Venture with Grace Connor Heggie, Unify CTO on AI-Powered Sales & GTM Automation
Oct 28, 2025
Connor Heggie, co-founder and CTO of Unify, discusses leveraging AI to revolutionize sales and go-to-market strategies. He shares insights on how automation can enhance human decision-making in sales, highlighting key signals of buying intent such as web engagement and hiring trends. Connor also delves into Unify's demo-first approach and the importance of a robust Salesforce integration. He emphasizes the significance of data quality in machine learning and explains how ongoing development ensures product excellence while scaling operations across numerous companies.
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First Startup Taught Pace And Agency
- Connor started a company out of college building automated sports analytics and learned pace, autonomy, and grit firsthand.
- He and his cofounder cold-emailed and iterated their way to product-market fit despite having no prior playbook.
Learning From A PhD-Heavy Team
- At Helm.ai Connor joined a tiny research-heavy self-driving team and absorbed PhD-level mental models.
- He learned to make incremental progress on long-term hard problems and improve ML development practices.
Labeled Data Is A Long-Term Asset
- High-quality labeled data remains valuable because it can be amortized across many model generations.
- Label distribution and freshness drive model reliability more than one-off labels do.
