Dan O’Connell’s career is an impressive display of how hard work can catapult a person from the bottom of the sales hierarchy to the very top of business leadership.Having started as an account coordinator at Google AdWords in 2003, Dan has climbed the corporate ladder — eventually becoming the CEO and President of TalkIQ in 2017. Now, Dan serves as the Chief Strategy Officer, Chief Revenue Officer and as a board member at Dialpad, a company creating an AI-powered cloud communication suite.On this episode of Go to Market Grit, Joubin and Dan discuss Dan’s experience selling online advertisements for Google in the early to mid 2000s, Dan’s experience of becoming a CEO, and the importance for senior leaders to make an effort to connect with employees.In this episode, we cover:'Shooting fish in a barrel': Dan's experience working for Google and selling online advertisements in the early 2000s. (5:00)'I wanted to do more': Taking risks and avoiding career complacency. (7:36)Identifying skilled salespeople when demand is insanely high — and the moment when Dan realized Google was a big deal. (12:45)The key character traits of people hired on Google's go-to-market team — and how to identify ‘coachability’ in a job candidate. (22:31)Why Dan decided to become CEO and president of TalkIQ in 2017 after working in sales — and how his father’s example motivated him.Humility, ambition and optimism: The qualities Dan would want his children to have — and the role of parents in encouraging new opportunities and growth. (34:10)'An awesome experience': The complexities and fun of being a tech CEO. (37:02)Dan's current company, Dialpad, and its AI-powered cloud communication suite — and how he deals with the transition from CEO to a lower senior position. (43:47)The skills and qualities of a successful business manager. (47:48)What the word grit means to Dan. (51:35)Links:Connect with DanLinkedInConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins