Low Ego and High Adaptability – The Secret to Staying in Seat from $0 to $100M

Becca Lindquist, Vice President for the Americas at dbt Labs, tells Todd Busler how she helped grow the company from under $1M to over $100M in ARR, and what it takes to scale outbound without gimmicks.

In the episode, Becca digs into what separates good sales leaders from great ones: evolving your seat as the company grows, investing early in enablement, and building outbound muscle across the org, not just in the SDR team.

In this episode, you’ll learn:

• Why top reps generate their own pipeline
• What to look for in your first 50 sales hires
• What makes pipeline council meetings worth doing

Things to listen for: 

(00:00) Introduction

(01:13) How Becca stayed in seat to $100M+ ARR

(03:01) Adapting your role as the company scales

(06:15) Building outbound systems from day one

(07:42) Keeping the PG culture as you grow

(09:40) Outbound challenges with open source leads

(11:34) Teaching reps to spot real business pain

(13:24) Scaling enablement without losing impact

(19:29) How dbt runs effective pipeline councils

(21:52) Making partner selling actually pay off