The Bravado Pod cover image

The Bravado Pod

Using Psychology to Scale GTM to $100M with Tomer Chernia, SVP Sales at Vercel

Mar 26, 2025
59:27
Creator website

The best sales people understand the psychology of sales… and the best sales leaders understand the psychology of leading a successful GTM organization. Tomer Chernia, SVP Sales at Vercel has mastered both. 

In this episode, he takes us through his sales and leadership strategy, which scaled Vercel to $100M ARR at breakneck speed. 

  • - The key to sales outreach that unlocks every buyer profile and market segment 

  • - Vercel’s unique mock pitch process uncovers what hiring managers really want to see

  • - Reconciling team morale with the board’s demands to conquer higher revenue targets


    Episode Content:

    00:00 - Introducing Tomer Chernia, SVP Sales @ Vercel

    04:00 - From Selling MarTech to Open Source DevTools

    07:04 - Selling and Outreach to the Open Source Community

    13:42 - Splitting up Territories and Deal Complexity

    19:13 - Profile of Salesperson that succeed in Mid-market and Enterprise

    22:25 - Sales Hiring in Hypergrowth

    27:54 - Remote vs In-person Culture and Performance

    40:05 - Investing in the Success of the Sales Team

    44:36 - How to think about quotas and compensation

    48:59 - Balanced and Thoughtful Growth Plans

    54:17 - Lightning Round: Sales as a Super Power, Controversial Advice, Best Fictional Sales Person


    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

    • Get the Snipd
    podcast app

    Unlock the knowledge in podcasts with the podcast player of the future.
    App store bannerPlay store banner

    AI-powered
    podcast player

    Listen to all your favourite podcasts with AI-powered features

    Discover
    highlights

    Listen to the best highlights from the podcasts you love and dive into the full episode

    Save any
    moment

    Hear something you like? Tap your headphones to save it with AI-generated key takeaways

    Share
    & Export

    Send highlights to Twitter, WhatsApp or export them to Notion, Readwise & more

    AI-powered
    podcast player

    Listen to all your favourite podcasts with AI-powered features

    Discover
    highlights

    Listen to the best highlights from the podcasts you love and dive into the full episode