

Episode 33: Co-Founder & CEO at Bonfire Analytics
Sep 29, 2025
Vinay Nagaraj, co-founder and CEO of Bonfire Analytics, has a unique background in biomedical engineering and healthcare sales. He discusses how his analytical skills enhance the sales process, emphasizing the need for authentic relationships in sales. Vinay shares insights on common pitfalls in healthcare sales, market opportunities in behavioral health, and the importance of making data actionable. He also provides tips for aspiring founders on fundraising and values stress relief through basketball and family favorite healthy recipes.
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Learning Sales At Roundtrip
- Vinay joined Roundtrip through the Venture for America fellowship as an early growth hire and learned healthcare sales firsthand.
- His experience at Roundtrip exposed long sales cycles and inspired the later creation of Bonfire Analytics.
Sales As A Process, Not Just Persuasion
- Sales in complex healthcare markets requires a process-driven, analytical approach rather than pure charisma.
- Vinay says breaking sales down step-by-step turns it into a repeatable science that benefits from engineering thinking.
Hire Hungry, Initiative-Taking Communicators
- Hire salespeople who show hunger to learn, take initiative, and communicate clearly.
- Vinay prioritizes learning mindset, self-starting behavior, and direct communication when building startup sales teams.