#165: The Secret to Transitioning from Lawyer to Entrepreneur, and How to Lead a Team by Principles Rather Than Process with Rebecca Kacaba
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This week's episode is Rebecca Kacaba.
Rebecca is the CEO and Co-Founder of DealMaker, winner of Lexpert's Top 40 Under 40, named one of North America's most innovative lawyers by the Financial Times, a finalist for 2022's EY Entrepreneur of the Year and one of Canada’s Top 100 Most Powerful Women. After a decade of practicing securities law, she took an ambitious leap from her partnership at the world’s largest law firm and founded DealMaker to build a system that would combat the costly inefficiencies that plague the traditional capital raise process. She is the force behind building DealMaker into Canada's 3rd Fastest Growing Company as ranked by the Globe & Mail's Report on Business. With her vision and drive, Rebecca has become a leader and trailblazer in the intersection of the capital markets and tech, who is committed to driving change and doing business the right way. In only 4 years, DealMaker has powered over $1.9 Billion USD in capital raised, more than double any leading US counterpart in less than half the operating history.
You can connect with our guest on LinkedIn here
#164: What OneLogin's Founder's are Doing Differently the Second Time Around and Characteristics To Look For in a Great Co-Founder
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This week's guest is Thomas Pedersen
Thomas founded OneLogin, which pioneered identity & access management as-a-service. His new company, Bunny, simplifies and automates how b2b SaaS companies manage their recurring revenue, including billing, payments, quoting, analytics, customer self-service and tenant provisioning
You can connect with Sara on LinkedIn here: https://www.linkedin.com/in/tbpeder
#163: How To Persuade Someone To Become Your Co-founder, And the Role AI Will Play in Data Analytics and Why You Should Hire a Product Team Sooner Than You Think With Karel Callens
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This week's guest is Karel Callens
Karel Callens is the CEO and founder of Cumul.io, and is based in Leuven, Belgium. He has worked in the field of big data and analytics for over 10+ years and has an education from Katholieke Universiteit Leuven.
You can connect with Karel on LinkedIn here: https://www.linkedin.com/in/karel-callens-10bb023/
#162: The Story Behind ChartMogul Launching a CRM, Tactical Tips to Motivating Your Team In Difficult Times and How to Avoid Short Term Thinking When it Comes to Your Career featuring Sara Archer
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This week's guest is Sara Archer
Sara Archer is a recognized SaaS revenue leader and the VP of Sales at ChartMogul, the leading Subscription Analytics Platform.There she's helped thousands of SaaS founders harness their billing data to make decisions and grow recurring revenue faster.Sara has 10 years building ambitious, international sales teams. Ask her about SaaS metrics, PLG sales, sales methodologies, or sales CRMs.
You can connect with Sara on LinkedIn here: https://www.linkedin.com/in/smarcher18/
#161: From Lawyer to Startups and 3 Critical Qualities Every Startup Operator Should Have at an Early Stage Startup featuring Adrian Parlow
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This week's guest is Adrian Parlow
Adrian is a lawyer turned startup operator, with experience as a corporate attorney, general counsel, and now product designer and growth hacker. He and his team at Capitalize are rethinking fundraising from the ground up, modernizing and simplifying the product experience for founders and venture investors.
You can connect with Adrian on LinkedIn: https://www.linkedin.com/in/adrianparlow/
#160: The State of Venture Debt Post SVB Collapse and 3 Tips to Communicating Effectively During Chaos featuring Mark diTargiani
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This week's guest is Mark diTargiani.
Mark originates loan opportunities for Pacific Western Bank with VC-backed tech firms in the Bay Area, LA and Seattle. He has 25 years of experience developing relationships and leading sales, business development, revenue generation, and go-to-market strategy for startups, SMBs and public companies. Mark has a deep ecosystem of relationships in the SF Bay Area and beyond. Mark worked at TriNet during its IPO and helped build the sales team from 30 to over 300 reps selling into vertical markets. Prior to joining Pacific Western Bank’s Venture Banking Group, he ran a consulting business coaching startup founders on go to market strategies and sales execution.
You can connect with Mark on LinkedIn: https://www.linkedin.com/in/markditargiani/
#159: 3 Unconventional Tips for a Much More Effective Post Sales Experience featuring Michael Tuso
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This week's guest is Michael Tuso.
Michael Tuso is the Co-Founder and CEO of Callypso—a SaaS platform that helps with expansion sales and account management. Michael is also author of Crafting the Sale: Create a Sales Experience that Drives Revenue, Impresses Buyers, and Transforms Your Sales Career, which is scheduled to come out in September 2023. Michael has been twice recognized by the AA-ISP as a Top 25 Sale Leaders to follow. He is the recipient of the Sales Development of the Year Award by Tenbound, and has been listed as a top sales leader to follow by Crunchbase.
#158: Why Great Leadership Starts with Self Awareness, Courage and Intuition with Charles Ferguson
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This week's guest is Charles Hamilton Ferguson.
Charles is the General Manager and head of G-P’s business in Asia. In this capacity, he is responsible for establishing scale and efficiency for G-P and its customers’ business expansion in one of the most dynamic markets in the world. G-P helps growing companies unlock their full potential by making it possible to build highly skilled global teams anywhere in the world, in days instead of months. Through its SaaS-based platform, G-P helps companies to find, hire, onboard, pay, and manage global teams quickly and compliantly, without the hassle of setting up local subsidiaries or branch offices.
You can find Charles on LinkedIn
#157: How to Build a Culture of Ownership With Srikrishnan Ganesan
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This week's guest is Srikrishnan Ganesan.
Sri is the co-founder and CEO of the leading Customer Onboarding Platform, Rocketlane, and the #1 customer onboarding community, Preflight. He is passionate about all things CX and start-ups. Sri has spent his last decade building and scaling SaaS businesses. His last start-up was acquired by Freshworks (NASDAQ:FRSH) in 2015.
You can find Sri on LinkedIn
#156: From Sales Executive to CEO: Lessons on the Journey With Tom Lavery
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This week's guest is Tom Lavery.
Tom has over 15 years of experience in high-growth VC/PE-backed SaaS companies. Tom is currently the CEO and Founder of Jiminny, a Conversation Intelligence Platform that helps companies maximize their team's revenue. Prior to starting Jiminny, he was SVP at Reward Gateway and saw them through two PE-backed buyouts.
You can find Tom on LinkedIn
#155: A Proven Playbook for In-Person Events and Tradeshows with Todd White
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This week's episode features Todd White. Todd grew up professionally in the software sales world starting as an SDR and now running the sales team at GuideCX. As the Co-Founder of GuideCX, he helps his customers provide the best customer onboarding experience.
You can follow Todd on LinkedIn: https://www.linkedin.com/in/🦈todd-white-504a1b1b
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#154: The Secrets to Success in Business and Life featuring Tobias Dawes
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This week's speaker is Tobias Dawes.
Tobias has more than 15 years' experience working in cloud and systems architecture for some of the most respected FTSE 100 institutions including IBM, Barclays and the Bank of England. With a decade spent working in the Salesforce ecosystem, working for a range of technology start-ups, Dawes went on to ServiceWare as its director of solutions architecture, where he led its expansion across EMEA.
Based on his own experience across the financial services and technology sector, he realised there was a need to automate and streamline pre-sales documents (RFPs, RFIs, DDQs). It is this that led him to launch Avnio, an ambitious software company that accelerates business to closed won. Dawes believes that new technology presents an opportunity to explore new ways of working and doing business, however, leaders must be willing to embrace change and innovation.
You can find Tobias on LinkedIn
#153: The Hidden Benefits of International Travel and The Perks as well as Challenges of Being a GM With Mark Dembitz
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This week's guest is Mark Dembitz, General Manager of APAC at Lark.
Mark is a seasoned and innovative leader with 18 years of international B2B experience in business development, sales, and key account management. As General Manager of Lark's APAC division, he leads a team of go-to-market professionals and is responsible for the growth and strategy of a leading communication and collaboration tool. Mark's diverse background includes a start in finance, 13 years in the startup and scale-up world, and expertise in utilizing cutting-edge technology to drive change in energy, commodities, and maritime sectors.
With a passion for connecting people and companies, he is a strong believer in using technology to enhance productivity, collaboration, and mobility. Mark holds a B.A. in East Asian Studies from Brown University and an MBA from INSEAD, is fluent in 5 languages, and has lived and worked across Asia since 2006. He has traveled to over 90 countries and is always eager to experience new cultures and places.
You can find Mark Dembitz on LinkedIn
#152: How This Leader is Keeping the Team Engaged in 2023 and 5 Things to Keep in Mind When Selling to a CFO With Adam Tesan
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This week's guest is Adam Tesan. Adam is the CRO of Chargebee, a recurring billing and subscription management platform that helps SaaS and SaaS-like businesses.
You can follow Adam on LinkedIn: https://www.linkedin.com/in/adamtesan
This episode is brought to you with the support of CoSell, visit them at Cosell.io to learn about relationship led growth
#151: The Blueprint for Leveraging Your Past Experiences into Founding a Company With Maxwell Lu
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Maxwell Lu is the Founder and CEO of Pilot AI that keeps your sales team focused on closing while giving you visiblity to customer calls by automatically update and populate your CRM directly from your sales calls. Previously, Max was head of sales operations at Welcome and Head of Technology at Clipboard Health.
You can find follow Maxwell on LinkedIn: https://www.linkedin.com/in/maxwell-lu-60b85269/
This episode is brought to you with the support of CoSell, visit them at Cosell.io to learn about relationship led growth
#149: What It's Like Selling In a Recession and Actionable Tips to Increasing Your Odds of Success as a Sales Rep with David Iankelevich
This week's guest is David Iankelevich. David is the CEO and Co-Founder of d + i consulting, where he partners with B2B SaaS companies on their sales, marketing, and operations strategies to drive sustainable growth.
You can follow David on LinkedIn: https://www.linkedin.com/in/davidiankelevich/
#148: Top Lessons I'm Thankful For featuring Poya Osgouei
Poya shares some of the lessons he is grateful to have learned over the years.
#147: The Importance of Being Vulnerable, Earnest and Top 3 Tips to Increase Your Sales in a Any Market With David Campbell
David Campbell is the CEO and Co-Founder of Tropic, a full-service SaaS platform that helps companies automate their software procurement with data, tools and services.
In just a little over three years, Tropic has raised $65 million from prominent venture capitalists, built a team of 160+ and manages hundreds of million in spend for fast-growing companies like Docusign, Intercom, Notion and Zapier.
Prior to Tropic, David was a Global Business Manager in the Financial Services Group at Microsoft, where he worked directly with CXOs at top Fortune 500 companies and architected 9-figure software agreements to help steer large digital transformation projects.
Before joining Microsoft, David served nearly 5 years at BounceX (now WunderKind) where he quickly rose up the ranks to become VP of Strategic Accounts and led a large team and drove strategy for all 7-figure accounts.
You can follow David on LinkedIn: https://www.linkedin.com/in/davidtropic/
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#146: The Importance of Long-Term Thinking, Patience and Best Practices For Creating Win-Win Situations In Business With Max Altschuler
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This Week's guest is Max Altschuler. Max heads up the VC firm GTMfund, which is focused on investing in hyper-growth B2B SaaS companies. He is also the founder of Sales Hacker and has written three books that encompass his knowledge and expertise in the sales industry.
You can follow Max on LinkedIn: https://www.linkedin.com/in/maxaltschuler/
This episode is brought to you with the support of Indeed, learn more at Indeed.com/scale
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#145: Top Lessons from Selling $25 Million in Sponsorships at SaaStr featuring Poya and Robby
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In this episode, Robby interviews Poya on his top learnings and lessons from selling over $25 Million in sponsorships at SaaStr.
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