From Engineer to Bootstrapped CEO: Leveraging Experience to Fuel Your Startup Success featuring Federico Ramallo
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This week's guest is Federico Ramallo. A seasoned tech executive and co-founder of Density Labs, Federico brings over two decades of rich experience in software, business, and leadership to the tech landscape in Mexico and beyond. Originating from Buenos Aires and now a pivotal figure in the Mexican tech industry, Federico has been instrumental in co-founding Density Labs, a software development company that not only tackles digital projects with a fearless approach but also contributes significantly to the tech growth in Mexico by training 150+ developers. His passion extends beyond the tech world into nature, where he explores and embraces challenges, much like his approach towards navigating the tech world. Federico is not just a leader; he is a mentor, a problem solver, and an innovator, bridging corporate tech needs with burgeoning talent in Mexico, ensuring efficient US team scaling and robust support to digital projects.
This week's episode is brought to you by Netsuite, learn more at netsuite.com/scale
Five Reasons to Share Your Mental Health Struggles And Five Things to Consider When Looking for a Customer Facing Role With Jack Greener
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This week's guest is Jack Greener. Jack is an adaptive climber, cyclist, and free-skier who has achieved remarkable feats in the face of adversity. He holds the distinction of being the only individual with a spinal cord injury to successfully summit Mount Whitney, the tallest mountain in the lower 48 states.
In addition to his incredible athletic accomplishments, Jack has made a significant impact through his philanthropic endeavors, raising thousands of dollars for charity. He has also been a vocal advocate for the inclusion of disabled athletes in the world of cycling competition and professional rock climb guiding, actively campaigning with various organizations to promote this important cause.
Furthermore, Jack's creative talents extend beyond the realm of sports. He has lent his expertise to professional photography campaigns for renowned brands such as ON Running, Nike, and Hoka, showcasing his versatility and skill in capturing captivating imagery.
This week's episode is brought to you by Bambee and Netsuite, learn more at Bambee.com/scale as well as netsuite.com/scale
Rise of RevOps and Importance of Looking Forward in Work and Life
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This week's guest is Andy. Andy Mowat spent his career building sales and marketing engines for world-beating companies such as Upwork, Box, and Culture Amp. Andy thinks deeply about how GTM motions are changing. And was most recently the co-founder and CEO of Gated which put a dent in the world of outbound.
This week's episode is brought to you by Netsuite, learn more at netsuite.com/scale
Tips to Balancing Work and Family Life, How to Think Through Technical or Management Tracks, And Benefits of Remote, Hybrid, and In-Person Work With Claire Montgomery
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This week's guest is Claire Montgomery. Claire is a Sr Director of Software Engineering at G-P (Globalization Partners), responsible for building high performing global engineering teams who provide world class customer experience through the use of technology. Claire recently established and runs the G-P Women in Tech Community, established to unlock boundless possibilities for women in technology, so every woman everywhere can reach their full potential, wherever they are in their career journey. Claire is passionate about building a culture of trust, support and challenge. Creating an environment focused on engineering excellence and driving positive outcomes for the business, customer and employee.
This week's episode is brought to you by Bambee and Netsuite, learn more at Bambee.com/scale as well as netsuite.com/scale
The Evolution of Sales Development, What's the Same and What's Changed Over The Past Decade featuring Lou Petrossi
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This Week's Guest is Lou Petrossi, founder and CEO of Inside Scale. Lou started in tech as an SDR with GoodData, then built outbound functions for Showpad (5th US employee) and Talkdesk (7th US employee) before founding InsideScale. Lou’s supported sales development build-outs at 65+ startups to date, including Gong, Front, SaaStr, and Clearbit - all while leading InsideScale’s GTM functions.
This week's episode is brought to you by Bambee, learn more at Bambee.com/scale
3 Actionable Tips for Dealing with a Busy Work Schedule, and How AI is Changing the Tech Landscape From the Perspective of a SaaS CEO featuring Matt Martin
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This episode is brought to you by Netsuite.com/scale
Our guest is Matt Martin. Matt is CEO and Co-founder of Clockwise. Before Clockwise he helped build RelateIQ, a company acquired by Salesforce for $390 million. He has previously been a front-end software engineer, a civil litigator, and a founder of a variety of software startups. He holds a B.A. from Dartmouth and a J.D. from UPenn in Philadelphia.
You can find Matt on LinkedIn at: https://www.linkedin.com/in/voxmatt/
This week's episode is brought to you by Netsuite which provides you the visibility and control you need to make better decisions faster. Learn more at netsuite.com/scale - NetSuite dot com slash [SCALE]
What Successful Startups Have In Common and 5 Tips for Building a High-Performing Sales Team featuring Brendon Cassidy
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This episode is brought to you by Netsuite.com/scale
Today's guest is my good friend, Brendon Cassidy. Brendon graduated from Saint Mary’s College of California, started his career in Recruiting, and then transitioned into sales where he eventually landed himself at LinkedIn in 2005 as employee #15, and LinkedIn’s first ever Head of Sales. Brendon’s next move was one that would change his life forever. He went to work for Jason Lemkin as the VP Sales at Echosign, which was eventually acquired by Adobe for an estimated $400 million. After Echosign Brendon went on to be the VP Sales at Talkdesk, now valued at over $3 billion. Then started his own consulting firm, Cassidy Ventures, where he helped found Gong,, and most recently co-founded CoSell.io where he works as the Co-CEO. He’s a frequent speaker at SaaStr and other large sales events. This is his story.
This episode is brought to you by Netsuite.com/scale
5 Phd Skills That Increase Your Business Acumen, How to Balance Short-Term Execution and Long-Term Strategy, and 4 Leadership Tips to Inspire a Shared Vision featuring Guy Marion
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This week's episode features Guy Marion. Guy has over 15 years of strategic marketing, sales, and product leadership experience driving growth for SaaS businesses, including Autopilot and Zendesk. Before joining Chargebee, he was CEO and founder of Brightback, which was acquired and is now Chargebee Retention.Guy oversees a wide range of critical functions, from elevating Chargebee’s brand awareness and maximizing lead and customer acquisition to optimizing operations and analytics and cultivating high-performing teams. Outside of work, Guy enjoys time with his wife and three kids, boating on the SF Bay, advising in the startup ecosystem, and visiting family and friends internationally.
You can connect with Guy here -> https://www.linkedin.com/in/guymarion/ <-
How a Company With 235,216 Stays Close to It's Customers, What Top-Performing SaaS Companies Are Doing In This Economy, And the One Thing We All Can Do to Get Ahead in Our Careers ft. Jonah Mandel
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Jonah is currently in the VP of Sales and Customer Success at Capchase, and shares his tips for career progression, what he felt AliBaba did extremely well to stay close to it's customers as well as some of his tips that have helped him strive ahead, Jonah is now putting an onus on developing his team and discarding the growth at all costs mentality in favor of sustainability, precision, skill and nuance.
https://www.linkedin.com/in/jonah-mandel-654290a2/
Download the SaaS Benchmark for 2023 for free -> here <-
#173: The Secrets to Making the Most Out of Challenges with Keith Andrade
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This week's episode features Keith Andrade.
Keith Andrade is born and raised from NYC and now acting as the US GTM head of sales for ONES.com.
He comes from a strong background in SaaS from Justworks, Monday.com and Abacus.AI. Going from SDR to AE twice and leading the ride to take a company public, there's a ton of unique challenges Keith has learned to overcome over his last 7 years. When he's not helping startups he's either doing yard work at his beach house in Asbury Park with his partner and pups or up late at night reading about all the new tech trends happening across the globe. He's even founded The Morning Byte, a text news service that fights misinformation and helps people in business stay informed and ahead in the ever changing tech world.
#171: The Secret to Moving Up and Leading Sales Teams and How to Set Boundaries When it Comes to Work ft Nathan Broome
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This week's episode features Nathan Broome.
Nathan has 15 years of sales experience and over a decade of sales leadership. He has a proven track record of building and scaling sales teams focused on GTM Strategy, consistent coaching, and hire top tier talent. Building and scaling sales teams is his jam.
You can find Nathan on LinkedIn: https://www.linkedin.com/in/nathan-broome/
#170: How to Use Pattern Matching in Sales and the Importance of Self Awareness with Poya Osgouei
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This episode is a re-run from the "Brutal Truth About Sales & Selling Podcast" where Poya Osgouei talks through his lessons being in tech sales the last 10 years.
#169: 3 Invaluable Benefits of Data-Driven Decision Making in Sales and Quick Actionable Tips to Achieve “Buy-In” and Create Sustained Change with Mark Pierce
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This week's episode features Mark Pierce.
Mark has 15 years of sales experience and over a decade of sales leadership. Proven track record of building and scaling sales teams focused on GTM Strategy, consistent coaching, and hire top tier talent. Building and scaling sales teams is his jam.
You can find Mark on LinkedIn: https://www.linkedin.com/in/mark-pierce-b422869/
#168: When To Raise VC Capital and When to Avoid It, and What to Consider When Building Out a Sales and Customer Success Process with You Mon Tsang
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This week's guest is You Mon Tsang.
You Mon is the founder and CEO of ChurnZero, which helps subscription businesses fight churn with a real-time Customer Success platform. Before ChurnZero, he was the CMO of Vocus (now Cision) and CEO of its marketing automation business unit, OutMarket. He is a serial entrepreneur, having founded four software companies, including ChurnZero, Biz360, and Engine140.
You can connect with our guest on LinkedIn here: https://www.linkedin.com/in/youmon
As a bonus, if you’re a Customer Success Leader, be a part of the most impactful Customer Success study yet. It takes around six minutes. Go to www.churnzero.com/2023study
#167: The Secret to Successfully Hiring, Onboarding and Offboarding featuring Kevin Mulrane
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This week's episode features Kevin Mulrane.
Kevin Mulrane has 15 years of sales experience and over a decade of sales leadership. 4X VP of Sales, 1X CRO, and a succesful exit. Proven track record of building and scaling sales teams focused on GTM Strategy, consistent coaching, and hire top tier talent. Building and scaling sales teams is his jam.
You can connect with our guest on LinkedIn here: https://www.linkedin.com/in/kevinmulrane/
#166: How to Get to a Strong Start as a New Executive, and 3 Factors to Consider Before You Plan for Global Business Expansion featuring Philip Lacor
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This week's guest is Philip Lacor
Philip Lacor is the Chief Revenue Officer at Airbase. He leads all customer-facing functions across marketing, sales, and customer success. Philip brings extensive leadership to Airbase, having served as CRO at Envoy, VP Global Sales and Customer Success at Dropbox, and Managing Director of Enterprise Business Unit at Vodafone. Philip holds an MSc in Chemical Engineering from Delft University of Technology and an MBA from INSEAD.
You can connect with our guest on LinkedIn here: https://www.linkedin.com/in/philip-lacor-3a4167/
#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/