The Crew Podcast

Newsletter: https://www.vibescaling.blog/

How We're Scaling Vercel's GTM Motion Through A 9B Valuation w/ Nick Bogaty, CRO @ Vercel Aug 04, 2026

Show notes

Nick Bogaty is the CRO at Vercel, and he got there on one of the least linear paths in enterprise software. He spent roughly a decade in open source, including helping create the book file-format standard behind modern e-readers, and then ran product teams at Adobe. He moved into go-to-market at App Dynamics, first running post-sales, then stepping into the CRO seat after the company's acquisition by Cisco, where he helped scale the business from roughly $120M to $700M in ARR. It was at App Dynamics, that a self-described product guy (and history major) fell in love with the craft of sales. After a few CRO runs, he landed at Vercel six months ago to help answer the two questions he cares most about: how people will design, and how people will build, in the AI era.

Discussed In This Episode

The non-linear path from open-source product guy to enterprise CRO

The App Dynamics SKO that made him fall in love with sales

The "value pyramid": why great sellers talk about the customer's company, not their own

How App Dynamics scaled from $120M to $700M ARR without the best product

The operational cadence behind predictable pipeline (and why two customer meetings a day is the floor)

"Show me the receipts" and how to test whether a candidate drove the growth or rode the wave

The coachability red flag he watches for in the first interview

Why he joined Vercel: how people will design and build in the AI era

Signal-based GTM and turning plug motion and open-source momentum into enterprise deals

Building Athena, Vercel's homegrown GTM engine

Why the most creative way into a company is to build something and show it

Timestamps

(0:00) From product guy to CRO: Nick's non-linear path

(4:31) The App Dynamics SKO that converted him to sales

(6:53) The value pyramid: make it about their company, not yours

(10:48) The operational cadence behind $120M → $700M ARR

(12:16) Winning enterprise with the 4th-best product

(14:24) "Do you have a mole in my company?"

(17:20) The hardest part of sales: discipline

(18:04) Why Nick joined Vercel: how we'll design and build next

(21:03) Adobe's font team and why taste now wins

(24:24) Collapsing GTM headcount with AI agents

(26:50) Was it the rep, or the rocket ship?

(29:30) "Show me the receipts"

(33:42) Selling the mission to someone who isn't looking

(35:32) The coachability test in every first interview

(37:39) Weekend warriors and signal-based GTM

(39:23) Turning ground-up momentum into enterprise deals

(41:18) Usage vs. commitment in a consumption world

(43:56) The sales team Nick admires most: Datadog

(45:36) Building Athena: Vercel's homegrown GTM engine

(47:45) The most creative way to get a sales team's attention

About The Crew Podcast

The Crew podcast interviews GTM leaders and investors at top AI startups and early-stage companies.

No fluff, no theory - just honest, tactical insights from people in the trenches building the next generation of AI breakouts.

About Crew
Crew is an advisory, recruiting, investing, & media firm for seed through series C AI-natives & fast-growing SaaS startups.

Where to Find Crew

Newsletter: https://www.withcrew.blog/

How Clay Built the GTM Team Behind a $5B Valuation w/ Becca Lindquist, Head of Sales @ Clay Jul 28, 2026

Show notes

Becca Lindquist is the Head of Sales at Clay, the go-to-market infrastructure platform that's grown past nine figures and become one of the most loved tools in modern sales. Before Clay, she spent four-plus years at dbt Labs, where she joined at roughly $600K in committed revenue (three reps, no SDRs) and scaled it into one of the most respected go-to-market runs in data. Prior to that, she was building the sales motion at Heap alongside Todd Baszler, going all the way back to 2017. A former D1 rower at Cal, she traces her competitive streak straight back to her time spent in that boat, and she's now building Clay's sales team from a group of artists and generalists toward hundreds of reps.

Discussed in this episode:

Why she optimizes for people over product or market, and the booze-cruise gut check that sealed the Clay decision

The best way to use AI in GTM: Waste Management's green-dumpster play and the Tide sentiment workflow

Building a pipe-gen muscle before the inbound music stops

Why "how much pipeline do you self-source?" is a useless interview question

The mock-call-plus-deal-debrief that replaced the memorized product demo

Spike in product or spike in sales: how Clay hires when there's no playbook yet

No variable comp, on purpose and the signal that it's time to switch it on

The autopilot trap: how to tell you're decaying at a good company

"Learn like Mongo, join like Stripe" and the two tracks for a sales career in AI

The biggest mistakes founders make hiring their first sellers

Timestamps:

(0:00) Cold open

(1:40) Welcome + why Becca chose Clay

(2:30) The Brooklyn walks with Varun, and optimizing for people

(6:27) "Are they your people?" and why you should always vet the team first

(9:06) Joining at $100M (mostly PLG) vs. dbt at sub-$1M

(11:06) Diligencing product love before joining

(13:16) Pipe-gen culture: grow while the sun shines

(14:08) The World Cup analogy: predict the future for the team

(14:56) Hiring for outbound: the "favorite deal" question

(17:23) The Spotify-playlist cold open, and spotting hunters

(18:05) The healthy pipeline split, and Clay Day

(19:52) SDR/AE pods, pipeline channels, and Tuesday readouts

(23:53) The best way to leverage AI in GTM

(28:20) Your alpha: executing on new ideas faster than competitors

(31:43) The Waste Management green-dumpster play

(33:08) Running a hiring seminar: how to read a LinkedIn profile

(37:09) The 80/20 of a great mock call

(38:01) Teaching vs. learning: the rhythm of the best calls

(45:02) Comp in a usage-based, land-and-expand business

(46:17) Company selection and the leap of faith

(48:31) The autopilot trap: decay vs. loyalty

(50:25) Sales orgs she admires: the MongoDB lineage

(52:28) Learn like Mongo, join like Stripe

(53:34) The biggest mistakes founders make hiring sellers

(56:44) Reading energy: "what does your Friday look like?"(59:55) How to actually stand out to when applying to Clay

About The Crew Podcast
The Crew podcast interviews GTM leaders and investors at top AI startups and early-stage companies.

No fluff, no theory - just honest, tactical insights from people in the trenches building the next generation of AI breakouts.

About Crew
Crew is an advisory, recruiting, investing, & media firm for seed through series D AI-natives & fast-growing SaaS startups.

Where to Find Crew

Newsletter: https://www.withcrew.blog/

Why Product Love Doesn't Actually Close Deals w/ Simran Duggal, VP of Sales @ Juicebox Jul 21, 2026

Show notes

Simran Duggal is VP of Sales at Juicebox, an AI-native recruiting platform where she leads GTM across three functions and 18 direct reports. She spent five years at Webflow as one of its early enterprise reps, building an enterprise motion on top of a product-led base, and came up before that in enterprise B2B SaaS. She got there by accident: a founder-track master's at Waterloo (Business, Entrepreneurship & Technology) put her in a room with brilliant early-stage technologists who had no idea how to commercialize, and she realized selling was the craft she wanted to build.

In this conversation, she and Chris get into the learnings from scaling PLG into enterprise, the traits she screens for when hiring sellers in the AI era, and why the old sales playbooks no longer apply.

Discussed in this episode:

Why loving a product and buying it are two different things, and how a pipeline of fans inflates your forecast

Selling to users vs. buyers, and to marketers vs. developers

The number one trait she screens sellers for: mental resiliency

Hiring "spikes" over generalists to raise the whole team's ceiling

Scrapping the job title to hire in the AI-native era

The mock discovery call and the feedback round that actually decides it

Why personalization is about the buyer's problem, not their alma mater, and why the phone call still converts

How the best talent leaders are becoming business strategists

Why she believes the universal sales playbook is dead

Timestamps:

(0:00) Background: from Waterloo's founder track to sales

(4:34) Founder mistakes: conviction pointed the wrong way

(5:31) Webflow: joining as an early enterprise rep

(6:22) Two-engine companies: why she wanted PLG + sales

(7:27) The downside of selling on a PLG base

(10:30) User vs. buyer: what Webflow got wrong

(11:57) Marketers vs. developers: the art of vision casting

(15:46) Webflow as a GTM talent factory

(19:28) Hiring spikes: elevate everybody, raise the bar

(20:58) The number one trait: mental resiliency

(23:18) The mock discovery call

(24:52) The feedback round that decides it

(27:14) Reading a career: running toward vs. away

(28:42) Leaving Webflow, betting on AI-native

(33:06) Why recruiting: the Juicebox thesis on people

(40:24) Talent leaders as business strategists

(43:33) Outbound that works: pick up the phone

(46:24) The AI tools she can't work without

(50:05) The sales advice Simran thinks is dead

(51:42) How to actually get Simran’s attention

About The Crew PodcastThe Crew podcast interviews GTM leaders and investors at top AI startups and early-stage companies.

No fluff, no theory - just honest, tactical insights from people in the trenches building the next generation of AI breakouts.

About CrewCrew is an advisory, recruiting, investing, & media firm for seed through series C AI-natives & fast-growing SaaS startups.

Where to Find Crew

LinkedIn: linkedin.com/company/crewgtm

YouTube: https://www.youtube.com/channel/UC-rcm2qdgF22H2th_Khrlxg

Newsletter: withcrew.blog

Website: withcrew.ai

This episode is brought to you by Dust.

AI has made individual GTM work faster. But it hasn't made GTM teams more coordinated. Too much work still happens in silos. One person, one agent, one threat at a time. Dust gives teams of humans and agents a shared workspace to move complex go-to-market work forward using the right model for the job. Think account command centers, RFP deal rooms, and cross-functional launches. Instead of keeping AI work trapped in threads, Dust makes agents part of how your team coordinates makes decisions and drives work. That's multiplayer AI, and that's Dust.

Check it out at: https://dust.tt/

Don't Take the Anthropic Job First w/ Mark Goldberger, VP Sales @ Metaview Jul 14, 2026

Show notes

New episode of the Crew Podcast with Mark Goldberger (VP of Sales at Meadowview, the AI-native recruiting platform).

Mark's career is the dictionary definition of the non-obvious path: sommelier tasting 5,000 wines a year → bootstrapped a big-data startup in 2009 → 100 job applications with zero callbacks → founding enterprise hire at TripActions/Navan → two and a half years running enterprise at Ramp → now building GTM at Meadowview. Along the way, he brought in ~$100M in revenue for some of the most sought-after companies in tech.

This one is for founders deciding when to invest in enterprise, VPs rethinking productivity metrics in the AI era, and reps with a weird résumé trying to break into a company that keeps ignoring their applications.

Discussed in this episode:

The 80/20 rule of sounding smart with a wine list (from a former somm who tasted 5,000 wines a year)

Why breaking into SaaS with a non-traditional background is all about persistence, creativity, and finding an ally

The 1% move: candidates who learn the product and demo it back to you

Company selection as a concentrated VC bet: TAM, founders, and real customer love

Why enterprise is a conviction test most companies fail at the 90-day mark

The pricing tell: if you're only losing on price 10–15% of the time, you're too cheap

Logos over margins early, and why ten enterprise logos beat the deal economics

The MEDDPICC-as-activity method, and the rep who taught Claude to run it

Why in-person sales came back, and why the human is the differentiator when everyone has AI

The ten-second LinkedIn scan: trajectory, job-hopping, and builder DNA

Breaking in when you don't fit the rubric — earn your way up the mountain

"No champion, no deal" applies to hiring as much as selling

Token-maxing vs doing more with less

Timestamps:

(00:00) Cold open: the concentrated bet of company selection

(03:10) Long Island roots and the wine-sales origin story

(05:19) From wine to SaaS: the impetus to switch

(06:56) 100 applications, zero callbacks: breaking in without the résumé

(08:15) The 1% move: candidates who demo your product back to you

(09:30) Company selection as a concentrated VC bet

(11:02) What TripActions and Ramp got right: talent density and PMF

(14:49) The 180-degree flip: selling SMB vs. enterprise

(18:25) The pricing tell: how much resistance is too much

(19:10) AI fluency in the field: the rep who taught Claude MEDDPICC

(22:26) Pilot data → insights → a Lovable dashboard built by an AE

(25:36) The $10M-per-rep quota myth vs. product-market fit

(33:39) The ten-second LinkedIn scan: green flags and red flags

(37:29) Earn your way up the mountain: double-A before the home runs

(39:08) Non-obvious beats obvious: selling travel during a pandemic

(41:09) What changes when you're hiring a leader vs. an AE

(46:47) No champion, no deal: hiring works like a sales process

(49:04) The top GTM teams in the SaaS and AI era

(51:07) Favorite quotes: pressure is a privilege, job's not finished

(52:52) The art of taking away: brevity in the AI era

(55:26) What Meadowview does: agentic recruiting, sourcing, and application review

About The Crew Podcast
The Crew podcast interviews GTM leaders and investors at top AI startups and early-stage companies.

No fluff, no theory - just honest, tactical insights from people in the trenches building the next generation of AI breakouts.

About CrewCrew is an advisory, recruiting, investing, & media firm for seed through series C AI-natives & fast-growing SaaS startups.

Where to Find Crew

LinkedIn: https://www.linkedin.com/company/crewgtm/YouTube: https://www.youtube.com/channel/UC-rcm2qdgF22H2th_KhrlxgNewsletter: https://www.withcrew.blog/Website: https://www.withcrew.ai/

How To Pick The Right AI Company To Bet On & Operationalize Champion Building w/ Bryan Cox, VP of Worldwide Sales @ Braintrust Jul 07, 2026

Show notes

Bryan Cox is the VP of Worldwide Sales at Braintrust, the eval and observability platform that builders and frontier model providers alike rely on to ship AI agents. Before Braintrust, Bryan spent nearly five years at Grafana, joining at Series A/B and helping build one of the most respected go-to-market motions in developer tooling. Earlier in his career he cut his teeth selling complex cloud and data-center infrastructure, including a stint at Flexera, learning what large strategic "whale-hunting" deals look like in action. A former college tennis player and self-described history major who fell into sales, Bryan treats the work like the craft it is, and is moving his family from Santa Barbara to the Bay Area to get closer to the action.

Timestamps:

(00:00) Cold open: the one-click "no" that exploded a seven-figure deal

(01:22) Welcome to the Crew podcast + sponsors

(02:52) From early cloud computing to Flexera's whale-hunting deals

(06:02) Why Grafana produced so much elite sales talent

(07:23) Choosing Braintrust: going where the highest-value problem is

(09:34) Job as craft: loving the technical, hard-to-understand sale

(13:31) What separates great reps from good ones on enablement

(14:35) Sales as an ultramarathon: balance, burnout, and your "why"

(22:05) The motion offense: circling a deal instead of running waterfall

(25:08) The seven-figure deal that died, and operationalizing champions

(29:41) How to interview a company: TAM, durability, and who's buying

(33:10) The 40-call diligence process before joining Braintrust

(36:50) Why everyone's moving to voice agents for ramp and enablement

(42:25) The AI tool stack and a hot take on too much DIY

(44:21) Rapid fire: GTM teams he admires and what he tests for in hiring

(46:47) "Why are you in sales?" and the Shrek/onion test

(50:44) The most creative way to break into Braintrust (hint: it’s not through Bryan)

About The Crew PodcastThe Crew podcast interviews GTM leaders and investors at top AI startups and early-stage companies.

No fluff, no theory - just honest, tactical insights from people in the trenches building the next generation of AI breakouts.

About CrewCrew is an advisory, recruiting, investing, & media firm for seed through series C AI-natives & fast-growing SaaS startups.

Where to Find Crew

Newsletter: https://www.withcrew.blog/

This episode is brought to you by the following sponsors:

Dust

Check it out at: https://dust.tt/

Centralize

If you work complex enterprise deals, the hard part is an effort, it's visibility. Who we met with on this account? Who's gone quiet? Who's on my team who can open a door that we haven't knocked on yet? Centralize answers all three of those questions. It builds a live stakeholder map for every deal, pulling from Salesforce, email calls, and your team's networks and then telling you where to go next. Teams at LangChain, Decagon, Webflow, and Cognition run on it.

Try it on a live deal now at usecentralize.com.

State of GTM Recruiting @ The AI-Natives w/ Chris Balestras, Co-founder @ Crew Jul 04, 2026

Show notes

This week, Chris goes solo. No guest necessary as he shares his reaction to a recent 20VC episode where Chad Peets and Chris Degnan sat down with Harry Stebbings to lay out their view of the GTM recruiting landscape. The two dropped roughly 18 claims about hiring, comp, and what’s actually happening on the front lines. Chris breaks them all down one by one.

The result is a state-of-the-union on go-to-market recruiting for anyone trying to land at a Series A through D AI-native company in New York or SF right now. As a co-founder of Crew and a former enterprise seller for seven years, Chris works with nearly every company in the market, and he uses that vantage point to separate the takes he agrees with from the ones he thinks miss the mark.

Discussed In This Episode

Why the “never hire from Salesforce” take is half right and half wrong, and the three risk vectors Chris actually screens for
The hidden difficulty of selling at a brand-name incumbent, and the real tell that should make you skeptical of a five-year Salesforce rep
Why hiring out of security is its own puzzle, and the few orgs still running a hard, direct, technical sale
The clean benchmark Chris is “stealing” for his advising: $1.5M of productivity per rep as the line between hiring faster and overhiring
Why you should always set quotas slightly too low, and the morale death spiral when you set them too high
Windfall clauses explained: why companies are capping payouts on $20–30M deals, and why it’s actually a good sign
Why raising a huge round tells you almost nothing about whether it’s a good go-to-market opportunity
The forward-deployed engineer debate, and why Chris disagrees that it’s just glorified professional services
Why even great operators need an accountability partner, and the personal-trainer analogy for recruiters
How Anthropic is pulling the best reps out of the market, the de-risking logic driving it, and why it looks like Salesforce in 2001
The Snowflake hiring mistake that may have let Databricks inflect past them
Why so much VC go-to-market advice is dangerous, and the operating experience most VCs are missing
Why cutting the bottom 10% every year is a fear-based McKinsey relic that doesn’t fit a winning org
Everyone is working harder than ever, and why staying enabled on AI now takes nights and weekends
The $100M exec packages at the top, and the K-shaped split forming across the market
Why seat-based pricing is dying, and what consumption means for top-down vs. usage-based sellers
Why industry expertise is overrated, the one exception Chris makes, and why a Rolodex hire is worst of all

About The Crew Podcast

The Crew podcast interviews GTM leaders and investors at top AI startups and early-stage companies.

Every week, host Chris Balestras, partner @ Crew (an advisory, recruiting, investing, and media firm for seed through series C AI-natives), sits down with GTM operators from the fastest-growing AI natives and SaaS companies to break down what’s actually working in go-to-market today.

No fluff, no theory – just honest, tactical insights from people in the trenches building the next generation of AI breakouts.

About Crew

Crew is an advisory, recruiting, investing, and media firm for seed through series C AI-natives and fast-growing SaaS startups.

Sales Mafias & What Made MongoDB Great w/ Graham Moreno, VP Worldwide GTM @ Parallel Jun 30, 2026

Show notes

Graham Moreno is the VP of Worldwide GTM at Parallel Web Systems, where he's building the go-to-market motion for one of the most talked-about AI-native companies in the space. Before Parallel, Graham scaled Windsurf's GTM org from a handful of sellers to a full enterprise machine, serving as President through the company's acquisition by Cognition. Earlier, he spent five years at Grafana Labs building and leading enterprise sales, and came up through the legendary MongoDB sales org, the "Mongo mafia" that's produced a remarkable share of today's best GTM leaders. He got his start, somewhat by accident, at Oracle straight out of college. He's a self-described enablement obsessive, a Delta loyalist, and a believer that the people you work with matter more than the product you're selling.

About The Crew Podcast
The Crew podcast interviews GTM leaders and investors at top AI startups and early-stage companies.

No fluff, no theory - just honest, tactical insights from people in the trenches building the next generation of AI breakouts.

About Crew
Crew is an advisory, recruiting, investing, & media firm for seed through series C AI-natives & fast-growing SaaS startups.

Where to Find Crew

LinkedIn: https://www.linkedin.com/company/crewgtmYouTube: https://www.youtube.com/@thecrewgtmNewsletter: https://www.withcrew.blog/Website: https://www.withcrew.ai/

This episode is brought to you by the following sponsors:

Salesgraph

Enterprise deals don't usually slip because of effort - they slip because the technical gap didn't get caught in time. A champion goes quiet, an objection never got handled, procurement shows up late. That context lives in your calls, Slack threads, and top reps' heads, and it doesn't transfer when you hire.

Salesgraph pulls from your Salesforce, Gong, Granola, docs, and Slack, then writes the things that move deals forward - gap analyses, champion business cases, and pre-call briefs. It's like a company-specific GTM brain. YC-backed, built by founders who lived this at Mintlify.

Get a free GTM audit → salesgraph.com/gtm-audit

Dust

Check it out at: https://dust.tt/

Centralize

Try it on a live deal now at usecentralize.com.

How We're Building Granola Into the Most Beloved Product in AI w/ Bardia Shahali, VP Sales @ Granola Jun 23, 2026

Show notes

Bardia Shahali is the VP of Sales at Granola, one of the most beloved products in tech right now, where he's turning a product people are obsessed with into a real enterprise GTM motion.

He's spent his career betting early on the right companies. He learned to sell as an AE at BlackLine (which went public), moved to San Francisco for Intercom, then joined Teleport as its first sales hire at seed stage and helped take it from $0 to $20M ARR and a $1B valuation. In early 2024 he joined Fireworks at Series A and helped scale it, before landing at Granola. Along the way, he's advised a number of 0-to-1 companies building their first go-to-market engine.

He met his wife at Intercom, sold his house and moved his family (plus two dogs) back to SF so he wouldn't miss the AI wave, and talks into Wispr Flow so much his wife says it's "what old people do." He's also a prolific writer on sales and GTM, and once got rejected from his dream MBA program and decided to go build startups instead.

Timestamps
(00:00) Intro
(01:22) Welcome to the Crew Podcast + Sponsor
(02:47) Granola: One of the Most Beloved Products in Tech
(03:13) The Booth Rejection & Bardia's Career Arc
(06:18) Moving Back to SF for the AI Wave
(08:03) What Actually Makes Granola Special
(10:31) Is the Entry-Level Sales Role Dead?
(12:06) Killing the Busywork, Not the Job (Claude Co-Work)
(18:29) Build Your GTM Org Around Your Sales Cycle
(24:22) Why $100M ARR Doesn't Mean What It Used To
(26:42) The Hiring Mistake That Wrecks AI Companies
(32:38) The AI Tools Bardia Can't Live Without
(35:34) The Steak Dinner Is Dead
(40:13) How To Choose the Right Company in AI
(45:23) Founder-Market Fit, Market Pull & TAM
(48:10) Interviewing for Mindset Over Mechanics
(49:39) The Outreach That Stood Out
(52:10) The GTM Orgs Bardia Admires (Figma & Cursor)
(54:11) The "Order Taker" Debate
(57:27) Why 90% of AI Unicorns Are in SF
(01:00:56) Granola's Roadmap & What's Next

About The Crew Podcast
The Crew podcast interviews GTM leaders and investors at top AI startups and early-stage companies.

No fluff, no theory - just honest, tactical insights from people in the trenches building the next generation of AI breakouts.

About Crew
Crew is an advisory, recruiting, investing, & media firm for seed through series C AI-natives & fast-growing SaaS startups.

Where to Find Crew

Newsletter: https://www.withcrew.blog/

YouTube: https://www.youtube.com/channel/UC-rcm2qdgF22H2th_Khrlxghttps://www.youtube.com/@thecrewgtm

This episode is brought to you by Salesgraph.

Get a free GTM audit → salesgraph.com/gtm-audit

How To Hire Sales Reps Like a Moneyball GM W/ Navid Zolfaghari, Chief Sales Officer @ Zapier Jun 16, 2026

Show notes

Navid's Background

Navid Zolfaghari is the Chief Sales Officer at Zapier, where he's leading the push to move one of PLG's most iconic companies up-market into the enterprise.

Before Zapier, Navid spent six years at Branch, joining at roughly $500K in revenue and helping scale it to ~$100M. He then went to Metronome to go deeper on usage-based pricing. Early in his career, he was at a retail analytics startup and before that he co-founded a company focused on micro-location data and beacons.

Navid got his start at Wildfire, which he joined at ~20 people and watched grow to 400 people before it was acquired by Google. He spent a couple of years at Google post-acquisition, which was plenty long enough to learn that the big-company lifestyle wasn't for him. He's also a poker player, a Miami Heat loyalist, and shamelessly pours his milk before cereal (yes, we think it’s crazy too).

Timestamps

(00:00) Intro & Why Navid Made the Trip from Redwood City

(11:16) Navid's Background: Two-Time Founder to GTM Leader at Wildfire, Branch, Metronome & Zapier

(13:07) The Google Acquisition Story & Knowing Big Company Life Wasn't for Him

(15:00) What Zapier Actually Is Now: Agents, MCP & the Evolution Beyond Hand-Rolled Zaps

(15:35) AI Fluency at Zapier: The Four-Tier Rubric & Why "I Use ChatGPT" Is Now Unacceptable

(21:34) The War Council: An AI Advisory Board the Entire Exec Team Uses

(23:38) How Zapier Fits Into the MCP & Claude Co-Work Era

(34:43) Most Common Personas & the Rise of the "Head of AI Transformation"

(36:22) The Unified Value System: How One AE Replaced an Entire Sales Value Engineering Function

(38:36) Tools You'd Have to Rip From His Cold Dead Hands

(42:03) The Blueprint for Excellence: Startup Fit, Business Athleticism & Purposeful Drive

(53:57) Love to Win vs. Hate to Lose: How He Evaluates Competitive Drive

(01:05:28) The Consultant Mindset: What's Actually Changed in the Sales Archetype

About The Crew PodcastThe Crew podcast interviews GTM leaders and investors at top AI startups and early-stage companies.

No fluff, no theory - just honest, tactical insights from people in the trenches building the next generation of AI breakouts.

About CrewCrew is an advisory, recruiting, investing, & media firm for seed through series C AI-natives & fast-growing SaaS startups.

Where to Find Crew

LinkedIn: https://www.linkedin.com/company/vibescaling/https://www.linkedin.com/company/crewgtm

Newsletter: https://www.vibescaling.blog/https://www.withcrew.blog/