Artificial Intelligence

Cyber Security

Data

DevOps

FinTech

MarTech

SaaS

Picture of Adam Richardson, Co-Founder of Strive

Meet Adam.
Adam is a Co-Founder and Managing Director of Strive.&nbsp;
Adam supports all of our key relationships, Globally, as well as having overall responsibility for the leadership of the company, including strategy, client management, line management of internal staff, operations and hiring world-class recruiters to join Strive.&nbsp;
 A Quote that he lives by: "Intelligence without ambition is like a bird without wings". 
A Fun Fact about Adam: He can do a 3x3 Rubiks Cube in 97 seconds!

Adam Richardson

Meet Adam. Adam is a Co-Founder and Managing Director of Strive, running all global operations.

Meet John.
John is our Managing Director, USA and has worked at Strive for four years.&nbsp;
John manages our US function, headquartered in Tampa, Florida and has overall responsibility for the leadership of the US Office, including strategy, client management, line management of internal staff, operations and internal recruitment.&nbsp; 
A Quote that he lives by: "Persistence is insurance against failure"
John's Top Tip for Team Management: Management is all about double-checking and understanding people's drivers.&nbsp;

John Hitchen

Meet John. John is our Managing Director, USA, based out of our Tampa Office. 

Image of Lewis Wilson, Business Development Director EMEA at Strive

Meet Lewis.
Lewis is our EMEA Director and has worked at Strive for one year.&nbsp;
Lewis is responsible for building &amp; scaling our GTM Business Development function.
&nbsp;
A Fun Fact about Lewis: I have lived in four different countries!
A Quote Lewis lives by: "Tough times never last, tough people do".&nbsp;

Lewis Wilson

Meet Lewis. Lewis is our EMEA Director, and has worked at Strive for one year.

Picture of Dylan Hoyle, SaaS Sales Recruitment Headhunter

Meet Dylan.
Dylan is a Sales Director for the US and has worked for Strive for five years.&nbsp;
Dylan focuses on partnering with Sales Leaders / Founders to build out their GTM teams. He is based from our Tampa, Florida office.&nbsp;
&nbsp;
A Quote that he lives by: "You create your thoughts, your thoughts create your intentions, and your intentions create your reality."
Dylan's Top Tip for Team Motivation: In the moment when you feel out of your depth, out of your comfort zone and out of your league - this is the moment where you&rsquo;re growing and developing the most. Don&rsquo;t be afraid to fail &amp; ask questions. Those who embrace failure, are the ones who have the most success in the long run.

Dylan Hoyle

Meet Dylan. Dylan is our Sales Director for the US and has worked for Strive for five years. 

Picture of Alex Elliott, Director at Strive

Meet Alex.
Alex is an Investor and Strategic Director at Strive.&nbsp;
Following the sale of his recruitment firm, Liquid Personnel, in 2016 (PE sale), he has now joined the Strive Board of Directors to help scale the business and support our international expansion.
 A Quote Alex lives by: "Excellence is achieved by mastery of the fundamentals".
Alex's Top Tip for Team Management: The most important question a manager can ask is "what do you think?".

Alex Elliott

Meet Alex. Alex is an Investor and Strategic Director at Strive. 

Picture of McKenzie Powell, Operations Director at Strive

Meet McKenzie.
McKenzie is our Operations Director and has worked at Strive for three years.&nbsp;
McKenzie runs all things operational for both the UK and US offices - heavily supporting the Directors, Shareholders and Internal Team on a day to day basis.
&nbsp;
A Quote that she lives by: "Consistency is Key."
McKenzie's Biggest Achievment: Leading the Strive US Expansion project, resulting in Strive opening their first US base in Tampa, Florida.&nbsp;

McKenzie Powell

Meet McKenzie. McKenzie is our Operations Director and has worked at Strive for four years. 

Picture of Helen Groves, Director at Strive

Meet Helen.
Helen is our Non-Executive Finance Director and has supported Strive for three years.&nbsp;
Helen works with Strive, giving support and advice on financial matters to the Directors and Shareholders.
 A Quote that she lives by: "Don't judge a book by its cover".
A Fun Fact about Helen: When watching Formula One racing, she morphs from a mild-mannered Accountant to a manic screamer!

Helen Groves

Meet Helen. Helen is our Non-Executive Finance Director and has supported Strive for three years. 

Image of Helen Dwyer, Head of Marketing at Strive

Meet Helen.
Helen is our Head of Marketing and has worked at Strive for two years.&nbsp;
Helen runs all things marketing for both the UK and US offices - heavily supporting the team with event planning, content creation, podcast hosting and managing our active TA Community.&nbsp;&nbsp;
&nbsp;
A Quote that she lives by: "Life is what happens whilst you're busy making other plans."
Helen's Biggest Achievment: Coming top in the Country for the REC CertRP qualification - and subsequently being awarded with a 'Cleverest Person in the World' trophy!

Helen Dwyer

Meet Helen. Helen is our Head of Marketing and has worked at Strive for two years. 

Image of Nathan Burke, Delivery Manager EMEA at Strive

Meet Nathan.
Nathan is our Delivery Manager for EMEA and has worked at Strive for one year.
Nathan focuses on partnering with Sales Leaders / Founders to build out their GTM teams across EMEA, whilst also managing a team of highly skilled HeadHunters.&nbsp;
&nbsp;
A Quote he lives by: &ldquo;There are two types of people: Those who say they can and those who say they can&rsquo;t, both are usually right!&rdquo;
A Fun Fact about Nathan: I have travelled across 12 States in the US - and coached soccer in 6 of them!

Nathan Burke

Meet Nathan. Nathan is our Delivery Manager for EMEA and has worked at Strive for one year.

Picture of Naomi Walsh, SaaS Sales Recruitment Headhunter

Meet Naomi.
Naomi is a Principal Consultant and has worked at Strive for four years.&nbsp;
Naomi support companies across the USA in building their Go-To-Market teams.&nbsp;&nbsp;
&nbsp;
A Quote that she lives by: "Do not wait for opportunities, create them."
A Top Tip Naomi would give her Clients: Always provide a positive candidate experience when interviewing - remember that the hiring process is also an opportunity to showcase your Company&rsquo;s culture &amp; values. Be sure to provide a positive &amp; respectful candidate experience, regardless of whether or not you ultimately offer them the job.&nbsp;

Naomi Walsh

Meet Naomi. Naomi is a Principal Consultant and has worked at Strive for four years. 

Image of Iwan Robertson, Business Development Manager at Strive

Meet Iwan.
Iwan is a Business Development Manager and has worked at Strive for one year.&nbsp;
Iwan supports in building &amp; scaling our GTM Business Development function.
&nbsp;
A Quote Iwan lives by: "Success does not come from avoiding failure, it comes from, embracing it, learning from it and using it as fuel for moving forward."
Iwan's Biggest Achievement: TCompleting the Three Peak Challenge!

Iwan Robertson

Meet Iwan. Iwan is a Business Development Manager and has worked at Strive for one year. 

Picture of James Prickett, SaaS Sales Recruitment Headhunter

Meet James.
James is a Senior Headhunter at Strive and has worked at Strive for one year.&nbsp;
James specialises within the Data and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
A Quote James lives by: "A journey of a thousand miles begins with a single step"
James' Biggest Achievement: Trekking 200km across the Sahara Desert!

James Prickett

Meet James. James is a Senior Headhunter and has worked at Strive for one year. 

Image of Dan Nicholson, Senior HeadHunter at Strive 

Meet Dan.
Dan is a Senior Headhunter at Strive and has worked at Strive for one year.&nbsp;
Dan specialises within the Data and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
A Fun Fact about Dan: I road tripped across the West Coast of the US, covering 4 States and over 2,000 miles of driving - in only 4 days!
Dan's Biggest Achievement: Running the Great North Run, smashing my target time of 1hr40 - whilst raising over &pound;3,000 for 'Beating Bowel Cancer UK' in the process!
&nbsp;

Dan Nicholson

Meet Dan. Dan is a Senior Headhunter and has worked at Strive for one year. 

Image of Samantha McCan, Senior HeadHunter at Strive

Meet Sam.
Sam is a Senior Headhunter and has worked at Strive for one year.&nbsp;
Sam specialises within the Data and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
A Fun Fact about Sam: I used to own an Ant Farm!
A Quote that Sam lives by: "Take your time, don't live too fast. Troubles will come, and they will pass"
&nbsp;

Samantha McCan

Meet Sam. Sam is a Senior Headhunter  and has worked at Strive for one year. 

Image of Josh Bunce, HeadHunter at Strive 

Meet Josh.
Josh is a Senior Headhunter at Strive and has worked at Strive for one year.&nbsp;
Josh specialises within the Data and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
A Fun Fact about Josh: In my free time, I complete in Brazilian Ju Jitsu competitions up and down the country!
A Quote that Josh lives by: "You can&rsquo;t get out of it, so you might as well get into it"

Josh Bunce

Meet Josh. Josh is a Senior Headhunter and has worked at Strive for one year. 

Meet Emma.
Emma is a Headhunter &nbsp;and has worked at Strive for one year.&nbsp;
Emma specialises within the Data and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
A Fun Fact about Emma: I&rsquo;m originally from North Carolina, and I have a 3-year-old English Cream Golden Retriever named Mac!
A Quote that Emma lives by: "Success is the sum of small efforts, repeated day in and day out."

Emma Page

Meet Emma. Emma is a Headhunter  and has worked at Strive for one year. 

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world's most influential leaders of the SaaS industry&nbsp;🚀
Your host today are Sales Manager, <a href="https://www.linkedin.com/in/dylanhoyle-saas-recruiter/" target="_blank" rel="noopener">Dylan Hoyle</a>, and Strive's Founder, <a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">Adam Richardson</a>.
Today, we're very pleased to welcome <a href="https://www.linkedin.com/in/tmoskites/" target="_blank" rel="noopener">Tammy Moskites</a> from <a href="https://www.cyalliance.com/" target="_blank" rel="noopener">CyAlliance</a>.
Tammy is an ex-CISO for the likes of <a href="https://venafi.com/" target="_blank" rel="noopener">Venafi</a> - and now runs a Consultancy advising Early-Stage Cyber Security startups.
Today's conversation was a little bit different than our typical, with some of my key takeaways being:
💡 What is keeping a CISO up at night - and how their priority initiatives have changed.
💡 What parameters a Founder can look at to determine Product Market Fit - and how Founders can successfully drive growth at the top of the sales funnel for the company.
💡 How we can tailor our message towards CISOs in today's market.
&nbsp;
Let&rsquo;s Dive In!
&nbsp;_________________________________________________________________________________
&nbsp;
Watch the episode on YouTube 🎥 &ndash; <a href="https://youtu.be/SnQFuuyPDFg" target="_blank" rel="noopener">https://youtu.be/SnQFuuyPDFg</a>
Connect with Tammy here -&nbsp;<a href="https://www.linkedin.com/in/tmoskites/" target="_blank" rel="noopener">https://www.linkedin.com/in/tmoskites/</a>
Connect with Adam here - <a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Connect with Dylan here - <a href="https://www.linkedin.com/in/dylanhoyle-saas-recruiter/" target="_blank" rel="noopener">https://www.linkedin.com/in/dylanhoyle-saas-recruiter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
&nbsp;

Today, we are joined by Tammy Moskites,  CEO & Founder at CyAlliance,  an Executive Advisory Service.

'Lessons from a CISO' with Tammy Moskites

Episode 2

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
I am your host, <a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">Adam Richardson</a>, and on today&rsquo;s episode I am excited to welcome you to Season 2!
We kick off this Season with a man who will need no introduction &ndash; if I say the words &ldquo;Hey Salespeople!&rdquo;, you&rsquo;ll know, of course, that I am referring to the industry Thought Leader, <a href="https://www.linkedin.com/in/jeremeydonovan/" target="_blank" rel="noopener">Jeremey Donovan</a>.
Jeremey is Executive Vice President Revenue Operations and Strategy at <a href="https://www.insightpartners.com/" target="_blank" rel="noopener">Insight Partners</a>.
He is also an <a href="https://www.amazon.co.uk/stores/Jeremey-Donovan/author/B007LTO6M6?ref=dbs_a_mng_rwt_scns_share&amp;isDramIntegrated=true&amp;shoppingPortalEnabled=true" target="_blank" rel="noopener">Author</a>, Thought Leader, the man behind the <a href="https://sellingsherpa.com/" target="_blank" rel="noopener">SellingSherpa</a> and has over 25 years industry experience, having worked for the likes of <a href="https://www.gartner.co.uk/en/about" target="_blank" rel="noopener">Gartner</a>, <a href="https://www.salesloft.com/" target="_blank" rel="noopener">SalesLoft</a> and <a href="https://www.cbinsights.com/" target="_blank" rel="noopener">CB Insights</a>.
&nbsp;
Some of my key takeaways from the conversation today were:
💡Breaking down RevOps &ndash; What is it? How does it help your business? Why is it important?
💡How to know if you are ready to make your first RevOps hire.
💡What skillsets to look for when making that hire.
&nbsp;
Let&rsquo;s Dive In!
&nbsp;
<hr>
 Watch the episode on YouTube 🎥 &ndash; <a href="https://youtu.be/G3uzVd0ns4E" target="_blank" rel="noopener">https://youtu.be/G3uzVd0ns4E</a>
Connect with Jeremey here - <a href="https://www.linkedin.com/in/jeremeydonovan/" target="_blank" rel="noopener">https://www.linkedin.com/in/jeremeydonovan/</a>
Connect with Adam here - <a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here - <a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;

Today, we are joined by Jeremey Donovan,  Executive Vice President Revenue Operations and Strategy at leading VC Firm, Insight Partners.

'Mastering RevOps for Business Growth' with Jeremey Donovan

Episode 1

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Welcome to the Scale with Strive Podcast,&nbsp;the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
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I am your host, Adam Richardson and today I&rsquo;m really pleased to welcome Yotam Yemini, who shares his 15+ years&rsquo; experience of sales experience with us.&nbsp;
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Part of four different start-ups - and Advisor and&nbsp; Angel Investor to more &ndash; Yotam has contributed to $100 million in revenue and $4 billion in valuation!&nbsp;
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Some of my key takeaways from today were:&nbsp;
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💡 What he believes makes a great sales-person&nbsp;
💡 His philosophy around hiring
💡 His tips for turning around periods of under-performance within a team&nbsp;
</div>
<div class="OutlineElement Ltr SCXW158704377 BCX0">
&nbsp;
Lets dive in!&nbsp;
&nbsp;
<hr>
Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/rRzdPjEkQ4E" target="_blank" rel="noopener">https://youtu.be/rRzdPjEkQ4E</a>
Connect with Yotam here -<a href="https://www.linkedin.com/in/yyemini/" target="_blank" rel="noopener"> https://www.linkedin.com/in/yyemini/</a>
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;
&nbsp;
&nbsp;
</div>
</div>

Today, we are joined by Yotam Yemini, CRO at Oort, a Series A Cyber Company.

'Lessons from a CRO' with Yotam Yemini

Episode 10

Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
I am your host, Adam Richardson and today I&rsquo;m really pleased to welcome <span style="mso-ascii-font-family: Calibri; mso-fareast-font-family: 'Times New Roman'; mso-hansi-font-family: Calibri; mso-bidi-font-family: Calibri; color: black; mso-font-kerning: 0pt; mso-ligatures: none; mso-fareast-language: EN-GB;"><a href="https://www.linkedin.com/in/aermogenous/" target="_blank" rel="noopener">Andrew Ermogenous</a>, who is Head of North America at <a href="https://atlan.com/" target="_blank" rel="noopener">Atlan</a>, a Series B Data Catalogue company, which is backed by the likes of <a href="https://www.sequoiacap.com/" target="_blank" rel="noopener">Sequoia Capital</a>, Insight Partners and <a href="https://salesforceventures.com/" target="_blank" rel="noopener">Salesforce Ventures</a> (just to name a few!).
&nbsp;
Today was a really invaluable conversation, with some of my key takeaways were:
💡 Why Atlan are so well positioned for success in the Data Catalogue Market.
💡 The importance of documentation in a remote-first global organisation.
💡 How enablement is important for setting your team up for success.
&nbsp; 
Let&rsquo;s Dive In!
&nbsp;
<hr>
&nbsp;
Watch the episode on YouTube&nbsp;🎥 &ndash; &nbsp;<a href="https://youtu.be/v0EzSUq3yVY" target="_blank" rel="noopener">https://youtu.be/v0EzSUq3yVY</a>
Connect with Andrew here - <a href="https://www.linkedin.com/in/aermogenous/" target="_blank" rel="noopener">https://www.linkedin.com/in/aermogenous/</a>
Connect with Adam here - <a href="https://www.linkedin.com/in/saasheadhunter/">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;

Today we are joined by Andrew Ermogenous, Head of North America at Atlan, a Series B Data Catalogue company.

'How to set your team up for Success' - Andrew Ermogenous

Episode 9

Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
I am your host, Adam Richardson and today I&rsquo;m really pleased to welcome <a href="https://www.linkedin.com/in/eva-maria-elya-30632263/" target="_blank" rel="noopener">Eva-Maria Elya</a>, who is VP Channel and MSSP at <a href="https://www.lookout.com/" target="_blank" rel="noopener">Lookout</a>, a Cyber Security company.&nbsp;
Starting as only their third employee in EMEA, Eva has a lot of significant experience to share about building out a GTM Strategy and some of my key takeaways were:
&nbsp;
💡How to build out a scalable channel led GTM strategy.
💡How to continually evolve your model to monopolise the market you operate in.
💡How to get your CV to the top of a HM&rsquo;s pile in a tough hiring market.
&nbsp;&nbsp;
Let&rsquo;s Dive In!
&nbsp;
<hr>
Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/-Mzjblc8WGA" target="_blank" rel="noopener">https://youtu.be/-Mzjblc8WGA</a>
Connect with Eva-Maria here - <a href="https://www.linkedin.com/in/eva-maria-elya-30632263/" target="_blank" rel="noopener">https://www.linkedin.com/in/eva-maria-elya-30632263/</a>
Connect with Adam here -<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener"> https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener"> https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;

Today we are joined by Eva-Maria Elya, VP Channel and MSSP at Lookout, a Series F Cyber Security Company. 

'Building a Channel led GTM strategy' with Eva-Maria Elya

Episode 8

Welcome to the Scale with Strive Podcast,&nbsp;the place where you come to listen to some of the world's&nbsp;most influential leaders of the SaaS industry. 🚀
I am your host, Adam Richardson and on today&rsquo;s podcast, I&rsquo;m really pleased to introduce President and Advisor, <a href="https://www.linkedin.com/in/cfinan/" target="_blank" rel="noopener">Chris Finan</a>.
Unlike most, Chris actually started his career as a Pilot and Intelligence Officer in the US Air Force! He has now spent over 10 years in the Cyber Security Industry, with two acquisitions under his belt - and he has also been involved in companies such as <a href="https://www.f5.com/" target="_blank" rel="noopener">Shape Security</a> and <a href="https://actzero.ai/" target="_blank" rel="noopener">ActZero</a>.
Today we focused our conversation around Chris&rsquo; philosophies on building a data driven sales process with some of my key takeaways being:
<span style="font-size: 12.0pt; font-family: 'Segoe UI Emoji',sans-serif; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Segoe UI Emoji'; mso-font-kerning: 0pt; mso-ligatures: none; mso-fareast-language: EN-GB;">💡 How his career in the Air Force&nbsp;set him up for a successful SaaS career.
<span style="font-size: 12.0pt; font-family: 'Segoe UI Emoji',sans-serif; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Segoe UI Emoji'; mso-font-kerning: 0pt; mso-ligatures: none; mso-fareast-language: EN-GB;">💡 The cultural transformation required to move to a data driven sales approach.
<span style="font-size: 12.0pt; font-family: 'Segoe UI Emoji',sans-serif; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Segoe UI Emoji'; mso-font-kerning: 0pt; mso-ligatures: none; mso-fareast-language: EN-GB;">💡 How to adapt your approach in times of economic uncertainty.
<span lang="EN-US" style="mso-ascii-font-family: Calibri; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri; mso-bidi-font-family: Calibri; color: black; mso-themecolor: text1; mso-ansi-language: EN-US;">&nbsp;
Let&rsquo;s Dive In!
&nbsp;
<div class="MsoNoSpacing" style="text-align: center;" align="center"><hr align="center" size="2" width="100%"></div>
Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/QtsC437FRxo" target="_blank" rel="noopener">https://youtu.be/QtsC437FRxo</a>
Connect with Chris here - <a href="https://www.linkedin.com/in/cfinan/" target="_blank" rel="noopener">https://www.linkedin.com/in/cfinan/</a>
Connect with Adam here -<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener"> https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener"> https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;

Today we are joined by Chris Finan, President and Advisor, with over 10 years' experience in the Cyber Security Industry.

'Creating a Data Driven Sales Function' with Chris Finan

Episode 7

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
I am your host, John Hitchen and on today&rsquo;s episode, I am excited to welcome John Turner (JT), CRO and Strategic Advisor at companies such as Stairwell and Observe.AI.
JT is a Sales Leader whose career spans from some of the biggest names in the Tech Industry.
✅ He's led a 400-person sales team in a 250 million emerging tech sales team at Symantec.
✅ He took TriNet through an IPO.
✅ He was responsible for the global sales team at Google Cloud Security Products.
These days, he's advising in high-growth startups, including one of Forbes' 50 AI companies.
JT has seen every single side of this market engine, from Startup to Global scale, and he brings a straight talking, deeply strategic approach to Sales Leadership. Today, we focus in on all things Sales Leadership and some of our key takeaways from the conversation were:
💡 Sales Leader Fundamentals - the differences between Sales Leadership and Sales Management.
💡 How to build a world-class Sales Teams.
💡 How to balance short term targets, with long term development.
&nbsp;
Let&rsquo;s Dive in!
&nbsp;
<hr>
&nbsp;
Connect with JT here -&nbsp;<a href="https://www.linkedin.com/in/johnturner1000/">https://www.linkedin.com/in/johnturner1000/</a>
Connect with John here - <a href="https://www.linkedin.com/in/johnhitchen/">https://www.linkedin.com/in/johnhitchen/</a>
Learn more about Strive here - <a href="https://scalewithstrive.com/">https://scalewithstrive.com/</a>
&nbsp;
<hr>
&nbsp;
Chapters
0:00&nbsp; &nbsp; &nbsp;Introduction to JT's Leadership Journey
3:12&nbsp; &nbsp; &nbsp;Difference Between Sales Management and Leadership
8:32&nbsp; &nbsp; &nbsp;The Truth Is in the Field Philosophy
14:30&nbsp; &nbsp;Four Legs of the Table: Hiring Great Sales Reps
22:48&nbsp; &nbsp;Creating an Authentic Sales Culture
31:58&nbsp; &nbsp;Navigating Leadership Challenges and Transitions
39:45&nbsp; &nbsp;Learning from History: Leadership Insights
&nbsp;
&nbsp;

Today we are joined by John Turner, CRO & Strategic Advisor in high-growth startups!

'Key Lessons in Sales Leadership' with John Turner

Episode 3

Emotional Intelligence

Expansion

Funding

Hiring

Management

Sales Team Structure

Sales Tips

Staff Retention

Strategy

Sales

Talent

&nbsp;
Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀&nbsp;
Our host is John Hitchen and on today&rsquo;s episode, we are excited to welcome Dan Monahan, Head of Sales at Waldo!&nbsp;
Dan has a rich background in Sales and Leadership within the SaaS Space, beginning his career at ZeroTurnaround (which was later acquired by Perforce), before joining Forestry.io, leading a large Sales and Sales Engineering team.&nbsp; Moving on to Snyk, he helped grow the revenue from $30M ARR to $300M ARR - and now he is at the very early stages of Waldo, an AI company focused on research and strategy.&nbsp;
&nbsp;
Today, we focus in on the Gen AI space and the company Dan has recently joined, Waldo. We explore the factors he considered before making his move, what the product does and delve into the competitive space of Gen AI. &nbsp;
Some of our key takeaways from the conversation were:&nbsp;
💡 The factors to consider when considering joining an early-stage company&nbsp;
💡 Exploring Waldo&rsquo;s AI research platform and its GTM Strategy&nbsp;
💡 Why sticking to your ICP, even in a busy market, is key &nbsp;
&nbsp;
Let&rsquo;s Dive in!&nbsp;
&nbsp;
<hr>
&nbsp;
Connect with Dan here - <a href="https://www.linkedin.com/in/danieljohnmonahan/" target="_blank" rel="noopener">https://www.linkedin.com/in/danieljohnmonahan/</a>
Connect with John here -&nbsp;<a href="https://www.linkedin.com/in/johnhitchen/" target="_blank" rel="noopener">https://www.linkedin.com/in/johnhitchen/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/" target="_blank" rel="noopener">https://scalewithstrive.com/</a>
&nbsp;
<hr>
&nbsp;
0:00&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Introduction to Dan&nbsp;
3:16&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Why Dan Joined Waldo
7:33&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Waldo's AI Research Platform Explained
11:20&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Go-to-Market Strategy and Future Vision
21:09&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Building Teams for AI Startups
24:35&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Closing Thoughts&nbsp;
&nbsp;
&nbsp;

Today we are joined by Dan Monahan, Head of Sales at Waldo! 

'A Gen AI Case Study: Waldo' with Dan Monahan 

&nbsp;
📢 Welcome to Season 3 of the 'Scale with Strive Podcast' - the place to come to listen to some of the world's most influential leaders of the SaaS industry. 🚀
Our host today is Adam Richardson and on today&rsquo;s episode, we are excited to welcome Niall Carey, Founder at Fractal Advisory.
After 15+ years leading high-performing sales teams in organisations such as DocuSign and Salesforce, Niall has now transitioned into fractional leadership to help ambitious companies scale smarter and faster.
As a Fractional CXO / VP of Sales, he partners with Founders, CEOs, and Investors to:
✅ Build and scale sales teams to consistently hit targets
✅ Design and execute Go-To-Market strategies
✅ Drive predictable, sustainable revenue growth
✅ Coach and mentor emerging sales leaders
✅ Prepare organisations for expansion and growth
&nbsp;
Today, we focus in on aligning sales teams with the Company Mission and Vision and some of our key takeaways from the conversation were:&nbsp;
💡 The disconnect between Vision and Action
💡 Storytelling as a Leadership tool
💡 Embedding the Company Vision in Sales Teams &ndash; and making it personal to them
&nbsp;
<hr>
&nbsp;
Connect with Niall here - <a href="https://www.linkedin.com/in/niallcarey/">https://www.linkedin.com/in/niallcarey/</a>
Connect with Adam here - <a href="https://www.linkedin.com/in/saasheadhunter/">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here - <a href="https://scalewithstrive.com/">https://scalewithstrive.com/</a>
&nbsp;
<hr>
&nbsp;
0:00. Introduction to Vision Alignment Challenge&nbsp;
5:42. The Disconnect Between Vision and Action
11:34. Making Vision Personal to Sales Teams
16:20. Storytelling as a Leadership Tool
22:37. Embedding Vision in Sales Culture
27:30. Aligning Compensation with Company Goals
32:50. Leadership Training and Crisis Management
37:00. Rapid-Fire Leadership Insights
&nbsp;
&nbsp;

Today we are joined by Niall Carey, Founder at Fractal Advisory!

'From Boardroom to Sales Floor: Aligning Teams with Company Vision' with Niall Carey

Episode 6

&nbsp;
Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry.&nbsp;🚀 
I am your host, Adam Richardson and on today&rsquo;s episode, I am excited to welcome Philip Nowak
Philip has over 16 years&rsquo; experience working within senior sales roles within the Germany and DACH geographies and on today&rsquo;s podcast, we focus in on why hiring in Germany requires a different approach.
&nbsp;
Some of our key takeaways from the conversation were: 
💡 Why the German market can bring its own unique hiring challenges
💡 How to effectively attract talent to your organisation in Germany
💡 Strategies for selecting the right location in Germany when hiring your first reps 
&nbsp;
Let&rsquo;s Dive in!
&nbsp;
<hr>
&nbsp;
Connect with Philip here - <a href="https://www.linkedin.com/in/philip-nowak-93b84221/">https://www.linkedin.com/in/philip-nowak-93b84221/</a>
&nbsp;
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/">https://www.linkedin.com/in/saasheadhunter/</a>
&nbsp;
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/">https://scalewithstrive.com/</a>
&nbsp;
<hr>
&nbsp;
0.0&nbsp;&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Introduction to German Market Challenges
&nbsp;
4.11&nbsp; &nbsp; &nbsp; &nbsp;Cultural Differences and Hiring Difficulties
&nbsp;
7.32&nbsp; &nbsp; &nbsp; &nbsp; Attracting German Talent Effectively
&nbsp;
11.53&nbsp; &nbsp; &nbsp; Managing Counter Offers and Commitment
&nbsp;
18.06&nbsp; &nbsp; &nbsp; Finding the Right Startup Profiles
&nbsp;
32.06&nbsp; &nbsp; &nbsp; German Work Culture and Location Strategy
&nbsp;
40.05&nbsp; &nbsp; &nbsp;Remote Working and Changing Benefits
&nbsp;
&nbsp;
&nbsp;
&nbsp;
&nbsp;
&nbsp;

Today we are joined by Philip Nowak, a seasoned Sales Leader in the DACH region!

'Why Hiring in Germany Requires a Different Approach' with Philip Nowak

Episode 5

&nbsp;
Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀&nbsp;
I am your host, John Hitchen and on today&rsquo;s episode, I am excited to welcome Laura Smith, Director of North American Sales at Strike!
Laura is an ex-athlete turned Sales expert, who has carved out a space for herself in the Cyber Security world. With a background in criminal justice and computer science, she's not just selling software, she's helping businesses protect themselves from real threats.
Laura's known for her ability to work complex Enterprise deals, build Go-To-Market strategies from scratch and consistently hit targets.
&nbsp;
Today, we focus in on building and scaling your Sales Playbook and some of our key takeaways from the conversation were:
💡 Why a Sales Playbook is so important for early-stage companies
💡 How to start building a Sales Playbook &ndash; who to involve in the process, what components to include and how to make it adaptable.
💡 How to roll out your Sales Playbook, how to embed it and how to keep it relevant and updated
&nbsp;
Let&rsquo;s Dive in!&nbsp;
&nbsp;
<hr>
&nbsp;
Connect with Laura here -&nbsp;<a href="https://www.linkedin.com/in/laura-smith-67939913b/">https://www.linkedin.com/in/laura-smith-67939913b/</a>
&nbsp;
Connect with John here -&nbsp;<a href="https://www.linkedin.com/in/johnhitchen/">https://www.linkedin.com/in/johnhitchen/</a>
&nbsp;
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/">https://scalewithstrive.com/</a>
&nbsp;
<hr>
&nbsp;
Chapters
0:00.&nbsp; &nbsp; &nbsp; &nbsp; Meet Laura: From Athlete to Cybersecurity Sales
8:56.&nbsp; &nbsp; &nbsp; &nbsp; Laura's Career Journey and Athletic Background
16:05.&nbsp; &nbsp; &nbsp; Why Sales Playbooks Matter for Startups
21:19&nbsp; &nbsp; &nbsp; &nbsp;Creating an Adaptable Playbook That Scales
25:34.&nbsp; &nbsp; &nbsp;Implementing and Measuring Playbook Success
29:37.&nbsp; &nbsp; &nbsp; Key Lessons and Book Recommendations
&nbsp;
&nbsp;

Today we are joined by Laura Garvey, Director of North American Sales at Strike!

‘Building & Scaling your Sales Playbook’ with Laura Smith

Episode 4

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀 I am your host, Adam Richardson and on today&rsquo;s episode, I am excited to welcome&nbsp;<a href="https://www.linkedin.com/in/davejoshua/" target="_blank" rel="noopener">Dave Joshua</a>, Founder at&nbsp;<a href="https://www.scale-gen.ai/" target="_blank" rel="noopener">Scale Gen AI</a>, a Consultancy which helps Generative AI startups and creators move beyond founder-led growth with lean, AI-powered Go-To-Market (GTM) strategies. Dave has spent 20+ years leading GTM, marketing, sales, and revenue strategy for AI companies, including Stability AI and other generative AI pioneers. His expertise covers, amongst other things:
✅ AI-Native GTM &ndash; Integrating AI-driven sales, marketing, and customer success
✅ Enterprise Monetization &ndash; API, platform, and direct sales strategies
✅ D2C/B2C Growth &ndash; Scaling acquisition, prosumer/consumer segmentation, and retention
✅ Strategic Hiring &ndash; Building lean, high-impact GTM teams that leverage AI
✅ Exit Strategy &ndash; Positioning for IPO, acquisition, or sustainable growth
 Today, we focus in on all things Gen AI and some of my key takeaways from our conversation were: &nbsp; 💡The growth of the Gen AI space in the last three years and where investment has concentrated.&nbsp; &nbsp; 💡 GTM Strategies for Gen AI start-ups - including Proof of Concept, identifying ICP, product simplification and Customer Acquisition Costs. 💡 The future of the Gen AI space.&nbsp; &nbsp; Let&rsquo;s Dive in! &nbsp; ________________________________________________________________________________&nbsp; Watch the episode on YouTube 🎥 &ndash;&nbsp;<a href="https://youtu.be/lUpb-mpt-EU" target="_blank" rel="noopener">https://youtu.be/lUpb-mpt-EU</a>
Connect with Dave here -&nbsp;<a href="https://www.linkedin.com/in/davejoshua/" target="_blank" rel="noopener">https://www.linkedin.com/in/davejoshua/</a>
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/" target="_blank" rel="noopener">https://scalewithstrive.com/</a>
&nbsp;_________________________________________________________________________________&nbsp; &nbsp; Chapters 00:00&nbsp; &nbsp; &nbsp; &nbsp; Introduction to Generative AI and Dave's Background
02:58&nbsp; &nbsp; &nbsp; &nbsp; The Current State of Generative AI
06:03&nbsp; &nbsp; &nbsp; &nbsp; Investment Trends and Market Dynamics in Gen.AI
09:12&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;The Role of Investors and the Impact of OpenAI
11:59&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; Challenges in Go-to-Market Strategies for Gen.AI
15:02&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Navigating the Gen.AI Landscape: Opportunities and Risks
23:15&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Navigating Market Pivots
26:49&nbsp; &nbsp; &nbsp; &nbsp; Understanding Revenue Models and Growth Challenges
30:22&nbsp; &nbsp; &nbsp; &nbsp; The Importance of Product Management
34:49&nbsp; &nbsp; &nbsp; &nbsp; Identifying Ideal Customer Profiles
38:27&nbsp; &nbsp; &nbsp; &nbsp; Pricing Strategies and Revenue Predictions
43:25&nbsp; &nbsp; &nbsp; &nbsp; Future Trends in the Generative AI Market
&nbsp;
&nbsp;
&nbsp;

Today we are joined by Dave Joshua, Founder at Scale Gen AI!

‘Generative AI: Hype, Reality & What’s Next’ with Dave Joshua

Episode 2 

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀&nbsp; &nbsp;I am your host, Adam Richardson and on today&rsquo;s episode, I am excited to welcome <a href="https://www.linkedin.com/in/lauraannegarvey/" target="_blank" rel="noopener">Laura Garvey</a>, who was most recently VP of Solutions Consulting at <a href="https://www.sprinklr.com/" target="_blank" rel="noopener">Sprinklr</a>! Beginning her role as an IC, she worked at Sprinklr for over 8 years, with some of her Key Achievements being:
<ul>
<li>
Scaling the EMEA solutions team while improving win rates.
</li>
<li>
Leading organisational restructure driving 53% YoY growth in product revenue.
</li>
<li>
Developing globally adopted sales methodologies and training programs
</li>
</ul>
 Some of my key takeaways from our conversation were:&nbsp; &nbsp; 💡 The what, why and how of Forecasting - and its importance for identifying sales opportunities that might otherwise have been missed. &nbsp; 💡 How to use Solutions Consultants effectively as your 'ARR weapons' by linking their technical expertise to business outcomes effectively.&nbsp; 💡 How to structure your SC team as the business grows to ensure optimal ratios - and how to onboard and train these team members efficiently and effectively.&nbsp; &nbsp; Let&rsquo;s Dive in!&nbsp; &nbsp; ________________________________________________________________________________ &nbsp; Watch the episode on YouTube 🎥 &ndash;&nbsp;<a href="https://youtu.be/H0hoYhh-SWw">https://youtu.be/H0hoYhh-SWw</a>
Connect with Laura here -&nbsp;<a href="https://www.linkedin.com/in/lauraannegarvey/">https://www.linkedin.com/in/lauraannegarvey/</a>
Connect with Adam here - <a href="https://www.linkedin.com/in/saasheadhunter/">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/">https://scalewithstrive.com/</a>
&nbsp;_________________________________________________________________________________&nbsp; &nbsp; 00:00&nbsp; &nbsp; Introduction to Laura Garvey and Her Journey
03:00&nbsp; &nbsp; Transforming Solutions Teams into Revenue Engines
07:56&nbsp; &nbsp; The Importance of Forecasting in Sales
14:00&nbsp; &nbsp; Data Quality and CRM Usage in Forecasting
18:49&nbsp; &nbsp; Building a Culture of Accountability in Data Management
20:14&nbsp; &nbsp; Empowering Sales Teams with Data
22:00&nbsp; &nbsp; Linking Technical Expertise to Business Outcomes
30:12&nbsp; &nbsp; Identifying Red Flags in Sales Processes&nbsp;
34:01&nbsp; &nbsp; Driving Organizational Change for Revenue Growth
&nbsp;
&nbsp;

Today we are joined by Laura Garvey, VP of Solutions Consulting at Sprinklr!

‘From Pre-Sales to President’s Club: Transforming Solutions Teams into Revenue Engines’ with Laura Garvey

<div class="OutlineElement Ltr SCXW59132446 BCX0">
Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
I am your host, Adam Richardson and on today&rsquo;s episode, I am excited to welcome&nbsp;<a class="Hyperlink SCXW59132446 BCX0" href="https://www.linkedin.com/in/pabtexas/" target="_blank" rel="noreferrer noopener">Pablo Dominguez</a>,&nbsp;Operating Partner at <a class="Hyperlink SCXW59132446 BCX0" href="https://www.insightpartners.com/" target="_blank" rel="noreferrer noopener">Insight Partners,</a> a leading VC firm in the B2B Software Space!<span class="EOP SCXW59132446 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}">&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
Pablo has over 25 years' experience in the SaaS industry and today I tapped into his incredible knowledge of the industry, focusing in on achieving more by doing less through operational efficiency. &nbsp;
</div>
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Some of my key takeaways from our conversation were:&nbsp; &nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
💡 Ensuring goals are aligned from the overall company strategy and the importance of cascading objectives throughout the organization.&nbsp; &nbsp;
</div>
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💡 Achieving more by doing less, by not allowing distractions to take you away from your core focus.&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
&nbsp; 💡 The different stages of growth throughout the lifetime of the software business - and knowing when the right time is to launch new products, expand into new territories or when it's time to pivot.&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
&nbsp;
If you're a Founder in the B2B Software Space, looking to scale your business, this is certainly worth a listen!&nbsp; &nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
<span class="EOP SCXW59132446 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559685&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}">&nbsp;Let&rsquo;s Dive in!&nbsp; &nbsp; 
<hr>
&nbsp;&nbsp; Watch the episode on YouTube 🎥 &ndash; <a href="https://youtu.be/OyckYHKDXfE">https://youtu.be/OyckYHKDXfE</a><a href="https://youtu.be/OyckYHKDXfE">&nbsp;</a> &nbsp;
</div>
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Connect with Pablo here - <a href="https://www.linkedin.com/in/pabtexas/">https://www.linkedin.com/in/pabtexas/</a><a href="https://www.linkedin.com/in/pabtexas/">&nbsp;</a> &nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
Connect with Adam here - <a href="https://www.linkedin.com/in/saasheadhunter/">https://www.linkedin.com/in/saasheadhunter/</a><a href="https://www.linkedin.com/in/saasheadhunter/">&nbsp;</a> &nbsp; Learn more about Strive here - <a href="https://scalewithstrive.com/solutions/">https://scalewithstrive.com/solutions/</a>&nbsp;&nbsp;
&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0"><hr>
&nbsp;
11:02&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Focus and Alignment in Business Strategy
25:09&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Vendor Growth and Maturity Stages
31:19&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Aligning Product, Engineering, Marketing, and Sales&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
37:18&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Product-Led Growth and Sales Strategies&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
51:14&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Strategic Decision Making and Growth Planning&nbsp;
&nbsp;
</div>

Today we are joined by Pablo Dominguez, Operating Partner at Insight Partners, a leading VC Firm. 

'Scaling Your SaaS Venture: Strategic Alignment and Operational Efficiency' with Pablo Dominguez

Today we are joined by Ellen Chisa, Partner at Boldstart Ventures. 

'Advice for Early-Stage Founders' with Ellen Chisa

<div class="OutlineElement Ltr SCXW251445741 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
Welcome to the Scale with Strive&nbsp;podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
I am your host, <a class="Hyperlink SCXW251445741 BCX0" href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noreferrer noopener">Adam Richardson</a> and on today&rsquo;s episode, I am excited to welcome <a class="Hyperlink SCXW251445741 BCX0" href="https://www.linkedin.com/in/jmarcin/" target="_blank" rel="noreferrer noopener">Joe Marcin</a>, CRO at <a class="Hyperlink SCXW251445741 BCX0" href="https://firstup.io/" target="_blank" rel="noreferrer noopener">FirstUp</a>!&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
<span class="NormalTextRun SCXW251445741 BCX0" data-ccp-charstyle="normaltextrun" data-ccp-charstyle-defn="{&quot;ObjectId&quot;:&quot;f124a5a6-8119-4b68-b4c5-aa029dcaf3d0|33&quot;,&quot;ClassId&quot;:1073872969,&quot;Properties&quot;:[201342446,&quot;1&quot;,201342447,&quot;5&quot;,201342448,&quot;1&quot;,201342449,&quot;1&quot;,469777841,&quot;Calibri&quot;,469777842,&quot;&quot;,469777843,&quot;Calibri&quot;,469777844,&quot;Calibri&quot;,201341986,&quot;1&quot;,469769226,&quot;Calibri&quot;,268442635,&quot;22&quot;,335559704,&quot;1025&quot;,335559705,&quot;1033&quot;,335551547,&quot;2057&quot;,335559740,&quot;259&quot;,201341983,&quot;0&quot;,335559739,&quot;160&quot;,469775450,&quot;normaltextrun&quot;,201340122,&quot;1&quot;,134233614,&quot;true&quot;,469778129,&quot;normaltextrun&quot;,335572020,&quot;1&quot;,469778324,&quot;Default Paragraph Font&quot;]}">With other 25 years&rsquo; experience in the Software Sales world, Joe is a 3 times CRO who has spent the last 10 years focussed on scaling companies across the $100m ARR chasm.<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}">&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
&nbsp;
Some of my key takeaways from our conversation were:
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
💡 How your Hiring Profile changes as you scale &ndash; and how get people brought into change. 
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
💡 The importance of robust processes and to move away from tribal knowledge and the importance of cross-functional alignment.
💡&nbsp;The importance of technology and how to evaluate, and in some cases, consolidate this to help you scale.&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559685&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}">&nbsp;
</div>
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Let&rsquo;s Dive in!&nbsp; &nbsp; 
<hr></div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
Watch the episode on YouTube 🎥 &ndash; <a href="https://youtu.be/ZeZ7cqrNQJM">h</a><a href="https://youtu.be/ZeZ7cqrNQJM" target="_blank" rel="noopener">ttps://youtu.be/ZeZ7cqrNQJM</a><a href="https://youtu.be/ZeZ7cqrNQJM" target="_blank" rel="noopener">&nbsp;</a> &nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
Connect with Joe here - <a href="https://www.linkedin.com/in/jmarcin/" target="_blank" rel="noopener">https://www.linkedin.com/in/jmarcin/</a><a href="https://www.linkedin.com/in/jmarcin/" target="_blank" rel="noopener">&nbsp;</a> &nbsp;
</div>
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Connect with Adam here - <a class="Hyperlink SCXW251445741 BCX0" href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noreferrer noopener">https://www.linkedin.com/in/saasheadhunter/</a>&nbsp; &nbsp; 
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/">https://scalewithstrive.com/solutions/</a>&nbsp;&nbsp;
&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0"><hr>
&nbsp; 15:09&nbsp; Sales Leadership and DNA Profiles<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
</div>
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20:37 Managing Organizational Change and Engagement<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
</div>
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24:45 Strategic Changes in Compensation and Processes<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
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29:37 Process and Accuracy in Sales Forecasting<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
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34:39 Signal and Value Hypothesis in Sales<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
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39:57 Process and Execution Strategies in Business<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
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45:21 Leveraging Technology for Revenue Operations<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
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52:59 Lessons in Scaling Organizations Beyond $100M<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
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1:00:28 Harmonizing Best Practices for Success<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
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&nbsp;
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Today we are joined by Joe Marcin, CRO at FirstUp, the world's first intelligent communication platform. 

'Crossing the $100m ARR Chasm' with Joe Marcin

Welcome to the Scale with Strive podcast,&nbsp; the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
I am your host,&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">Adam Richardson</a>&nbsp;and on today&rsquo;s podcast, I&rsquo;m excited to speak with&nbsp;<a href="https://www.linkedin.com/in/usman-gulfaraz-4447807/" target="_blank" rel="noopener">Usman Gulfaraz</a>!
 With a strong pedigree background in the Tech Sales Space, Usman has worked for companies such as<a href="https://www.oracle.com/" target="_blank" rel="noopener">&nbsp;Oracle</a>,&nbsp;<a href="https://www.f5.com/" target="_blank" rel="noopener">Shape Security</a>,&nbsp;<a href="https://www.tessian.com/" target="_blank" rel="noopener">Tessian</a>&nbsp;and is now currently the CRO at&nbsp;<a href="https://www.speechmatics.com/" target="_blank" rel="noopener">Speechmatics</a>, a Series B funded 'Speech to Text' AI Platform.
 Some of my key takeaways from our conversation were: 
💡 The challenges and sacrifices of being a top performing Sales Rep.&nbsp; 
💡 Selling a Premium Product &ndash; the Process, Marketing and Product Development required. 
💡 And of course, Usman's philosophy around hiring great Sales Reps.
 Let&rsquo;s Dive in! ________________________________________________________________________________&nbsp;
&nbsp; Watch the episode on YouTube 🎥 &ndash; <a href="https://youtu.be/tG4JBn_xIiY" target="_blank" rel="noopener">https://youtu.be/tG4JBn_xIiY</a> 
Connect with Usman here -&nbsp;<a href="https://www.linkedin.com/in/usman-gulfaraz-4447807/" target="_blank" rel="noopener">https://www.linkedin.com/in/usman-gulfaraz-4447807/</a> 
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a> 
Learn more about Strive here - <a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>&nbsp;
&nbsp;_________________________________________________________________________________ 11:47&nbsp; &nbsp;Keys to Success in Sales 
19:57&nbsp; Navigating Sales Challenges With Oracle 
31:22&nbsp; Positioning as a Premium Solution 
41:07&nbsp; Thought Leadership and Market Segmentation 
50:08&nbsp; Sales Process and Execution Strategies 
58:13&nbsp; Sales Pipeline and Product Development Strategies 
1:14:37&nbsp; Building Success Through Forward-Thinking
&nbsp;
&nbsp;

Today, we are joined by Usman Gulfaraz, CRO at Speechmatics, a Series B Speech to Text AI Company. 

'The Art of Selling a Premium Product' with Usman Gulfaraz

<div class="OutlineElement Ltr SCXW227894856 BCX0">
<span class="NormalTextRun SCXW227894856 BCX0" data-ccp-charstyle="normaltextrun" data-ccp-charstyle-defn="{&quot;ObjectId&quot;:&quot;2ebe62dc-b41b-4f8d-9971-9ecc27a9f237|6&quot;,&quot;ClassId&quot;:1073872969,&quot;Properties&quot;:[469775450,&quot;normaltextrun&quot;,201340122,&quot;1&quot;,134233614,&quot;true&quot;,469778129,&quot;normaltextrun&quot;,335572020,&quot;1&quot;,469778324,&quot;Default Paragraph Font&quot;]}">Welcome to the Scale with Strive podcast, <span class="NormalTextRun SCXW227894856 BCX0" data-ccp-charstyle="eop" data-ccp-charstyle-defn="{&quot;ObjectId&quot;:&quot;2ebe62dc-b41b-4f8d-9971-9ecc27a9f237|7&quot;,&quot;ClassId&quot;:1073872969,&quot;Properties&quot;:[469775450,&quot;eop&quot;,201340122,&quot;1&quot;,134233614,&quot;true&quot;,469778129,&quot;eop&quot;,335572020,&quot;1&quot;,469778324,&quot;Default Paragraph Font&quot;]}">the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀&nbsp;
</div>
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I&rsquo;m your host, <a class="Hyperlink SCXW227894856 BCX0" href="https://www.linkedin.com/in/dylanhoyle-saas-recruiter/" target="_blank" rel="noreferrer noopener">Dylan Hoyle</a>, and today I had the absolute pleasure of meeting with <a class="Hyperlink SCXW227894856 BCX0" href="https://www.linkedin.com/in/drew-ganther-754b282a/" target="_blank" rel="noreferrer noopener">Drew Ganther</a>.&nbsp;
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Drew is the VP of Sales at <a class="Hyperlink SCXW227894856 BCX0" href="https://www.grip.security/" target="_blank" rel="noreferrer noopener">Grip Security</a>, a company who are disrupting the Identity Management space.&nbsp;
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It was a fantastic conversation, with some of my key takeaways being:<span class="EOP SCXW227894856 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;
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💡 His approach when educating the market on a new way to solve a problem and the evangelism piece that comes with it.&nbsp;
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💡 His approach on organizational and interpersonal dynamics, whether that be in deals or within your own organization.&nbsp;
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💡 The importance of an effective Channel strategy within the security ecosystem.&nbsp;
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&nbsp;
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Let&rsquo;s Dive In!&nbsp;
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&nbsp;
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_________________________________________________________________________________&nbsp;
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<span class="EOP SCXW227894856 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}">&nbsp;
</div>
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Watch the episode on YouTube 🎥 &ndash;  <a class="Hyperlink SCXW227894856 BCX0" href="https://youtu.be/lZyxTllZjZU" target="_blank" rel="noreferrer noopener">https://youtu.be/lZyxTllZjZU</a>&nbsp;
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Connect with Drew here - <a class="Hyperlink SCXW227894856 BCX0" href="https://www.linkedin.com/in/drew-ganther-754b282a/" target="_blank" rel="noreferrer noopener">https://www.linkedin.com/in/drew-ganther-754b282a/</a>&nbsp;
</div>
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Connect with Dylan here - <a class="Hyperlink SCXW227894856 BCX0" href="https://www.linkedin.com/in/dylanhoyle-saas-recruiter/" target="_blank" rel="noreferrer noopener">https://www.linkedin.com/in/dylanhoyle-saas-recruiter/</a>&nbsp;
</div>
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Learn more about Strive here - <a class="Hyperlink SCXW227894856 BCX0" href="https://scalewithstrive.com/solutions/" target="_blank" rel="noreferrer noopener">https://scalewithstrive.com/solutions/</a>&nbsp;
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&nbsp;
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_________________________________________________________________________________&nbsp;
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&nbsp;
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15:24&nbsp; Strategic Thinkers and Evolving ICP&nbsp;
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22:07&nbsp; Competitive Landscape and Business Sales Approach&nbsp;
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33:24&nbsp; Building Sales Champions with Integrity&nbsp;
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41:30&nbsp; Sales Leadership Challenges and Strategies&nbsp;
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50:09&nbsp; Channel Led Strategy and Patience&nbsp;
&nbsp;
</div>

Today, we are joined by Drew Ganther, VP of Sales at Grip Security, a Series B Cyber Security Company. 

'A Blueprint for Sales Excellence' with Drew Ganther

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Welcome to the Scale with Strive podcast - the place where you come to listen to some of the worlds most influential leaders of the SaaS industry. 🚀
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I am your host, Adam Richardson and on today&rsquo;s podcast, I&rsquo;m excited to speak with Jannis Fett, Investment Manager at <a href="https://www.hvcapital.com/" target="_blank" rel="noopener">HV Capital.</a>&nbsp;<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;
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For those who don&rsquo;t know, HV Capital is one of the oldest VC companies in Europe &ndash; with one of the biggest funds also. They are best known for investing in the likes of StoryBlok, Hadrian, and Sennder<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}"> - to name but a few.&nbsp;
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Using Jannis&rsquo; 5 years' experience in the investment world, I pick his brains on:<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;
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💡 The changes he has seen in the current market re funding.
💡 What sectors are still booming and attracting funding.<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;
💡 How you can scale through the key funding milestones.<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:720,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259,&quot;335559991&quot;:360}">&nbsp;
💡 How to best&nbsp;write a business plan and pitch for funding.<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;
&nbsp;
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If you are a Founder looking to better understand the investment world, this is a great listen for actionable advice and tips!<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;
<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">Let's Dive In!
<hr>
&nbsp;
Watch the episode on YouTube 🎥 &ndash; <a href="https://youtu.be/UQDI1sX6_cM" target="_blank" rel="noopener">&nbsp;https://youtu.be/UQDI1sX6_cM</a>
Connect with Jannis here -<a href="https://www.linkedin.com/in/jannis-fett-b0b443a9/" target="_blank" rel="noopener"> https://www.linkedin.com/in/jannis-fett-b0b443a9/</a>
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/">https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;
</div>

Today, we are joined by Jannis Fett, Investment Manager at HV Capital, a VC Investment Company.

'How to secure VC Funding' with Jannis Fett

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Welcome to the Scale with Strive Podcast,&nbsp;the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
</div>
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I am your host, Adam Richardson and today I&rsquo;m really pleased to welcome John Weisensee, who shares his 20+ years&rsquo; experience of Commercial Pre &amp; Post Sales experience with us.&nbsp;
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An incredibly humble guy, John has had a hugely successful career having worked for household names, including IBM.
</div>
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Today I wanted to focus in today on his journey with <a href="https://www.collibra.com/us/en" target="_blank" rel="noopener">Collibra</a> &ndash; whom he joined when they were at Series B and took them on a journey through many funding rounds and stages of growth.&nbsp;
</div>
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Some key takeaways for me were:&nbsp;
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💡 How he built&nbsp;and scaled a Pre-Sales function from the ground-up &ndash; taking the team from 4 to 75.&nbsp;&nbsp;
💡 When he&nbsp;believes Pre-Sales should get involved in the sales process &ndash; and the value they bring to the customer.
</div>
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💡 How to&nbsp;target set for a Pre-Sales function and where he thinks the sweet spot is in terms of base and OTE split.&nbsp;&nbsp;
</div>
</div>
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&nbsp;
A really insightful conversation - we hope you enjoy it!
Let's Dive In!
<hr></div>
&nbsp;
Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/59U0Iiwtqxw" target="_blank" rel="noopener">https://youtu.be/59U0Iiwtqxw</a>
Connect with John here -<a href="https://www.linkedin.com/in/john-weisensee-2661348/" target="_blank" rel="noopener"> https://www.linkedin.com/in/john-weisensee-2661348/</a>
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;

Today, we are joined by John Weisensee, VP of Solution Engineering at cr8dl.ai, a PE backed AI Company.

'How to Optimise your Pre-Sales Function' with John Weisensee

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Welcome to the Scale with Strive Podcast,&nbsp;the place where you come to listen to some of the world's most influential leaders of the SaaS industry. 🚀
</div>
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I am your host, Adam Richardson&nbsp; and on today&rsquo;s episode, we are joined by Alexandre Pierrin-Neron, who is the RVP of South EMEA for&nbsp;<a href="https://www.lacework.com/" target="_blank" rel="noopener">Lacework</a>. &nbsp;
</div>
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With an impressive 30-year career, as you can imagine, we packed a lot in today&rsquo;s podcast!&nbsp;
With experience working for companies such as Cybereason, Splunk and&nbsp;Leapwork, he has supported some of the world's leading vendors scale towards success - and has hired, developed and led some of the best Sales Reps in the software industry.&nbsp;
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He has also helped in raising significant funding - 62 million Euros in the case of Leapwork!
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In today&rsquo;s episode, at Alex&rsquo;s request, we focus on Emotional Intelligence and the importance of certain traits when hiring for your GTM SaaS team.&nbsp;
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Some key things I think you will take from the episode today are:&nbsp;
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💡 Turning underperforming reps into star players.
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💡 The different types of Emotional Intelligence and how they present themselves in Sales Reps and Leaders.&nbsp;
💡 Alex&rsquo;s thoughts around the importance of &lsquo;Learn, Earn and have Fun'.
</div>
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&nbsp;
I personally really enjoyed recording this episode and sharing ideas with Alex &ndash; we hope you&nbsp;take a lot from it!&nbsp;
Let's Dive In!
<hr>
&nbsp;
Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/T2rsfnJjIwI" target="_blank" rel="noopener">https://youtu.be/T2rsfnJjIwI</a>
Connect with Alex here -<a href="https://www.linkedin.com/in/alexandrepierrinneron/" target="_blank" rel="noopener"> https://www.linkedin.com/in/alexandrepierrinneron/</a>
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
</div>
</div>

Today, we are joined by Alexandre Pierrin-Neron, RVP of South EMEA at Lacework, a Cloud Security Company.

'Emotional Intelligence' with Alex Pierrin-Neron

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Welcome to the Scale with Strive Podcast,&nbsp;the place where you come to listen to some of the world's most influential leaders of the SaaS industry. 🚀
</div>
<div class="OutlineElement Ltr SCXW228508353 BCX0">
I am your host, Adam Richardson and on today&rsquo;s podcast, I&rsquo;m really pleased to introduce Ashraf Mohamed, VP of Europe for <a href="https://www.obsidiansecurity.com/" target="_blank" rel="noopener">Obsidian Security</a>.&nbsp;&nbsp;
</div>
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After completing a degree in aero-nautical engineering, Ash moved into the world of SaaS Sales and has had a hugely successful career spanning 18 years, working for companies such as Fuze, Confluent and Lacework.&nbsp;&nbsp;
</div>
<div class="SCXW228508353 BCX0">
<div class="OutlineElement Ltr SCXW228508353 BCX0">
He has significant experience in building out GTM teams from scratch into global leaders, following the MEDDIC playbook.<span class="EOP SCXW228508353 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;
</div>
<div class="OutlineElement Ltr SCXW228508353 BCX0">
Some of the key takeaways from today:
</div>
<div class="ListContainerWrapper SCXW228508353 BCX0">
💡 How he gets customer buy in by drawing on his technical ability.
💡 How he&nbsp;operates as a Sales Leader and his top tips for success.&nbsp;
💡 His experience of working for&nbsp;prolific Sales Leaders and being hired by the likes of John McMahon.&nbsp;
</div>
</div>
&nbsp;
We hope you enjoy listening, as much as we enjoyed recording!&nbsp;
Let's Dive In!&nbsp;
&nbsp;
<hr>
Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/PdQtOmGwn90" target="_blank" rel="noopener">https://youtu.be/PdQtOmGwn90</a>
Connect with Ashraf here -<a href="https://www.linkedin.com/in/ashraf-mohamed-7a66a0a/"> </a><a href="https://www.linkedin.com/in/ashraf-mohamed-7a66a0a/" target="_blank" rel="noopener">https://www.linkedin.com/in/ashraf-mohamed-7a66a0a/</a>
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
&nbsp;

Today, we are joined by Ashraf Mohamed, VP of Europe at Obsidian Security, a Series C Cyber Security Company.

'How to maximise your Sales Process' with Ashraf Mohamed

<div class="OutlineElement Ltr SCXW216538945 BCX0">
Welcome to the Scale with Strive Podcast,&nbsp;the place where you come to listen to some of the world's most influential leaders of the SaaS industry 🚀
</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">
I am your host, Adam Richardson and on today's episode, we are joined by Philippe Humeau, a trained engineer who ventured into the world of entrepreneurship from the young age of 23.&nbsp;&nbsp;
</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">
Having sold his previous company around 7 years ago, he then co-founded <a href="https://www.crowdsec.net/" target="_blank" rel="noopener">Crowdsec</a>, a Series A Cyber Security company, that leverages the power of community to drive value for its customers.&nbsp;
</div>
<div class="SCXW216538945 BCX0">
<div class="OutlineElement Ltr SCXW216538945 BCX0">
He has worn many hats over his career, including CEO, CTO, CSO and CMO roles. It is clear that he is a true all-rounder and that really shows in our conversation today.&nbsp;&nbsp;
</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">
Philippe has a way of taking a complicated subject such as Cyber Security and making it sound simple &ndash; and we think you will love some of his analogies too!&nbsp;
</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">
Some of my key takeaways, that I think will resonate with you as a listener were:&nbsp;
</div>
<div class="ListContainerWrapper SCXW216538945 BCX0">
💡 How he came to be an entrepreneur and some of his key lessons learnt.
💡 Lessons learned from global expansion.
💡 His thoughts on Product Led Growth versus Sales Led Growth.&nbsp;
💡 The when, how and who of C-Suite hiring.&nbsp;&nbsp;
</div>
</div>
&nbsp;
I really enjoyed this conversation and hope you do too!&nbsp;
Lets Dive In!&nbsp;
&nbsp;
<hr>
&nbsp;
Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/r6RTYnL9a60" target="_blank" rel="noopener">https://youtu.be/r6RTYnL9a60</a>
Connect with Philippe here - <a href="https://www.linkedin.com/in/philippehumeau/" target="_blank" rel="noopener">https://www.linkedin.com/in/philippehumeau/</a>
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
&nbsp;
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>

Today, we are joined by Philippe Humeau, Co-Founder and CEO of Crowdsec, a Series A Cyber Security Company.

'Lessons from an Entrepreneur' with Philippe Humeau

<div class="OutlineElement Ltr SCXW216538945 BCX0">Welcome to the Scale with Strive Podcast,&nbsp;the place where you come to listen to some of the world's&nbsp;most influential leaders of the SaaS industry. 🚀</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">I am your host, Dylan Hoyle and today I&rsquo;m really pleased to welcome Mike Avery, who is the VP of Sales at one of the most exciting scale up vendors in the market right now, <a href="https://linearb.io/" target="_blank" rel="noopener">LinearB</a> 🚀</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">Mike joined at Seed stage as one of the founding salespeople and helped secure their $20m Series A round and more recently their $50m Series B round from Battery Ventures, Salesforce Ventures and Tribe Capital.</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">I think you&rsquo;ll also really enjoy today&rsquo;s episode with some of my key takeaways being:</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">💡 His checklist of considerations for anyone considering joining an early-stage company.</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">💡 His thoughts around treating Sales as a Science - and the crucial data points you should be tracking in order make better informed decisions.</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">💡 How important it is to have a slick interview process, how important it is to convey the opportunity in a compelling manner and how important it is to treat hiring like a sales process.</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">Let's Dive In!&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0"><hr>Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/aJE5AfhEHbY" target="_blank" rel="noopener">https://youtu.be/aJE5AfhEHbY</a></div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">Connect with Mike here - <a href="https://www.linkedin.com/in/mikeaverysaas/" target="_blank" rel="noopener">https://www.linkedin.com/in/mikeaverysaas/</a></div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">Connect with Dylan here - <a href="https://www.linkedin.com/in/dylanhoyle-saas-recruiter/" target="_blank" rel="noopener">https://www.linkedin.com/in/dylanhoyle-saas-recruiter/</a></div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">Learn more about Strive here - <a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a></div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>

Today, we are joined by Mike Avery, VP of Sales at LinearB, a Series B DevOps Company.

'Treating Sales as a Science' with Mike Avery

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<h4 class="mb-4">We do things differently around here. And it’s our people that make it such an awesome place to be.</h4>At Strive, we’re invested in your success from day one. And it starts with unrivalled training and development, which means you have all the tools and knowledge to make a dent quickly. We’re a supportive, friendly bunch – always looking out for each other and celebrating each other’s wins. Yes, we’re competitive – this is sales after all – but you’ll always find the support and resources you need to make big things happen for your career.If you’re looking for a job that gives you the opportunity to achieve without limits – this is it. With uncapped commission, brilliant benefits, and a dynamic work environment, Strive is a place for people who want more.Does this sound like your thing? Get in touch, we’d love to hear your story.

<h4 class="mb-4">Strive is a multinational company with offices in Manchester, London, Amsterdam, Munich, and Tampa Bay, Florida.</h4>If you're looking to relocate for your career, Strive provides exciting opportunities to work in different parts of the world. With diverse office locations, you can experience new cultures, meet new people, and build your professional network. Whether you're interested in advancing your career in a new city or taking your skills abroad, Strive has a variety of options for you to explore.<h5 class="mt-4">Manchester London Amsterdam Munich Tampa</h5>

<ul class="m-0 list-unstyled"><li><svg viewBox="0 0 30 31" fill="none" xmlns="http://www.w3.org/2000/svg"><path fill-rule="evenodd" clip-rule="evenodd" d="M0 28.834V.5h1.667v28.334h28.332v1.667H1.667C.747 30.5 0 29.755 0 28.834Z" fill="#371B68"></path><path fill-rule="evenodd" clip-rule="evenodd" d="M30 11.332a2.5 2.5 0 0 1-3.413 2.329l-3.579 4.771a2.5 2.5 0 1 1-4.642.827l-3-2.4a2.494 2.494 0 0 1-2.113.134l-3.578 4.773a2.5 2.5 0 1 1-1.262-1.095l3.579-4.772a2.5 2.5 0 1 1 4.488-.283l2.709 2.167a2.49 2.49 0 0 1 1.644-.617c.322 0 .63.06.913.172l3.579-4.772A2.5 2.5 0 1 1 30 11.333Zm-2.5.834a.833.833 0 1 0 0-1.667.833.833 0 0 0 0 1.667Zm-13.333 3.333a.833.833 0 1 0 0-1.666.833.833 0 0 0 0 1.666ZM7.5 23.832a.833.833 0 1 0 0-1.666.833.833 0 0 0 0 1.666Zm14.167-4.166a.833.833 0 1 1-1.667 0 .833.833 0 0 1 1.667 0Z" fill="#6E00FC"></path></svg><h5>Uncapped Commission</h5></li><li><svg viewBox="0 0 30 31" fill="none" xmlns="http://www.w3.org/2000/svg"><path d="M9.166 12.166h1.667v1.667H9.166v-1.667ZM14.166 12.166h1.667v1.667h-1.667v-1.667ZM19.166 12.166h1.667v1.667h-1.666v-1.667ZM24.166 12.166h1.667v1.667h-1.666v-1.667ZM4.167 17.166h1.666v1.667H4.166v-1.666ZM9.166 17.166h1.667v1.667H9.166v-1.666ZM14.166 17.166h1.667v1.667h-1.667v-1.666ZM4.167 22.166h1.666v1.667H4.166v-1.666ZM9.166 22.166h1.667v1.667H9.166v-1.666Z" fill="#371B68"></path><path fill-rule="evenodd" clip-rule="evenodd" d="M7.5 2.167h15V.5h1.667v1.667h4.166c.92 0 1.667.746 1.667 1.666v15a8.378 8.378 0 0 0-1.667-1.667V8.833H1.667v18.334h14.026c.26.595.588 1.153.973 1.666h-15c-.92 0-1.666-.746-1.666-1.666V3.833c0-.92.746-1.666 1.667-1.666h4.166V.5H7.5v1.667ZM5.833 3.833V5.5H7.5V3.833h15V5.5h1.667V3.833h4.166v3.334H1.667V3.833h4.166Z" fill="#371B68"></path><path fill-rule="evenodd" clip-rule="evenodd" d="M23.333 28.833a5 5 0 1 0 0-10 5 5 0 0 0 0 10Zm0 1.667a6.667 6.667 0 1 0 0-13.333 6.667 6.667 0 0 0 0 13.333Z" fill="#371B68"></path><path fill-rule="evenodd" clip-rule="evenodd" d="M26.423 22.756 22.5 26.68l-2.256-2.256 1.179-1.179 1.077 1.078 2.744-2.744 1.179 1.178Z" fill="#6E00FC"></path></svg><h5>Unlimited Holidays</h5></li><li><svg viewBox="0 0 30 31" fill="none" xmlns="http://www.w3.org/2000/svg"><path fill-rule="evenodd" clip-rule="evenodd" d="M15 .5h.833C23.657.5 30 6.843 30 14.667v.833h-8.333v-.833a5.833 5.833 0 0 0-5.834-5.834H15V.5Zm1.667 1.694v5.018a7.503 7.503 0 0 1 6.62 6.621h5.019c-.41-6.24-5.4-11.228-11.64-11.639Z" fill="#6E00FC"></path><path d="M0 16.334C0 8.789 5.897 2.622 13.333 2.19v1.67C6.818 4.29 1.667 9.71 1.667 16.334c0 6.903 5.596 12.5 12.5 12.5 6.623 0 12.043-5.152 12.472-11.667h-5.018a7.501 7.501 0 1 1-8.288-8.288v1.68a5.835 5.835 0 1 0 6.608 6.608h8.368C27.878 24.603 21.711 30.5 14.167 30.5 6.343 30.5 0 24.157 0 16.334Z" fill="#371B68"></path></svg><h5>Company Share Options</h5></li><li><svg viewBox="0 0 30 23" fill="none" xmlns="http://www.w3.org/2000/svg"><path fill-rule="evenodd" clip-rule="evenodd" d="M27 1.75H3v16.5h24V1.75ZM3 .25a1.5 1.5 0 0 0-1.5 1.5v16.5a1.5 1.5 0 0 0 1.5 1.5h24a1.5 1.5 0 0 0 1.5-1.5V1.75A1.5 1.5 0 0 0 27 .25H3Z" fill="#371B68"></path><path fill-rule="evenodd" clip-rule="evenodd" d="M30 22.75H0v-1.5h30v1.5Z" fill="#6E00FC"></path></svg><h5>Remote working</h5></li><li><svg viewBox="0 0 30 29" fill="none" xmlns="http://www.w3.org/2000/svg"><path fill-rule="evenodd" clip-rule="evenodd" d="M6.343 11.979a1.667 1.667 0 0 1 2.313-.043l8.343 7.747 4.32-4.345a1.667 1.667 0 0 1 2.361-.003l5.832 5.832c.312.313.488.736.488 1.178V27c0 .92-.746 1.667-1.667 1.667H1.667C.747 28.667 0 27.921 0 27v-7.988c0-.442.176-.866.488-1.178l5.855-5.855Zm11.878 8.84 1.513 1.404-1.134 1.221L7.52 13.157l-5.854 5.855V27h26.666v-4.654l-5.831-5.832-4.281 4.304Z" fill="#371B68"></path><path fill-rule="evenodd" clip-rule="evenodd" d="M6.667.333h10L15 3.667 16.666 7H8.333v5H6.666V.333ZM8.332 2v3.333h5.637l-.834-1.666L13.97 2H8.333Z" fill="#6E00FC"></path></svg><h5>Clearly mapped career development path</h5></li><li><svg viewBox="0 0 30 32" fill="none" xmlns="http://www.w3.org/2000/svg"><g clip-path="url(#lunch-club-icon_svg__a)" fill-rule="evenodd" clip-rule="evenodd"><path d="M4.5 5.625 0 0h30l-4.5 5.625-9.563 13.66V30h4.688v1.875H9.375V30h4.688V19.284L4.5 5.625Zm1.631-.938L6 4.5 3.9 1.875h22.2L24 4.5l-.131.188H6.13ZM15 17.354 7.444 6.563h15.108l-7.557 10.79H15Z" fill="#371B68"></path><path d="m6.131 4.688 1.313 1.875h15.112l1.313-1.875H6.13Z" fill="#6E00FC"></path></g><defs><clipPath id="lunch-club-icon_svg__a"><path fill="#fff" d="M0 0h30v31.875H0z"></path></clipPath></defs></svg><h5>Achievers lunch clubs at high-end restaurants</h5></li><li><svg viewBox="0 0 30 24" fill="none" xmlns="http://www.w3.org/2000/svg"><path fill-rule="evenodd" clip-rule="evenodd" d="M28.445 23.753H2.438v-1.626h26.007v1.626Z" fill="#371B68"></path><path fill-rule="evenodd" clip-rule="evenodd" d="M6.107 13.885 2.86 12.01l2.346 3.799 23.168-6.208a1.625 1.625 0 0 0-1.99-1.15l-7.121 1.909-8.805-7.738-.906.243 5.664 8.579-9.109 2.44Zm.846-12.006 3.084-.827a1.626 1.626 0 0 1 1.494.35l8.151 7.163 6.28-1.683a3.25 3.25 0 0 1 3.982 2.298 1.625 1.625 0 0 1-1.15 1.991L5.628 17.38a1.625 1.625 0 0 1-1.804-.716L0 10.473l1.705-.457c.416-.112.86-.053 1.233.162l3.399 1.962 6.28-1.682-5.664-8.58Z" fill="#6E00FC"></path></svg><h5>Holiday incentives to destinations like Ibiza and New York</h5></li><li><svg viewBox="0 0 30 17" fill="none" xmlns="http://www.w3.org/2000/svg"><path fill-rule="evenodd" clip-rule="evenodd" d="M0 13.375v-10h1.667v10H0ZM28.334 13.375v-10H30v10h-1.666Z" fill="#6E00FC"></path><path fill-rule="evenodd" clip-rule="evenodd" d="M8.334 10.041h13.333v5H25V1.708h-3.333v5H8.333v-5H5v13.334h3.334v-5Zm0-10H5c-.92 0-1.667.747-1.667 1.667v13.334c0 .92.747 1.666 1.667 1.666h3.334c.92 0 1.666-.746 1.666-1.666v-3.334h10v3.333c0 .921.746 1.667 1.667 1.667H25c.92 0 1.667-.746 1.667-1.666V1.707c0-.92-.746-1.666-1.667-1.666h-3.333C20.747.042 20 .788 20 1.708v3.333H10V1.708C10 .788 9.254.042 8.334.042Z" fill="#371B68"></path></svg><h5>Weekly Barry’s Bootcamps</h5></li><li><svg viewBox="0 0 15 31" fill="none" xmlns="http://www.w3.org/2000/svg"><path fill-rule="evenodd" clip-rule="evenodd" d="M7.18 9.858a1.641 1.641 0 1 0 0-3.283 1.641 1.641 0 0 0 0 3.283Zm0 1.641a3.283 3.283 0 1 0 0-6.565 3.283 3.283 0 0 0 0 6.565Z" fill="#6E00FC"></path><path fill-rule="evenodd" clip-rule="evenodd" d="m6.22 1.285-4.579 6.87 4.274 4.986h2.528l4.274-4.987-4.58-6.869 1.366-.91 4.58 6.869c.408.612.359 1.42-.12 1.979l-4.322 5.042v5.755l3.452 1.726a1.641 1.641 0 0 1 .427 2.628l-4.94 4.94-1.16-1.16 4.94-4.94-3.733-1.867H6.358v9.028h-1.64v-16.11L.394 9.223a1.641 1.641 0 0 1-.12-1.98L4.856.376l1.366.91Zm.138 13.497v4.924H8v-4.924H6.358Z" fill="#371B68"></path></svg><h5>Regular wellbeing days</h5></li><li><svg viewBox="0 0 30 31" fill="none" xmlns="http://www.w3.org/2000/svg"><path fill-rule="evenodd" clip-rule="evenodd" d="M15 28.5c7.249 0 13.125-5.876 13.125-13.125S22.249 2.25 15 2.25 1.875 8.126 1.875 15.375 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<h2 class="mb-4">Be more Strive</h2>We’re on a mission to become the number-one hiring partner to venture-capital-backed SaaS companies across the globe. Here’s what you can expect if you come along for the ride

<ul class="m-0 list-unstyled"><li><h5>Uncapped commission</h5>We don't put limit on success.</li><li><h5>Work with world-class tech companies</h5>Our clients are doing amazing things and you can too.</li><li><h5>Benefits that actually benefit you</h5>Flexible hours and unlimited holidays are all part of the deal.</li><li><h5>Non-stop learning and development</h5>We want you to thrive and you'll have the tools and self-development budget to make it happen.</li><li><h5>Awesome offices</h5>Home is Ancoats in central Manchester, with regular HIIT classes, yoga, and social events.</li></ul

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We’re unstoppable. Meet the people who build go-to-market teams for the planet’s most disruptive tech companies.

Some recruiters try to do it all. That’s not our style. We’re obsessed with building industry-changing, go-to-market teams, and we do it better than anyone else.

Go build the future. We've got your back.

Meet Adam and Harrison, the founders who shape Strive’s culture, vision and mission to become the number one GTM Talent Partner on the planet.

Watch our founders discuss Strive culture and why it is so important to their business

<h2 class="mb-4">Why settle for ordinary?</h2>At Strive, we don’t do ordinary service or ordinary results. Our go-to-market focus, access to game-changing candidates, and obsession with extraordinary growth sets us apart. But it’s our values and people that make us. These are the values we live by:

<h5 class="sixth-color">It's about our people</h5>Our people are our greatest asset. We big each other up and celebrate authenticity. Above all, we value each other and treat each other with respect.

<h5 class="sixth-color">Relentless accountability</h5>We are passionate about delivering the best results for our clients, our colleagues and ourselves. We will do everything we can to deliver on our promises and hold ourselves to the highest levels of accountability.

<h5 class="sixth-color">Better, every day</h5>We are obsessed with being the best we can be and recognized this is an ongoing journey. We focus on personal and professional development every day.

<h5 class="sixth-color">Everything we do builds trust</h5>Results are never at the expense of our integrity. Doing right by our team, clients and candidates is always front and centre.

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Strive is a trading name of Strive Consulting Services Ltd.Registered office: c/o Saffery Champness LLP, TRINITY, 16 John Dalton Street, Manchester, M2 6HYRegistered in England and Wales. Company registration number 08497954. The Company is a recruitment business which provides work-finding services to its clients and work-seekers. The Company must process personal data (including sensitive personal data) so that it can provide these services – in doing so, the Company acts as a data controller.You may give your personal details to the Company directly, such as on an application or registration form or via our website, or we may collect them from another source such as a jobs board. The Company must have a legal basis for processing your personal data. For the purposes of providing you with work-finding services and/or information relating to roles relevant to you we will only use your personal data in accordance with this privacy statement. At all times we will comply with current data protection laws. Contents• Collection and use of Personal Data• Purpose of processing and Legal basis• Legitimate Interest• Statutory / Contractual Requirement• Recipient/s of data• What information do we collect about you?• How long do we keep this information for?• Can you access, correct or withdraw your data?• International transfers• Data security• Cookies• Links to External Websites• Changes to this Privacy Policy• Contact Collection and use of personal dataPurpose of processing and Legal basisThe Company will collect your personal data (which may include sensitive personal data) and will process your personal data for the purposes of providing you with work-finding services. This includes for example, contacting you about job opportunities, assessing your suitability for those opportunities, updating our databases, putting you forward for job opportunities, arranging payments to you and developing and managing our services and relationship with you and our clients.If you have opted-in we may also send you marketing information and news via email/ text. You can opt-out from receiving these at any time by clicking “unsubscribe” when you receive these communications from us.In some cases we may be required to use your data for the purpose of investigating, reporting and detecting crime and also to comply with laws that apply to us. We may also use your information during the course of internal audits to demonstrate our compliance with certain industry standards.We must have a legal basis to process your personal data. The legal bases we rely upon to offer our work-finding services to you are:• Your consent;• Where we have a legitimate interest;• To comply with a legal obligation that we have;• To fulfil a contractual obligation that we have with you Legitimate InterestThis is where the Company has a legitimate reason to process your data provided it is reasonable and does not go against what you would reasonably expect from us.Where the Company has relied on a legitimate interest to process your personal data our legitimate interests are as follows:• Managing our database and keeping work-seeker records up to date;• Providing work-finding services to you and our clients;• Contacting you to seek your consent where we need it;• Giving you information about similar products or services that you have used from us recently. Statutory / Contractual RequirementThe Company has certain legal and contractual requirements to collect personal data (e.g. to comply with the Conduct of Employment Agencies and Employment Businesses Regulations 2003, immigration and tax legislation, and in some circumstances safeguarding requirements.)Our clients may also require this personal data, and/or we may need your data to enter into a contract with you. If you do not give us personal data we need to collect we may not be able to continue to provide work-finding services to you. Recipient/s of dataThe Company will process your personal data and/or sensitive personal data with the following recipients:• Clients (whom we may introduce or supply you to);• Former employers whom we may seek references from; What information do we collect about you?Personal data:• Name, mobile number, email• LinkedIn profile / CV Source of the personal data:• From jobs boards and LinkedIn;• A former employer;• A referee whose details you previously provided to us; How long do we keep the information for?The Company will retain your personal data only for as long as is necessary for the purpose we collect it. Different laws may also require us to keep different data for different periods of time. For example, the Conduct of Employment Agencies and Employment Businesses Regulations 2003, require us to keep work-seeker records for at least one year from (a) the date of their creation or (b) after the date on which we last provide you with work-finding services.To determine the appropriate retention period for personal data, we consider the amount, nature, and sensitivity of the personal data, the likelihood of a suitable role arising where you are applying for a job, the potential risk of harm from unauthorised use or disclosure of your personal data, the purposes for which we process your personal data and whether we can achieve those purposes through other means, and the applicable legal requirements. Can you access, correct or withdraw your data?We want to make sure that your personal information is accurate and up to date; please keep us informed if your personal data changes during your relationship with us. You may ask us to correct any inaccurate data about yourself or ask us to stop processing your data.You have the right to:• Withdraw your consent for us to process your information for any reason;• Request a copy of the information we hold about you; or• Ask for your personal data to be deleted.If you would like to exercise any of these rights, please email DPO@scalewithstrive.comYou should be aware that where we process your data for a Transaction (other than for marketing purposes), and you wish to withdraw your consent for us to process your information, then we may need to cease communications with you and you will be required to re-register and provide all of your personal information again, should you choose to enter into a Transaction with us again in future. International TransfersThe data that we collect from you may/will be transferred to, and stored at, a destination outside the UK or&nbsp;European Economic Area (”EEA”). It may be transferred to third parties outside of the UK or the EEA for the purpose of our recruitment services. It may/will also be processed by staff operating outside the UK or the&nbsp;EEA who work for us or for one of our suppliers. This includes staff engaged in, among other things, our recruitment services and the provision of support services. By submitting your personal data, you agree to this processing. We will take all steps reasonably necessary to ensure that your data is treated securely and in accordance with this privacy notice. Data SecurityWe have put in place appropriate security measures to prevent your personal data from being accidentally lost, used or accessed in an unauthorised way, altered or disclosed. In addition, we limit access to your personal data to those employees, agents, contractors and other third parties who have a business need to know. They will only process your personal data on our instructions and they are subject to a duty of confidentiality.We have put in place procedures to deal with any suspected personal data breach and will notify you and any applicable regulator of a breach where we are legally required to do so. CookiesWe may obtain data about you from cookies. These are small text files that are placed on your computer by websites that you visit. They are widely used in order to make websites work, or work more efficiently, as well as to provide information to the owners of the site. Cookies also enable us to deliver more personalised content.Most web browsers allow some control of most cookies through the browser settings. To find out more about cookies, please visit www.aboutcookies.org. Links to External WebsitesOur website may contain links to other websites provided by third parties not under our control. When following a link and providing information on that link please be aware that we are not responsible for the data provided by that third party. When you link to other websites you should read their privacy policies. This policy applies solely to the information collected by the Company’s website. Changes to this Privacy PolicyOur company may change this policy from time to time by updating this page. You should check this page from time to time to ensure that you are happy with any changes. ContactPlease contact us if you have any questions about our Privacy Policy or information we hold about you:• By email to: DPO@scalewithstrive.com; or• In writing to: Data Protection Officer, Strive, WeWork, Dalton Place, John Dalton Street, Manchester, M2 6LN.You have the right to make a complaint at any time to the Information Commissioner’s Office (ICO), the UK supervisory authority for data protection issues. We would, however, appreciate the chance to deal with your concerns before you approach the ICO, so please contact us in the first instance. <h1>Cookie Policy</h1>Effective Date: 10-Nov-2022Last Updated: 27-April-23&nbsp;<h5>What are cookies?</h5>This Cookie Policy explains what cookies are and how we use them, the types of cookies we use i.e, the information we collect using cookies and how that information is used, and how to manage the cookie settings.Cookies are small text files that are used to store small pieces of information. They are stored on your device when the website is loaded on your browser. These cookies help us make the website function properly, make it more secure, provide better user experience, and understand how the website performs and to analyze what works and where it needs improvement.&nbsp;<h5>How do we use cookies?</h5>As most of the online services, our website uses first-party and third-party cookies for several purposes. First-party cookies are mostly necessary for the website to function the right way, and they do not collect any of your personally identifiable data.The third-party cookies used on our website are mainly for understanding how the website performs, how you interact with our website, keeping our services secure, providing advertisements that are relevant to you, and all in all providing you with a better and improved user experience and help speed up your future interactions with our website.&nbsp;<h5>Types of Cookies we use</h5> <h3>NECESSARY</h3>CookieDurationDescriptionJSESSIONIDsessionThe JSESSIONID cookie is used by New Relic to store a session identifier so that New Relic can monitor session counts for an application._lfa2 yearsThis cookie is set by the provider Leadfeeder to identify the IP address of devices visiting the website, in order to retarget multiple users routing from the same IP address.<h3>ANALYTICS</h3>CookieDurationDescription_ga2 yearsThe _ga cookie, installed by Google Analytics, calculates visitor, session and campaign data and also keeps track of site usage for the site's analytics report. The cookie stores information anonymously and assigns a randomly generated number to recognize unique visitors._gid1 dayInstalled by Google Analytics, _gid cookie stores information on how visitors use a website, while also creating an analytics report of the website's performance. Some of the data that are collected include the number of visitors, their source, and the pages they visit anonymously._gat_gtag_UA_223937562_11 minuteSet by Google to distinguish users.<h3>OTHERS</h3>CookieDurationDescription_lfa_test_cookie_storedpastNo description&nbsp;<h5>Manage cookie preferences</h5>You can change your cookie preferences any time by clicking the above button. This will let you revisit the cookie consent banner and change your preferences or withdraw your consent right away.In addition to this, different browsers provide different methods to block and delete cookies used by websites. You can change the settings of your browser to block/delete the cookies. Listed below are the links to the support documents on how to manage and delete cookies from the major web browsers.Chrome:&nbsp;<a href="https://support.google.com/accounts/answer/32050" rel="noopener noreferrer" target="_blank" style="color: rgb(255, 31, 31);">https://support.google.com/accounts/answer/32050</a>Safari:&nbsp;<a href="https://support.apple.com/en-in/guide/safari/sfri11471/mac" rel="noopener noreferrer" target="_blank" style="color: rgb(255, 31, 31);">https://support.apple.com/en-in/guide/safari/sfri11471/mac</a>Firefox:&nbsp;<a href="https://support.mozilla.org/en-US/kb/clear-cookies-and-site-data-firefox?redirectslug=delete-cookies-remove-info-websites-stored&amp;redirectlocale=en-US" rel="noopener noreferrer" target="_blank" style="color: rgb(255, 31, 31);">https://support.mozilla.org/en-US/kb/clear-cookies-and-site-data-firefox?redirectslug=delete-cookies-remove-info-websites-stored&amp;redirectlocale=en-US</a>Internet Explorer:&nbsp;<a href="https://support.microsoft.com/en-us/topic/how-to-delete-cookie-files-in-internet-explorer-bca9446f-d873-78de-77ba-d42645fa52fc" rel="noopener noreferrer" target="_blank" style="color: rgb(255, 31, 31);">https://support.microsoft.com/en-us/topic/how-to-delete-cookie-files-in-internet-explorer-bca9446f-d873-78de-77ba-d42645fa52fc</a>If you are using any other web browser, please visit your browser’s official support documents.&nbsp;Cookie Policy Generated By&nbsp;<a href="https://www.cookieyes.com/?utm_source=CP&amp;utm_medium=footer&amp;utm_campaign=UW" rel="noopener noreferrer" target="_blank" style="color: rgb(255, 31, 31);">CookieYes - Cookie Policy Generator</a>.

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