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  • Sprinting to $100M ARR, Recruiting a Winning Team, and Building a Successful Remote-First Culture with Stevie Case, CRO @ Vanta

    Sprinting to $100M ARR, Recruiting a Winning Team, and Building a Successful Remote-First Culture with Stevie Case, CRO @ Vanta

    · The Bravado Pod

    Vanta CRO Stevie Case hyper-scaled her team from 20 people and $10M to 300+ and $100M in less than two years. This week’s episode is a masterclass in how to change the trajectory of your business.

    If your company is between $5M - $20M ARR, you’ll hear the cheat codes to

    Moving Upmarket: How to scale to enterprise customers without losing focus on your core SMB base

    Culture Building: Going all-in on enablement so your reps can grow their career as far as they want without leaving the company

    Remote-First Structuring: How Vanta went against the conventional wisdom and achieved this hyper-growth with a fully remote sales team.

    The bar for startup growth keeps getting raised. The only way to keep up is to lead the way. Bravado CEO Sahil Mansuri brings you the insights to help you do just that every other Wednesday on The Bravado Pod.

    Episode Content:

    00:00 - Introducing Stevie Case, CRO @ Vanta06:55 - Success comes down to the people you hire. Who does Vanta hire?

    23:24 - How to crush a Stevie Case interview - the exercise that makes or breaks it for candidates at Vanta

    30:39 - Maximizing Productivity in a Remote-first team and the importance of face time

    39:35 - It’s never too early to think about creating multiple revenue engines

    49:47 - How to forecast accurately for success with the levers that drive pipeline

    57:41 - The real ROI betting on SDRs

    1:04:52 - Lightning Round: Sales as a Superpower, Professional Gaming to Sales

    Are you Hiring Salespeople? Check out Bravado Talent - https://talent.bravado.co/

    LinkedIn - https://www.linkedin.com/company/wearebravado

    Twitter - https://www.twitter.com/bravado

    Instagram - https://www.instagram.com/bravado_sales/https://

    Bravado.co

  • Scaling SMB to $30M, Investing in RevOps Early, and Stage-appropriate Sales Hiring with Kyle Norton

    Scaling SMB to $30M, Investing in RevOps Early, and Stage-appropriate Sales Hiring with Kyle Norton

    · The Bravado Pod

    Scaling SMB Vertical SaaS Owner.com from $2M to $30M with an Ever Evolving Playbook that Adapts Sales Strategy at Each Milestone: CRO Kyle Norton

    The secret to the best Sales Playbook for scaling is that it constantly changes at each step. Kyle Norton took his company from $2M to $30M ARR in just a few years by pivoting the GTM strategy to the challenge at hand. Kyle offers actionable advice for Sales Leaders and Founders in early stages on:

    - The people to hire in the beginning vs the people to hire to scale

    - Indicators that determine if a $2M company has the potential to reach $30M

    - How early investments in RevOps can help you scale faster

    - Preparing for setbacks before they happen

    You’ll hear everything a Founder needs to know about finding the right Sales Leader to take their startup to the first $30M, and everything that Sales Leader needs to know about getting there from Kyle Norton and Bravado CEO Sahil Mansuri in this episode.

    Episode Content:00:00 - Welcome Kyle Norton, CRO at Owner.com03:20 - Doing hard things helped me be better at Sales05:07 - Finding a winning company 16:43 - What to look for in a founding team 33:43 - Your first VP of Sales is a bridge 48:44 - You need Pirates and Romantics 58:010 - In office vs remote 1:08:35 - Shoot above your number 1:13:08 - Quick fire round

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  • GTM Benchmarks Post-ARR, The Death of Post-Sales, Investing in Outliers with Sangeeta Chakraborty

    GTM Benchmarks Post-ARR, The Death of Post-Sales, Investing in Outliers with Sangeeta Chakraborty

    · The Bravado Pod

    From Scaling GTM at Okta, Checkr, and Miro to How AI is Disrupting the SaaS Sales Playbook: CRO Sangeeta Chakraborty

    Discover how the AI era is transforming Sales teams, Sales Leadership, and even CS. Drawing from her experience scaling revenue at top SaaS companies during major market disruptions, Sangeeta reveals:

    Why traditional SaaS Sales strategies are being upended by AI-driven pricing and customer expectation changes

    Battle-tested tactics for breaking into new markets without brand recognition

    The most important skills for reps to thrive in the AI era

    Strategies for Sales Leaders to meet today’s aggressive revenue targets

    Bravado CEO, Sahil Mansuri asks the questions Founders, Sales VPs, and AEs need answered to crush quota in 2025.

    Sangeeta's LinkedIn: https://linkedin.com/in/sangeetachakraborty/

    Episode Content:00:00 - Welcoming Sangeeta Chakraborty to the Podcast!06:41 - The importance of hiring the right people for Sales 12:12 - The evolution of post-sales in usage based pricing models 15:00 - The new AE role 22:20 - Building a culture of learning 28:34 - Winners don’t shy away from big targets 37:05 - Outlier performance will always lead Sales 38:42 - The right way to plan for outliers 42:28 - TOFU for startups 47:17 - The next phase of brand growth 49:05 - The work most companies try to skip 52:02 - Quick fire round

    Are you Hiring Salespeople? Check out Bravado Talent - https://talent.bravado.co/LinkedIn - https://www.linkedin.com/company/wearebravadoTwitter - https://www.twitter.com/bravadoInstagram - https://www.instagram.com/bravado_sales/https://Bravado.co