you should fully understand the different applications and synergies they each imply. In order to work in this position, you will need to know the programming languages used by front-end and back-end developers. In addition to these languages, full-stack developers also specialize in databases, storage, HTTP, REST, and web architecture.
Full-stack developers are often required to act as liaisons between front-end and back-end developers. Full-stack developers need to be both problem solvers and great communicators. The end goal for a full-stack developer is to ensure that the user’s experience is seamless, both on the front-end and on the back-end. In return, you can expect to earn a median salary of $100,000 – $115,000 a year for this role.
Taking the Next Step
Web development is both in-demand and lucrative! All three roles described above contribute to specific aspects of web development and the scope of each one can be customized to the industries and positions you feel best suit you. Regardless of which role you choose, all of them need a foundation in programming.
To gain the programming skills needed in each role, you can enroll in courses or learn independently. Coding bootcamps are a great way to boost your skillset quickly and efficiently.
Click here for some of our highly rated programming bootcamp options! Make sure to check out the discounts available to PowerToFly members.
Editor’s note: The following post is by Shweta B., Vertical Head for Financial Services, Media, Travel and Professional Services, in India. In her own words, she describes four core characteristics that empower client partners and client solution managers on the Global Business Group team to succeed.
When I’m asked about the last two years of my career journey, the first thing that comes to mind is the people I’ve worked with and the impactful change we’ve made together. After four years in business operations at another tech company, I started thinking about how I could apply my leadership skills to a new challenge. After exploring a few different opportunities, I was introduced to a position with the Global Business Group team in India that aligned with my experience and interests in developing a team of client partners and client solution managers. I was struck by something else I discovered through my interactions with my Meta colleagues as well: an incredibly inclusive culture where it was clear that the team was intentional about empowering one another to grow. Collaborating with a diverse group of people from unique backgrounds has been one of the most rewarding parts of my experience over the last two years with the company. I’ve also been inspired by observing how, despite the different paths people on my team have taken throughout their career journeys, we all share several key traits and skills: empathy, curiosity, authenticity, and the ability to think ahead. Looking back, I’ve reflected on how each of these characteristics are helping to power our collective success.
Empathy not only helps me connect with my team, but it empowers us to build relationships with one another, the cross-functional partners we work with internally, and our clients - advertisers across the travel, financial, media, and professional services industries. Strong relationships enable us to establish a foundation of trust, facilitate open and honest conversations, and see things from a perspective outside of our own. This is especially important for my team. Our clients depend on us to advise on their advertising strategy, and in order to help them meet their goals, it’s critical that we understand who they are, what they’re doing, and what matters most to their customers. With this, we must also recognize that there isn’t a “one-size-fits-all” approach. What works for one client won’t necessarily work for another, and solving problems often means working together to think about a creative idea we haven’t tried before. Having deep care for the end-user and being empathetic about their needs is a north star that helps us continuously strive for building the best experience possible.
Shweta and the GBG In Market team enjoying time together at the Meta office in Gurgaon, India.
At Meta, we’re on the frontier of inventing cutting-edge ways to develop new advertising solutions—and with that, we’re implementing methods we haven’t tried before. Innovation is a key element of our team and company culture, and introducing new ideas calls for deep curiosity. Rather than doing things as they’ve always been done, people who thrive on my team challenge each other to be bold, think bigger and share outside-of-the-box ideas. We ask ourselves questions like, “What can we do for the client if we think beyond product or bandwidth constraints”, “What could this look like in the long-term?”, and “We might not have the skills internally to answer all of our client’s questions, but who can we partner with cross-functionally—or globally—to solve this problem?” As the first point of contact for clients, bringing our curiosity to our cross-functional teammates is incredibly valuable. We ask questions to introduce new ideas, and we collaborate closely to solve challenges.” Curiosity also means being open to change, and it’s a trait I look for when meeting with potential team members. Outside the questions focused on skills, I usually ask potential candidates for their honest view on Meta technologies, what do we do exceptionally well, and where we could do better as a company from their perspective. While we hire for specific roles, we leave space for people to help redefine their roles and take on new challenges as our work evolves. This not only empowers team members to employ their curiosity to explore different interests and possibilities, but to think more broadly about how to make the most meaningful impact.
Authenticity—bringing your full self to work—makes it possible to be open, transparent, and vulnerable. In turn, we can communicate more effectively, foster strong relationships and lead by example. Having these capabilities is like having superpowers when collaborating cross-functionally, developing a team, and working with clients. Despite the incredible benefits of being authentic, I wasn’t always certain how to balance being my full self and showing up as a strong leader. I initially felt hesitant to share details about my life or talk about what mattered to me outside of work—and that prevented my team from being more open with me. At Meta, being authentic is at the heart of our culture. Leaders embrace transparency and demonstrate what it means to be open. Experiencing this has inspired me to rethink my own approach and grow. “When we’re comfortable being our authentic selves, we’re most empowered to put our best foot forward.” Now, one of my favorite parts of the week is the first 15 minutes of our weekly team meeting. We talk about anything and everything—as long as it’s not work-related! This bonding time helps us learn more about one another. I’m proud of the relationship we’ve formed together, and they know I truly care about each of them. This comfort and connection extends to our work with clients as well, helping us bring a transparent, people-first approach to our work. We won’t suggest a product that doesn’t align with their goals just to fulfill ours, and we’ll be realistic when we need to think about changing course. While these authentic interactions may seem small, they make a big impact.
No two days are the same here, and we’re constantly thinking about what’s next. No matter a team member’s experience or role, having the ability to look ahead enables us to keep the big picture in mind and work toward longer-term goals. It also inspires us to be creative and start conversations about how small decisions today can contribute to what happens tomorrow.Right now, we have a massive opportunity to shape the future and make an impact across India in the travel, financial, media, and professional services industries. I often think about how this is the first time that India’s digital advertising industry has surpassed the TV industry, and how WhatsApp and Instagram have exploded in popularity over the last few years. The work we do with our clients is part of this shift in the way people consume advertising and media, and everyone on the team is able to drive change for the community. While we’ve already accomplished so much together, there’s still limitless opportunity to look forward to!
Tiffany Witwer from Elastic is a proud mom of three.
“I enjoy being a parent because it teaches me patience and it gives me a different perspective,” she shares. “It allows me to be more present, laugh more, and appreciate the small things.”
In between her duties as a mom, she keeps herself mentally and physically healthy by running, biking, swimming, or doing yoga — all activities that help her start the day with gratitude. "It gives me the right perspective and attitude to go into the day,” she says.
With an overall positive outlook on life, Tiffany brings that same energy to her customers at work as the Head of Customer Service for Elastic.
We sat down with Tiffany, who shared with us her career journey from civil engineering to customer service. Keep reading to learn top tips for creating happy customers.
Starting a Career in Engineering
Tiffany pursued an undergraduate degree in biological engineering.
“I was always really good at math and science, especially chemistry. And I love being outside in nature and learning about it,” she shares.
It was a college professor’s research on stormwater runoff that motivated her to pursue her master's degree in biological and civil engineering. “I liked his energy and attitude toward learning. It was contagious,” she describes.
While working alongside this professor at North Carolina State University, she presented her work at a conference that helped lay the groundwork for her career. “I met a man who liked my presentation," she says, "and was hiring a civil engineer for a consulting company.”
Taking on this new opportunity, she moved to New York City where she discovered her love of being surrounded by diverse people and cultures, in addition to her new job.
“I enjoyed doing the design work and meeting the customers,” she explains. "I was always the one on the proposals, winning the design work, and building relationships with customers.”
While emerging in the complex realm of storm waste engineering, Tiffany saw how the world was progressing and thought that knowing software and technology would be beneficial.
“So I learned to code, networked, and got a job at a business analytics and software company as a pre-sales systems engineer,” Tiffany says.
Pivoting into a Customer Success Role
As she dedicated more time to customers, her interest in working with them soon began to increase. “What I loved most was that I was using my mind to solve problems, but I also got to interface with customers. I got to meet customers and hear what they were doing and hear how we could help them.”
Tiffany spent 10 years in pre-sales engineering and sales. She then took a job in a different company where she helped build out their advisory services business.
It was there that she built a successful team with coworkers who would lead her to her position at Elastic.
Elastic is the leading platform for search-powered solutions. They help enhance customer and employee search experiences, keep mission-critical applications running smoothly, and protect against cyber threats.
As the Head of Customer Service, Tiffany is responsible for making sure customers are getting the most value out of their software. "It's not only about how customers are using the technology," she explains. "It’s, ‘how is a customer's experience with Elastic? Are we meeting their need for technology?’ And, ‘are we meeting their needs from a support and empathy standpoint?’”
In order to meet her customers’ complex needs, she emphasizes how crucial communication is.
The Importance of Communication in Customer Success
Quality communication is a skill that can often be undervalued. “I think people underestimate how much time is needed for clear communication,” she points out. “Just because you put a message out there, it doesn't mean it’s clearly understood. You need to think through how people are going to respond to the information.”
With the complexities of communication, Tiffany relies on setting clear intentions when communicating in meetings. “I always ask at the beginning, ‘what is your goal for this meeting and what does success look like for you?’" she explains.
Communicating clearly what success looks like for both parties allows for a better outcome. “I think for communications, it's making a lot of time and clearly defining what you want to get out of the interaction.”
Advice for Clear Communication with Customers
Tiffany’s career journey has been a mixture of understanding technology and building relationships with people — learning how to explain the technology to customers and problem solve in an empathic way. This has led to overall customer success. To create clear communication, Tiffany offers this advice.
- Be empathetic and listen to your customers: “If you think about it, you've been trained in your technology, you know it inside and out,” she explains. "But when you meet with a customer, the technology may only be a small part of their job.” Taking this perspective can help you to communicate with more empathy. “It's understanding people's vantage point and then using that to communicate to them.”
- Defining success and clearly communicating it: “I'm a strong believer in getting on calls and confirming the goals and what people want to get out of the call," Tiffany shares. "This way, you know, you are aligned on what success is no matter what type of call.”
- Be genuine: “At the end of the day, people will remember how you made them feel," she shares. "I think for me, it's about being a good human and making the world a better place. And if you can do that in your job as well, that's a win-win.”
- Get to know people: “Getting to know people, their perspectives, and growing with them is what has led me to customer success and to where I am in my career,” Tiffany advises.