Carving her own path is certainly one way to describe how Christina Augustine, COO at Bloomreach, has chosen to do her work. With a distinct set of experiences, beginning with a unique college thesis, to owning her own patent, and eventually leading Bloomreach through successful product launches, Christina has held her own over the course of her career. And her fortitude is now paying off. Christina’s natural competitiveness has not only helped her shape her own leadership abilities, but she con...
Nov 01, 2021•59 min•Ep. 58
Mark Anderson, CEO at Alteryx, joins Joubin to talk about how he crafted his leadership ethos, which he often compares to a great game of golf. While Mark is currently at Alteryx, it is his foundation at Palo Alto Networks that serves as the bedrock for how he approaches his work. In this episode, Mark reflects on his time at Palo Alto and offers insight that anyone would be wise to pay close attention to; close attention being an essential part of Mark’s ethos, as he says the “absence of a plan...
Oct 25, 2021•53 min•Ep. 57
Mike Gamson, CEO of Relativity, has joined the show this week to provide his take on leadership, sales, and the evolution of his career leading up to Relativity. Mike’s path into becoming a CEO is a varied one and his diverse range of experiences has helped him hone in on essential insights, which he very humbly shares. With a background in liberal arts, Mike has an interesting story about how he became a leader in the world of sales and technology. It all began when he made the decision to move...
Oct 18, 2021•57 min•Ep. 56
Mike Clayville, CRO at Stripe, joins this week’s conversation to discuss what it's like to turn companies into forces of nature, using Mike’s chosen metaphor, the tornado. While Mike might be the first guest to compare company growth to a natural phenomenon, his insight is invaluable. Mike comes from a small town outside of Declo, Idaho, and grew up working on the family farm and ranch. It was there that Mike gained the hard work ethic that has catapulted him into the worlds of engineering and t...
Oct 11, 2021•1 hr 12 min•Ep. 55
Rob Lehman, Chief Business Officer at Compass, has an entrepreneurial spirit that has already set him forward in a burgeoning and exciting career at a young age. Rob’s path has come by no accident. His determination to be at the innovative edge and his unconventional approach to finding his bearing at Compass speak to Rob’s unique take. Rob’s business-focused mindset developed early on in his childhood. In the fourth grade, Rob started a basketball camp with an all too original name. As Rob adva...
Oct 04, 2021•52 min•Ep. 54
To say that Brian Frank, Chief Operating Officer of Cameo, comes from a non-traditional background into the career field of sales might be an understatement. Brain’s career began in law and he spent nearly a full career there before transitioning to sales in 2008, where he has been exceedingly active. Brian’s multifaceted background has given him a wide range of skillsets and a deep wisdom that has become invaluable to the organizations where Brian has worked. His focus on constantly learning th...
Sep 27, 2021•1 hr 4 min•Ep. 53
Marc Maloy’s storied career with IPOs and acquisitions has helped him develop essential insights into career success, leading him to become President of Field Ops at BetterUp. While Marc’s history is steeped with successful transitions, at each step he never failed to stay focused on the people. Marc remains focused on empathy, developing leaders first, and helping everyone in an organization reach their objectives. In this episode of Go to Market Grit Marc and Joubin go into the details on Marc...
Sep 20, 2021•59 min•Ep. 52
Since the 1990s, Scott Jones has had a successful career working in sales at technology companies including SAP, Tableau, and Alteryx. In early 2021, Scott took a job that had never before appeared on his resume — the role of Chief Executive Officer at Incorta, a company creating direct data analytics software. On this episode of Go to Market Grit, Joubin and Scott talk about Scott’s career, the value of making relationships with others in business, and the questions Scott had as he settled into...
Sep 13, 2021•48 min•Ep. 51
Ever wonder how McDonald’s came up with its famous “I’m Lovin’ It” tagline? Brandon Snow knows all about it — in fact, he worked for the German advertising agency Heye & Partner when it pitched the winning slogan years ago. With an impressive career that took him to live in Poland, Germany and China, Brandon has worked for not only Heye & Partner, but also the NBA as a senior marketing leader. Now, Brandon works as head of Activision Blizzard Esports — where he leads the effort to levera...
Sep 06, 2021•55 min•Ep. 50
When Oliver Jay worked for venture capital firm New Enterprise Associates in the late 2000s, he found that the most rewarding aspect for him was working with portfolio companies and watching the beginnings of sales operations. “But as an associate, let’s be honest, I was there to crunch numbers, and write memos, and source deals,” Oliver said. “That’s why I decided to leave. Even though I loved the job intellectually, I just wanted a piece of the action.” Soon after, Oliver earned an MBA from Ha...
Aug 30, 2021•46 min•Ep. 49
Eric Morse is unabashedly a “super nerd.” With a degree in physics from Duke University, Eric taught himself how to program and joined a consulting firm where he worked at implementing PeopleSoft, a human resource management system. Eventually, Eric found his way into sales — working at Google, NetSuite, and Ayden — until he eventually and most recently became SVP of Sales at Affirm, Inc. in 2018. On this episode of Go to Market Grit , Joubin and Eric talk about Eric’s interest in technology, co...
Aug 23, 2021•49 min•Ep. 48
Many successful LinkedIn alumni have been welcomed as guests on this podcast — and this week, the insightful LB Harvey will be joining those ranks. After starting her sales career as a Sales Executive at Corporate Executive Board, LB spent six years as an account executive and sales leader at LinkedIn before moving to Intercom to work in sales leadership. Now, LB serves as Chief Revenue and Success Officer of Front, a growing company creating a customer communication platform. On this episode of...
Aug 16, 2021•45 min•Ep. 47
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 ...
Aug 09, 2021•53 min•Ep. 46
When it comes to building a profitable business, Amanda Kleha has learned by doing. Amanda’s seven-year tenure in multiple senior marketing and sales positions at Zendesk saw the company make an IPO, grow from 12 employees to 2,000, and go from $1 million to $300 million in revenue. Now, as Chief Customer Officer at Figma — a company recently valued at $10 billion that is creating collaborative design user interface platforms — Amanda is cementing her status as a top-tier business leader. On thi...
Aug 02, 2021•1 hr 5 min•Ep. 45
When Steve Rowland studied at Texas A&M University to get his degree in engineering, he likely wouldn’t have expected that his career would shift into one of an extremely successful sales leader. Over his 20+ year business career, Steve’s built successful teams at technology companies such as BMC Software, Appigee, and DataStax. Now, Steve serves as Chief Revenue Officer of Okta, a company selling identity security software. On this episode of Go to Market Grit, Joubin and Steve talk about w...
Jul 26, 2021•47 min•Ep. 44
Take one look at Renu Gupta’s resume and it’s immediately clear that she is a talented — and successful — sales leader. With experience at companies such as Google, Dropbox and Slack, Renu has led large sales teams and produced results. Now, Renu serves as Vice President of Sales at Thrive Global, a company founded by CEO Arianna Huffington, that seeks to end workplace burnout with behavior change technology. On this episode of Go to Market Grit, Joubin and Renu discuss personal and professional...
Jul 19, 2021•42 min•Ep. 43
When Jan Zeman was hired as a sales development representative in the early 2000s, he had a unique background in management consulting and venture capital. Jan has since risen through the sales ranks, having helped his previous company, Responsys, grow from $25 million in ARR to $200 million, among other successes. Now, he serves as SVP Sales, America at Iterable, a company creating a cross-channel marketing platform. On this episode of Go to Market Grit , Joubin and Jan talk about Jan’s career ...
Jul 12, 2021•48 min•Ep. 42
Not many people can say they’ve held leadership positions in marketing, sales, and HR during their business career. Well, maybe except for Rachael Powell, who has done all three and says it’s just her “natural curiosity” that brought her on such a path. Having worked for over 25 years at digital and technology companies, Rachael now serves as Chief Customer Officer at Xero, a company creating cloud-based accounting software for small businesses. On this episode of Go to Market Grit , Joubin and ...
Jul 05, 2021•52 min•Ep. 41
Ryan Barretto knows all about what it takes to successfully scale a business. After an impressive 10-year career in sales leadership roles at Salesforce, Ryan took a role as SVP of Global Sales at Sprout Social — a business creating social media management tools — where he helped grow the company from $30 million in revenue to $170 million. Now, one IPO later, Ryan is President of Sprout Social — and, also, today’s guest on Go To Market Grit ! On this episode, Joubin and Ryan discuss Sprout Soci...
Jun 28, 2021•48 min•Ep. 40
Erica Anderson had never carried a bag before she was promoted to Vice President of Worldwide Sales at GitHub in 2019. With a successful career as a sales operations leader under her belt, Erica has since been promoted twice at GitHub — most recently to Senior Vice President of Revenue. On this week’s episode of Go to Market Grit , Joubin and Erica talk about the lessons Erica has learned about leadership throughout her career and the combined bottom-up and top-down selling approach of GitHub. I...
Jun 21, 2021•43 min•Ep. 39
Growing up in a farm town in Pennsylvania with a population of just 183 people, Harry Ault had big career aspirations. After working for CitiGroup in management positions, Harry built a successful career as a sales leader in the tech industry. As a go-to-market guru, Harry now serves as the Chief Revenue Officer of DataStax, a data management company. On this episode of Go to Market Grit , Joubin and Harry talk about Harry’s three steps to a technology company turnaround, transitioning from lega...
Jun 14, 2021•45 min•Ep. 38
Laura Palmer will never forget the first big technology sales deal she ever closed. Having only worked professionally as an inside sales rep, Laura took a leap of faith early in her business career and negotiated a half-a-million deal with a customer while “kind of knowing what I was doing and kind of not knowing what I was doing,” she says. So when Laura stood up for herself by telling the CEO of her company that she believed she should be promoted to a field rep, it’s no surprise she was given...
Jun 07, 2021•45 min•Ep. 37
Throughout his over 18 years working for the Golden State Warriors, Brandon Schneider has held several positions and seen it all. From the depths of rarely making the playoffs, to the heights of making it to the NBA championship five times in a row with three wins, Brandon has held 10 titles at the Warriors — most recently, the role of President and Chief Operating Officer. On this episode of Go to Market Grit , Joubin and Brandon geek out over their shared love of the Golden State Warriors, tal...
May 31, 2021•44 min•Ep. 36
By her own admission, Kayti Sullivan was having a “quarter-life crisis” when she realized the jobs she could get with her Masters degree in Early European Art were not careers she had envisioned. What followed for Kayti was the start of an incredibly successful twelve-year run in sales leadership at Yelp — where she traveled the globe and rose through the ranks. Now, Kayti is Chief Revenue Officer at The RealReal, an online marketplace for authentic luxury consignment. On this episode of Go to M...
May 24, 2021•54 min•Ep. 35
For Thomas Hansen, chasing a passion was key to unlocking the path toward an impressive career. An avid windsurfer, Thomas started his professional life managing a small windsurfing company in Denmark — an experience where he learned what it takes to succeed. Now, Thomas serves as Chief Revenue Officer of UiPath, a growing business that develops software for robotic process automation — freeing up time for companies to focus on innovation. On this episode of Go To Market Grit , Thomas and Joubin...
May 17, 2021•43 min•Ep. 34
Marcy Campbell knows a thing or two about taking risks. Over her almost 40 years in business, Marcy’s worked at 11 different startups — building several sales organizations from the ground up. Now, as Vice President of Global Professional Services at PayPal, Marcy employs grit on a daily basis as she leads sales teams on the newest company products. On this episode of Go to Market Grit , Joubin and Marcy discuss the challenges women face in business, creating sales motions and the qualities of a...
May 10, 2021•46 min•Ep. 33
In 2008, when Ryan Longfield took a contracted account executive position at LinkedIn without any prior sales experience, he knew he had to be “all-in.” “‘I’ll sleep under my desk if I have to,’” Ryan remembers telling a recruiter who asked if he was worried he won’t be able to hit $50,000 in sales in only three months. Now, after an almost 10-year run at LinkedIn where he worked in five different sales positions, Ryan serves as Chief Revenue Officer of Gong, a revenue intelligence platform for ...
May 03, 2021•54 min•Ep. 32
When it comes to building startups from the ground-up, Brendon Cassidy knows it all: Having held some of the first sales leadership roles at LinkedIn, Echosign, and Talkdesk, Brendon helped position each company for success. Now, Brendon consults startups on go-to-market operations as founder of his own consulting firm, Cassidy Ventures. On this episode of Go to Market Grit , Joubin and Brendon talk about what Brendon learned throughout his impressive career working at successful startups, as we...
Apr 26, 2021•51 min•Ep. 31
As Chief Revenue Officer of cloud content management and file sharing company Box, Mark Wayland and his team have taken on a “land, adopt, and expand” business model to attract new buyers across various industries and locations. This strategy seems to be paying off — according to Box, 68% of the Fortune 500 currently use the SaaS company’s products. On today’s episode of Go To Market Grit, Joubin and Mark talk more about Box’s go-to-market strategy, as well as the importance of learning from fai...
Apr 19, 2021•50 min•Ep. 30
Impossible Foods has a mission to eliminate the use of animals in the food system by 2035. With the growing success of the company’s plant-based meat products, such as the Impossible Burger, this vision is becoming reality. Feeling as though the company was “aligned with my own personal mission,” Dana Worth, former VP of Sales at Impossible Foods, joined the company in 2015 before it brought any of its plant-based meat products to market. Now, Dana has moved on from Impossible Foods, taking a po...
Apr 12, 2021•47 min•Ep. 29
