Vanta CRO on building a $100M+ ARR Revenue Engine – and how you can do, too | Predictable Sales Engine | Hiring Sales Talent | Selling to SMBs with Vanta CRO Stevie Case

Mar 14, 2025

01:23:03

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Stevie Case, CRO at Vanta, explains how the company surpassed $100 million in ARR in just five years by building a predictable and scalable revenue engine. From founder-led sales to structuring a global sales organization, Stevie shares actionable insights for designing a repeatable go-to-market strategy and scaling effectively.

She breaks down the importance of discovery, identifying customer pain points, and building trust, along with tips on hiring and incentivizing your first sales team.

What You’ll Learn in This Episode

Key Elements of a Predictable Revenue Engine
Why discovery is the most critical skill for founders and sales teams
How to define and scale repeatable metrics for predictable revenue
Scaling a Sales Organization
When and how to hire your first sales reps
The importance of proper incentives and avoiding common hiring mistakes
Building Repeatable Sales Processes
How Vanta scaled from a single lead source to multiple diversified revenue streams
Using frameworks like MedPIC to identify and quantify customer pain points
Managing Revenue Growth
How to balance short-term wins with long-term scalability
The importance of focusing on a single channel or ICP before diversifying