GTM 39: Leveraging Scarcity and Turning it Into Abundance with Stevie Case

Stevie oversees Vanta’s go-to-market team to support the company’s rapid growth. Stevie brings over 20 years of sales and business development experience to the role, most recently serving as Vice President of Mid-Market Sales at Twilio, running a $425 million business for the market-leading cloud communications platform. Joining as one of their first account executives, Stevie played a pivotal role in establishing Twilio’s enterprise business with key Fortune 500 customers. She helped to grow the sales team from a dozen to over 1,000 team members. Stevie also supports startups, serving as an angel investor and advisor for the past decade.

What You Will Learn:

• How to succeed in technical sales as a non-technical person and with a non-technical resume.
• How to look for curiosity in candidates when in the hiring process.
• Turning a lack of belongingness into an abundance mindset and greater success.
• Don't undermine the power of networking.

Highlights:
(1:48) What Stevie attributes her early success to.

(4:20) How revenue leaders and their teams are currently using AI today - building a team for AI revops.

(10:48) What made Stevie reach all-time success in sales during her time at Twilio & how to break into technical sales as a non-technical person.

(13:30) 2 fundamental ways to test for curiosity in an interview process.

(16:10) Stevie’s career-shaping story that turned rejection into fuel.

(22:45) Transitioning from changing from a scarcity mindset to an abundance mindset.

(26:35) Stevie’s mindset shift on the importance of networking in your career.

(33:28) The struggle to hire talent in today's market.

(35:47) Vantas open roles as of May 2023.

(37:40) Hot take: Resumes don’t matter.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/steviecase/
Vanta's Wesbite: https://www.vanta.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTM Podcast
The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

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