Vanta CRO Stevie Case hyper-scaled her team from 20 people and $10M to 300+ and $100M in less than two years. This week’s episode is a masterclass in how to change the trajectory of your business. If your company is between $5M - $20M ARR, you’ll hear the cheat codes to  Moving Upmarket: How to scale to enterprise customers without losing focus on your core SMB base Culture Building: Going all-in on enablement so your reps can grow their career as far as they want without leaving the company  Remote-First Structuring: How Vanta went against the conventional wisdom and achieved this hyper-growth with a fully remote sales team. The bar for startup growth keeps getting raised. The only way to keep up is to lead the way. Bravado CEO Sahil Mansuri brings you the insights to help you do just that every other Wednesday on The Bravado Pod. Episode Content:00:00 - Introducing Stevie Case, CRO @ Vanta06:55 - Success comes down to the people you hire. Who does Vanta hire?23:24 - How to crush a Stevie Case interview - the exercise that makes or breaks it for candidates at Vanta 30:39 - Maximizing Productivity in a Remote-first team and the importance of face time39:35 - It’s never too early to think about creating multiple revenue engines49:47 - How to forecast accurately for success with the levers that drive pipeline57:41 - The real ROI betting on SDRs1:04:52 - Lightning Round: Sales as a Superpower, Professional Gaming to SalesAre you Hiring Salespeople? Check out Bravado Talent - https://talent.bravado.co/LinkedIn - https://www.linkedin.com/company/wearebravadoTwitter - https://www.twitter.com/bravadoInstagram - https://www.instagram.com/bravado_sales/https://Bravado.co

Kyle Norton, CRO at Owner.com and former lead at Shopify, shares his expertise on scaling SMBs in the SaaS landscape. He highlights the necessity of adapting sales strategies at each milestone, explaining how to identify a startup's potential for growth. Norton emphasizes the importance of early investments in RevOps and shares tips on hiring the right sales leader. He also discusses the balance between remote and in-office work and the key traits that define a successful sales team, making this a must-listen for startup founders and sales leaders alike.

From Scaling GTM at Okta, Checkr, and Miro to How AI is Disrupting the SaaS Sales Playbook: CRO Sangeeta Chakraborty  Discover how the AI era is transforming Sales teams, Sales Leadership, and even CS. Drawing from her experience scaling revenue at top SaaS companies during major market disruptions, Sangeeta reveals:  Why traditional SaaS Sales strategies are being upended by AI-driven pricing and customer expectation changes  Battle-tested tactics for breaking into new markets without brand recognition  The most important skills for reps to thrive in the AI era  Strategies for Sales Leaders to meet today’s aggressive revenue targets Bravado CEO, Sahil Mansuri asks the questions Founders, Sales VPs, and AEs need answered to crush quota in 2025. Sangeeta's LinkedIn: https://linkedin.com/in/sangeetachakraborty/ Episode Content: 00:00 - Welcoming Sangeeta Chakraborty to the Podcast! 06:41 - The importance of hiring the right people for Sales 12:12 - The evolution of post-sales in usage based pricing models 15:00 - The new AE role 22:20 - Building a culture of learning 28:34 - Winners don’t shy away from big targets 37:05 - Outlier performance will always lead Sales 38:42 - The right way to plan for outliers 42:28 - TOFU for startups 47:17 - The next phase of brand growth 49:05 - The work most companies try to skip 52:02 - Quick fire round Are you Hiring Salespeople? Check out Bravado Talent - https://talent.bravado.co/ LinkedIn - https://www.linkedin.com/company/wearebravado Twitter - https://www.twitter.com/bravado Instagram - https://www.instagram.com/bravado_sales/ https://Bravado.co