Uncharted Podcast

This week's speaker is Tobias Dawes. Tobias has more than 15 years' experience working in cloud and systems architecture for some of the most respected FTSE 100 institutions including IBM, Barclays and the Bank of England. With a decade spent working in the Salesforce ecosystem, working for a range of technology start-ups, Dawes went on to ServiceWare as its director of solutions architecture, where he led its expansion across EMEA. Based on his own experience across the financial services and technology sector, he realised there was a need to automate and streamline pre-sales documents (RFPs, RFIs, DDQs). It is this that led him to launch Avnio, an ambitious software company that accelerates business to closed won. Dawes believes that new technology presents an opportunity to explore new ways of working and doing business, however, leaders must be willing to embrace change and innovation.

This week's guest is Mark Dembitz, General Manager of APAC at Lark.  Mark is a seasoned and innovative leader with 18 years of international B2B experience in business development, sales, and key account management. As General Manager of Lark's APAC division, he leads a team of go-to-market professionals and is responsible for the growth and strategy of a leading communication and collaboration tool. Mark's diverse background includes a start in finance, 13 years in the startup and scale-up world, and expertise in utilizing cutting-edge technology to drive change in energy, commodities, and maritime sectors. With a passion for connecting people and companies, he is a strong believer in using technology to enhance productivity, collaboration, and mobility. Mark holds a B.A. in East Asian Studies from Brown University and an MBA from INSEAD, is fluent in 5 languages, and has lived and worked across Asia since 2006. He has traveled to over 90 countries and is always eager to experience new cultures and places.  You can find Mark Dembitz on LinkedIn

This week's guest is Adam Tesan. Adam is the CRO of Chargebee, a recurring billing and subscription management platform that helps SaaS and SaaS-like businesses.  You can follow Adam on LinkedIn: https://www.linkedin.com/in/adamtesan

Maxwell Lu is the Founder and CEO of Pilot AI that keeps your sales team focused on closing while giving you visiblity to customer calls by automatically update and populate your CRM directly from your sales calls. Previously, Max was head of sales operations at Welcome and Head of Technology at Clipboard Health.  You can find follow Maxwell on LinkedIn: https://www.linkedin.com/in/maxwell-lu-60b85269/ This episode is brought to you with the support of CoSell, visit them at Cosell.io to learn about relationship led growth

Our very own, Poya Osgouei recently appeared on The Dock Pod. Tune in as the conversation covers steps on going to market as a startup, what's happening in the SaaS markets, the benefits of playing the long game as well as why everyone should do a social media detox. Check out their podcast show and show them some love.

This week's guest is David Iankelevich. David is the CEO and Co-Founder of d + i consulting, where he partners with B2B SaaS companies on their sales, marketing, and operations strategies to drive sustainable growth. You can follow David on LinkedIn: https://www.linkedin.com/in/davidiankelevich/

Poya shares some of the lessons he is grateful to have learned over the years. 

David Campbell is the CEO and Co-Founder of Tropic, a full-service SaaS platform that helps companies automate their software procurement with data, tools and services. In just a little over three years, Tropic has raised $65 million from prominent venture capitalists, built a team of 160+ and manages hundreds of million in spend for fast-growing companies like Docusign, Intercom, Notion and Zapier. Prior to Tropic, David was a Global Business Manager in the Financial Services Group at Microsoft, where he worked directly with CXOs at top Fortune 500 companies and architected 9-figure software agreements to help steer large digital transformation projects. Before joining Microsoft, David served nearly 5 years at BounceX (now WunderKind) where he quickly rose up the ranks to become VP of Strategic Accounts and led a large team and drove strategy for all 7-figure accounts.

This Week's guest is Max Altschuler. Max heads up the VC firm GTMfund, which is focused on investing in hyper-growth B2B SaaS companies. He is also the founder of Sales Hacker and has written three books that encompass his knowledge and expertise in the sales industry. You can follow Max on LinkedIn: https://www.linkedin.com/in/maxaltschuler/ This episode is brought to you with the support of Indeed, learn more at Indeed.com/scale

In this episode, Robby interviews Poya on his top learnings and lessons from selling over $25 Million in sponsorships at SaaStr.