The Science of Scaling

You're a CRO at a $4B company with 2,000 sellers. You've made it. Then comes an unexpected call: Want to lead sales at a 40-person team doing $25M? Most would laugh.

Not Lauren Nemeth. As Twilio's sales leader, she saw something bigger in Pinecone - a chance to shape how AI transforms enterprise selling. From hiring algorithms to handling objections, she recognized that AI wouldn't just change tech sales - it would rewrite the entire playbook.

Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling

You're looking for your next job. The last one didn't go so well. You gotta get this one right, and you found one. But how do you know if it's good and how do you know you can help?

That's an important riddle.

And today we bring in my friend Dini Mehta , the founding CRO of Lattice.

She saw that this company wasn't exactly growing in its infancy, but she came across Jack Altman, Sam Altman's (OpenAI) brother, who's one of the most brilliant founders she met.

So she had to assess Lattice to figure out if she could grow it, and then execute a playbook so that years later it's become a $3 billion company. Here's how she did it.

Expanding from selling a single product to multiple products. It's almost a required journey for getting to unicorn status. And yet that journey often leads to failure.

Most companies think, "Mobilize the organization, train the sales team, build the product, get the customer support folks trained, change the website." Only, that's the approach that leads to failure.

So today we bring in Ryan Meadows, head of Global Sales at Klaviyo, to walk us through how his company has scaled to multi-product selling. And in the process, hit unicorn status.

The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

Hired by Sam Altman. Leading a team of two people. And then your product changes the world.

Host Mark Roberge is joined by Aliisa Rosenthal (Head of Sales, OpenAI) to discuss how she leads sales at OpenAI pre and post-AI world. In this episode learn more about:

• What to do when your company launches the biggest most successful product known to mankind
• The power of giving your team product knowledge and understanding
• Her first duty as the sales leader was to un-do sales
• Building a playbook from the product team
• Why you may have to tell a customer “no” sometimes

The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

Index on impact, not work. Care about the impact people have, not the work they're doing. It's something too many sales leaders forget.

Loren Padelford, who transformed Shopify Plus from zero to $1 billion in revenue in just seven years, is proudly a non-traditional sales leader. He positioned Shopify Plus as "anti-enterprise," instead looking beyond the current Fortune 500; saying "we want to build the next one."

Loren also reflects on the personal toll that constant grind culture had on his personal life and relationships. Something I encourage every sales leader to hear and reflect on themselves.

Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling