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
Just take it from website security industry executive Chris Merritt — the internet was not designed with security and performance in mind. As President of Field Operations and CRO of Cloudlflare, Chris and his company are dedicated to fixing this problem by protecting websites for a more secure and reliable internet. On this episode of Go to Market Grit, Joubin and Chris discuss how Cloudflare’s go-to-market strategy has evolved, as well as how Cloudflare helps prevent bad actors from conducting...
Apr 05, 2021•53 min•Ep. 28
After 18+ years working in multiple high-level sales positions at Salesforce, Mike Wolff knows what makes a good leader. On this week’s episode of Go To Market Grit , Mike and Joubin talk about the leadership lessons Mike learned as he rose through the ranks at Salesforce from a sales development rep to the company’s Senior Vice President of Global ISV Partners. In this episode, we cover: How Mike landed a job as a sales development rep at Salesforce during the company's early stages in 2002. (1...
Mar 29, 2021•51 min•Ep. 27
Leadership is in Peter Kim’s DNA. Since he got his first management job running a Subway on the weekends when he was 14-years-old, Peter has built successful sales teams at companies such as LinkedIn and Advent Software. Now, Peter works as Senior Vice President of Sales at Relativity, a company that is transforming the legal discovery process by streamlining the collection, processing and review of legal evidence. On this episode of Go to Market Grit, Joubin and Peter talk about methods for eva...
Mar 22, 2021•48 min•Ep. 26
Dave Justice knows a lot about crisis leadership. Over his almost 21 years in sales, he’s successfully navigated through the dotcom and housing bubble crashes — and now, the COVID-19 pandemic. After 18 consecutive years working in various sales roles at Cisco, Dave became Executive Vice President of North America Enterprise Sales at Salesforce before transitioning in 2020 to his current role as Chief Revenue Officer at PagerDuty, a company that produces an incident response platform for IT depar...
Mar 15, 2021•51 min•Ep. 25
When Matt Heinz took a quota-carrying sales job in 2011 after having worked in sales leadership, he knew that “it was a step back, from the way that you look at it on a piece of paper.” But in the end, Matt saw success as he helped turn a company doing $11 million a year in revenue to one that sold for over $5 billion. Now, Matt serves as the Chief Revenue officer of Amplitude, a leading company in product analytics. In this episode of Go to Market Grit, Joubin and Matt discuss the many leadersh...
Mar 08, 2021•47 min•Ep. 24
If a customer doesn’t understand how a product will provide a positive impact to their business, will they buy it? It may seem like a simple question — but for Jay Snyder, identifying and communicating such areas of value to customers is a crucial aspect of keeping a business growing. On this episode of Go to Market Grit, Jay and Joubin discuss ways to build respect as a new leader, how to effectively communicate a product’s value to a customer, and why simplifying a business is crucial to succe...
Mar 01, 2021•41 min•Ep. 23
No matter how advanced sales technology gets, it’s still imperative for Kevin Knieriem to listen to his gut intuition when it comes to making business choices. And for good reason — his “Spidey senses,” as he jokingly calls them, are always accurate. But that doesn’t mean that artificial intelligence and advanced data analytics can’t help him and his team make better decisions. In fact, as Chief Revenue Officer of Clari, a company that makes software to help businesses visualize revenue operatio...
Feb 22, 2021•48 min•Ep. 22
If you ask Ross Biestman about the highest-performing environment he’s ever been a part of, you might be surprised to hear nothing of his time as an investment banking analyst or as a salesperson at Adobe. Instead, Ross points to his time on the University of California, Berkeley rugby team — an organization that he says instilled team values that he still brings to every company he works with. In addition to his position as Chief Revenue Officer of ServiceTitan, Ross currently serves as the CRO...
Feb 15, 2021•52 min•Ep. 21
Cloud-based data storage company Snowflake made headlines this past September when it underwent the highest-valued software IPO in stock market history. For the company’s Chief Revenue Officer, Chris Degnan, this blockbuster success was many years in the making. Having joined Snowflake in 2013 while the company was still in its early stages, Chris led the effort to build the business’ sales organization. Now, as CRO, Chris remains an integral force of Snowflake’s continued growth. In this episod...
Feb 08, 2021•1 hr 6 min•Ep. 20
Global trade is as complex as it is essential to worldwide economic stability. From organizing freight shipped through the air or over oceans, to customs and other governmental red tape, there’s a lot for businesses to worry about when it comes to world commerce. Just take it from Will Urban, Chief Revenue Officer of the freight forwarding company Flexport — a business creating cutting-edge technology that has changed the way organizations visualize their supply chain by digitizing data to drive...
Feb 01, 2021•51 min•Ep. 19
When it comes to building a company from the ground up, Qasar Younis has done it all. A mechanical engineer by trade and entrepreneur at heart, Qasar transitioned from working on cars to building startups, eventually selling his second business venture TalkBin to Google in 2011. Qasar has also helped fund and advise early-stage companies as a partner at Y Combinator. Now, Qasar is the founder and CEO of Applied Intuition, a company valued at $1.25 billion that develops simulation software that e...
Jan 25, 2021•56 min•Ep. 18
