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Tagged: revenue
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Executive · Operator · Advisor
Andrea Johnston
Andrea Johnston is a seasoned revenue and operations executive with over 30 years of building high-growth businesses across SaaS, consumer tech, and marketplace platforms. After a decade at OpenTable — rising from VP of Western Region Sales to Chief Operating Officer — she led global revenue at Corel/Alludo, joined Truckstop as Chief Revenue Officer in 2024, and is now CEO at Franki, the video-led restaurant discovery and rewards app that is rewriting how 25,000+ monthly users find their next great meal. Johnston is a go-to-market architect, board advisor to multiple tech startups, and speaker at the 2025 Khosla Ventures CEO Summit.
ceo · technologyRead →
Documentary · Business · Tech
Inside Clay: What Is a Go-To-Market Engineer?
In this episode of 'Stories of Scale,' a host spends a full day inside Clay, the $5 billion New York startup that coined the term 'go-to-market engineer,' to figure out what this fast-growing role actually is. Shadowing Everett Berry, Clay's Head of GTM Engineering, along with teammates like Spencer, Varun (co-founder), and George, the video unpacks how GTM engineers blend engineering, marketing, and sales to build automated systems that find, understand, and reach customers. It also reveals Clay's two-team 'flywheel' — an internal pipeline team and a forward-deployed customer-facing team — that helped the company scale from five years of near-zero revenue to over $100 million and 16,000+ customers.
go-to-market engineering · gtm engineerRead →
Interview · Podcast · Business
The AI-Native Empire: ElevenLabs and Legora on the All-In Stage
Recorded live at the RAISE Summit inside the Louvre, this two-part All-In Podcast conversation, hosted by Jason Calacanis, features ElevenLabs co-founder and CEO Mati Staniszewski and Legora founder and CEO Max Junestrand. Staniszewski details how ElevenLabs raced from a research project to roughly $600 million in annual revenue in under three years, why the company runs on small engineer-embedded teams with zero product managers, how it protects voices from impersonation while paying creators over $22 million, and how it out-competes frontier labs like OpenAI and Anthropic on voice. Junestrand explains how Legora is compressing the trillion-dollar legal-services market with AI agents, growing 50% quarter-over-quarter for seven straight quarters, deploying 'forward-deployed lawyers,' and disrupting legacy players like LexisNexis and Westlaw.
elevenlabs · legoraRead →
Executive · Operator
Kevin Thomsen
Kevin Thomsen is a revenue and partnerships executive who turned a career building channel ecosystems at Zoom and Vonage into a cybersecurity mission. As Chief Revenue Officer (and acting CEO-level lead on growth) at Maxxsure, a Dallas-area cyber risk quantification firm, he champions the M-Score - a way to translate cyber risk into a single financial number that boards, CFOs, and insurers can argue about in plain English.
cybersecurity · cyber riskRead →
MK
Executive · Operator
Michael Keister
Michael Keister is a technology sales executive and AVP of Media & Entertainment at Adobe, based in Portland, Oregon. With over 15 years of experience in digital marketing and B2B SaaS sales, he has built and led high-performing revenue teams at companies including Zapproved (as CRO), Provana, Airship, Lytics, and Jive Software. Keister brings a track record of designing and executing revenue strategies in media, entertainment, retail, financial services, and technology sectors, and holds a BS in Finance from Oregon State University.
adobe · media-entertainmentRead →
Founder · Operator · Author
Collin Stewart
Collin Stewart is the Co-Founder and CEO of Predictable Revenue, the B2B sales outsourcing company that has booked 10,000+ meetings for 55+ companies including Toptal and Vox Media. A self-described 'failed musician' turned one of North America's most trusted voices in sales development, Collin built his company from 1,100 LinkedIn messages and near-bankruptcy to $1M ARR in under a year. He hosts the Predictable Revenue Podcast (400+ episodes) and published his debut book, The Terrifying Art of Finding Customers, in October 2025.
sales · outbound-salesRead →