Whatnot Innovation, Technology & Agility

Tell us about your tech stack. What tools do you use to gather and organize data, and which tools do you rely on most in your daily work?

Sales at Whatnot is driven by data, and our tech stack keeps us organized and effective. We rely on Salesforce for managing leads, tracking activity and organizing every detail of the deal pipeline. SalesLoft helps us streamline outreach, automate touchpoints and keep engagement consistent. Gong records and analyzes our sales calls, so we can understand customer needs and continually refine our pitch.

How has data helped you close a deal?

At Whatnot, account executives lean heavily on real sales statistics to build credibility and drive urgency when pitching new sellers. Early in the process, AEs surface key metrics like, “Sellers on Whatnot sell nine times more than on other major marketplaces,” “Top 500 sellers have earned over $1 million each,” and “Whatnot customers make 10 times more transactions” to paint an irresistible picture of platform opportunity. These stats aren’t just thrown in; they’re tailored to each prospect’s business and category, helping the seller visualize results.

For instance, when reaching out to luxury fashion or streetwear sellers, AEs highlight how peers migrated from other marketplace platforms, quickly scaled revenue and tapped into lively, engaged communities via Whatnot. Stats about top category sellers hitting six figures monthly or stories of new joiners ramping up fast are shared on pitch calls or follow-ups. Add to that category-specific growth numbers or success stories from recent sellers; in many cases, these real-world results break down skepticism and spark serious interest. This data-driven approach consistently helps AEs shift conversations from “Why try?” to “How do I get started?”

How does sales and customer data enhance Whatnot’s sales org? What data do you find most important in the sales process?

Sales and customer data drive nearly every decision in Whatnot’s sales org, making the team more focused, agile and effective. By tracking metrics like conversion rates, deal velocity and customer feedback, sales can prioritize the most promising leads, quickly spot trends in buyer behavior and tailor outreach to each prospect. This data-driven approach not only helps close deals faster but it also ensures the team continually refines their process to meet targets and evolve with the market. The most important data points are conversion rates, speed of deals through the pipeline and direct customer feedback, which are all essential for improving performance and delivering results.