go-to-market
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Alex Roy Rajan and the Art of Paying Attention
A ski instructor watched him fall and changed the lesson. The SalesboxAI founder wants business software to learn the same courtesy.
Davis Potter and the price of a useful conversation
A five-figure membership quote helped send Davis Potter toward a different kind of business. At ForgeX, the former Google Cloud and Scale AI marketer is building research, training and a free place for his peers to compare notes.
Lindsay Frey and the Trouble with Counting Calls
Long before AI arrived in the sales department, demandDrive’s co-founder was questioning what a busy day actually proved. Fifteen years into building the company, she is still asking where the useful work begins.
Richard King Asked One Question. It Took Four People to Answer.
A small exchange at a startup exposed a problem Richard King kept finding in product marketing. He built Product Marketing Alliance around the people expected to close that gap.
Galia Rosen Schwarz and the art of making complicated things usable
From LEGO animals to digital buildings, Galia Rosen Schwarz has worked on getting technology out of its own way. At C8 Health, the co-founder and CEO brings that same practical eye to building a company.
Nicolas Sharp and the trouble with a business that works
Nicolas Sharp had customers, a co-founder and a working CRM business. Then he decided to start again - trading a narrow market for three years of building, and a different idea of what business software could be.
Yong Hee Lee and the Conversation After the Talk
A visiting speaker could deliver the presentation and still miss the conversation around it. Yong Hee Lee turned that familiar frustration into Cuckoo, the language software he builds with a friend he met at KAIST.
Evan Liang and the business of getting unstuck
A stalled software installation gave Evan Liang the idea for LeanData. Years later, the founder is still following the friction - from the first 20 customers to a new bet on AI.
Dave DeWalt and the compound interest of showing up
Before the cybersecurity deals came 500 cold calls a week. The NightDragon founder has spent his career turning repetition, relationships, and an operator’s instincts into a larger field of play.
Idan Zachar and the distance between a good idea and a paying customer
From commercial law to enterprise software, Idan Zachar has built a career around getting technology into business. At Awz Ventures and Corsound AI, that work now runs through quantum software, security and the problem of deciding whom to trust.
Todd Blaschka and the trouble with fifty promising conversations
After years building enterprise software businesses, Todd Blaschka now helps founders ask harder questions about their customers, their sales forecasts and themselves. His favorite place to start is where optimism meets the purchase order.
Max Greenwald and the art of changing your mind
A co-founder matching app went nowhere. A Zoom detour took years. Max Greenwald kept revising Warmly until it found paying customers - and, in 2026, a new home at HubSpot.
Brett Jansen and the work after the demo
After 16 years in enterprise sales, Brett Jansen is asking a practical question about AI: what happens when the presentation ends and people return to their desks? At Cresera AI Partners, her answer begins with the job they actually need to do.
Dannerys Peralta and the case for showing up
A trip to Berlin helped change her career plans. Back in New York, the Clay operator is making room for people whose working lives stretch across the Atlantic.
Cecilia Cai and the questions that travel
Before joining Ramp’s Canadian expansion, Cecilia Cai studied international relations, examined a television resort’s politics, and helped edit a student journal. Her route into fintech began with questions about how institutions work.
Katie Parsons and the Job That Is Still Being Invented
A recent Michigan graduate has landed inside Clay's experiment in rebuilding early-career sales. Her brief public record reveals a career being assembled at the intersection of people, data and the product itself.
Joel Soo Makes Software's New Question: Who Gets to Build?
At Lovable, the Boston operator's job begins where the software demo ends: inside rooms where people who never called themselves developers start making tools of their own.
The Electrical Engineer Who Chose the Sales Floor
Sanket Kumar trained to work with circuits. Instead, he built a career around conversations - and became the salesperson one manager chose to hire twice.
Collin Thigpen Sells the Part After the Magic Trick
After years selling data, cloud and design software, Collin Thigpen arrived at Lovable with a more curious assignment: make instant software credible inside companies built to distrust instant anything.
Ana Paula Olaiz and the art of arriving early
Two years after finishing an international business degree, Ana Paula Olaiz is helping Corgi turn a fast-moving insurance platform into a sales organization. Her route there began with trucking spreadsheets, client migrations and a taste for practical problems.
Kevin Ames Has Spent a Career Listening for the Next Move
Before AI could turn a sentence into software, Kevin Ames learned the older art of making people move together. His path from loud rooms to customer journeys explains the quiet work behind Lovable’s go-to-market machine.
Gideon Dushku Is Learning to Sell the Invisible
Before startup insurance, there were fantasy maps, cut-out mountains and a six-foot papier-mâché arch. The same instinct runs through Gideon Dushku’s work now: make an abstract thing visible, useful and memorable.
Jacob Miller Left the Job He Wanted - Then Discovered He Had Already Found It
Ashby's first go-to-market hire left in pursuit of another zero-to-one adventure. His return reveals a quieter truth about ambition: sometimes the next frontier is waiting inside the place you already know.
Prateek Gupta Is Selling the Part of AI That Has to Pick Up the Phone
A decade after joining the company that became Skit.ai, Gupta works where a fluent machine meets a skeptical buyer: the awkward, regulated, deeply human business of getting enterprise AI to earn its keep.
Doug May and the Expensive Space Between Value and Proof
For three decades, Doug May has worked on an awkward question in enterprise software: if a product creates value but the customer cannot measure or defend it, how much is that value really worth? His answer has taken him from carrying a quota to building the systems behind billion-dollar go-to-market teams.
Ethan Noonan Learned to Hold the Blue Line. Now He Is Selling Speed.
Before he joined Corgi's founding go-to-market team, Ethan Noonan spent years reading pressure from the blue line. His route from youth hockey to startup insurance is a study in repetition, reinvention, and knowing when to make the pass.
Geoff Chang Is Teaching a Voice Company to Listen
At ElevenLabs, Geoff Chang works in the difficult space between a remarkable demo and a system that a real customer can trust. His method begins with an unfashionable discipline in technology: listening.
Daniel Kraft Learned to Play the Long Game
Before Daniel Kraft began opening conversations for Clay, he learned to recover a round, carry a team and make a story land. His route from a California golf course to Brooklyn sales is a study in useful range.
Anant Singh and the Business of Being Understood
He sells software that changes how a voice is heard, while insisting the person behind it must remain intact. At Sanas, Anant Singh has made that tension the center of a global sales story.
Kenny Hsu and the Arithmetic of Anywhere
He spent years making revenue predictable. Now Armada's chief business officer is helping take compute, connectivity, and AI to places where almost nothing is predictable.