Scaling DevTools When sales and product led growth meet, with Railway's Angelo Saraceno
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Nov 7, 2025 Angelo Saraceno, Revenue and Compliance Lead at Railway, bridges his technical expertise with enterprise sales insights. He emphasizes the importance of understanding customer needs beyond mere features, advocating for a balance between product integrity and revenue generation. Angelo also discusses the necessity of thoughtful automation in outreach and the challenges of aligning sales efforts with product-led growth. He reveals strategies for differentiating vocal users from paying decision-makers, and how to design support as a product for better customer experiences.
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Business Prevents Product Graveyards
- Great products fail when founders ignore the business side and can't commercialize effectively.
- Angelo argues founders should spend a little time on go-to-market to avoid the "graveyard of great products."
From User To Revenue Lead
- Angelo joined Railway as a support engineer after being an avid user and customer-facing contributor.
- Customer questions pushed him toward revenue and compliance work over time.
Peel Back Feature Requests
- Customers often ask for features like Infrastructure as Code but are really driven by political and audit needs.
- Angelo recommends peeling back requests to find the customer's true intention before building features.
