1. Are there growth opportunities for career advancement? What’s a proposed growth track?
   1. The UK is our biggest market in Europe, and there’s a massive opportunity to grow the market
2. What is the annual quota and Average Deal Size?
   • Annual quota average per year is USD 1.2M
   • Average deal size is 300k, sometimes 500k land deals (usually split in up to 3 years)
3. Who’s Rasa’s Ideal Client Persona (ICP)?
   • Global 2000 companies, in regulated sectors with a large volume of conversations
   • Example clients: BNP Paribas Fortis, Orange, Deutsche Telekom, AllyBank
4. Targeted Verticals with active Logos
   • Financial Services
   • Telecommunications
   • Healthcare and Insurance
   • Government
   • Travel & Transport
   • Utilities
   • Retail
5. Top challenges Buyer personas face?
   1. Customer service automation use case
   2. Facing troubles integrating to complex environments, struggling with NPS and containment rate
   3. Need an extensible and customizable platform
6. Who are our competitors?
   • Rasa is in the middle of 2 group of competitors - DYI solutions with LLMs and out-of-the-box players such as Kore.ai, DialogueFlow, IBM Watson, Microsoft Copilot
7. Where/how do we find our leads?
   1. Inbound and community, then we have SDRs helping with outbound
   2. Account Executives are expected to build their own pipelines in parallel to BDR work
8. Marketing for Rasa:
   1. We have 1 Director of Marketing with 3 team members (1 Digital Marketing, 1 Content Writer and 1 Events Manager).
   2. We have 1x BDR, 1x Pre-sales Engineer for every 2 Account Executives, we also have 1x Director of Partnerships
   3. Our CTO does a lot of Thought Leadership Marketing (example from Forbes) and we have a Developer Relations Engineer to nurture our developer community.
      1. Our open source community is a big distribution channel with big brand awareness for conversational AI.
   4. We have a big presence on events in EMEA and NAMER
9. Investors: Series C, a couple of primary investors are A16z and Accel amongst others
   1. We recently closed our Series C going into 2024. We will be putting a heavy investment in Marketing/Sales this year, hiring ~30 new positions (including this one).
      1. More from PayPal
      2. More from Stepstone
10. What are the timeline expectations for you to make this hire?
    1. We are ready to hire this role ASAP as soon as we find the right candidate.

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What did we miss?

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• Rasa points of contact:

Interview Processes: All meetings via Zoom