WMYT - What makes YOU Tick? Tech Leaders Career Stories

Scaling SaaS from $10M to $30M ARR is one of the hardest growth stages. Founders, boards, and revenue leaders all face the same frustrating challenges: Pipeline is healthy, but revenue growth slows down. Sales cycles drag out and win rates fall. Big “hero deals” look promising but rarely close. Customers say they like your product, but don’t see enough value to buy. The SaaS growth trap is real: d...

Some conversations can change the course of your career, but only if you're brave enough to have them! In this WMYT “Best Bits” episode, Jelena Tarbuk (VP Sales at Onfido, and a seasoned tech sales leader) shares how she learned to navigate the hardest conversations to rise up in her career, from IC to leader of teams. From growing up in a war-torn country to leading high-performing sales team...

James Smith, SVP EMEA @ ThoughtSpot | Making Revenue Tick – Masterclass Series “How can we 10X sales productivity without hiring more reps?” That’s the question James Smith was asked by his CEO - the real answer lies in reimagining your sales process from the bottom up with AI In this Making Revenue Tick Masterclass, we unpack how ThoughtSpot reengineered their sales strategy by rethinking every p...

If your B2B SaaS is stuck between $5M and $25M ARR, the blocker probably isn’t the product—it’s your ICP. In this Best Bits cut, Paul Wingfield shows how sharpening your Ideal Customer Profile (ICP) turns “spray-and-pray” into profitable, repeatable growth—complete with the unforgettable toothbrush analogy. This clip (18:45–41:40 from the full episode) distills how to focus your go-to-market (GTM)...

WARNING: If you lead a sales org and you're missing quota… this episode will hit uncomfortably close to home. BUT, help enormously with your plans to bridge the GAP too. To celebrate our 100th episode of WMYT, we brought in Keenan, author of Gap Selling, for a raw, unfiltered teardown of what’s really broken in most B2B sales teams today. The harsh reality: most sales orgs, even at top-tier te...

Struggling to scale your startup's sales team and build a repeatable sales process? In this WMYT? Best Bits episode, Scott Leese shares the number one sales challenge he helps founders solve: How to simplify your product pitch and codify your sales process into a repeatable system, almost anyone could follow and be successful with. This is what Scott Leese is the best in the world at doing in...

If you want freedom and impact in your career, leadership, or startup, you can’t expect to take the easy path. In this episode of Making Revenue Tick, Remy Piazza shares his journey through tech sales and leadership, and why the leaders who truly scale teams and careers are the ones willing to choose hard. We tackle the toughest questions founders, executives, and aspiring leaders face: Why does m...

Replay of our Best Bits. Bitesize lessons for you to enjoy. We've picked a clip from E.77 with Gal Aga. Where he shared how to move upmarket without the classic missteps. Ready to move from SMB to enterprise… but not sure what it really takes? Try Aligned for free: https://tick-talent.teamaligned.com?rfr=171607e5e6bd In this episode of What Makes You Tick, Gal Aga, CEO and co-founder of Aligne...

If you’re a startup founder or revenue leader in a scaleup environment feeling the pressure to grow fast, you already know the stakes: You need double-digit revenue growth now. You need a team that can deliver, without burning cash on the wrong hire. You can’t afford to gamble on someone who “looks great on paper” but fails to execute. In this episode of Making Revenue Tick, Rakesh Rathod shares w...

Startup Masterclass - How Founders Step Out of Sales AND Grow Revenue (Without It Falling Apart) w/ Angel Evenson - Making Revenue Tick on WMYT Founders: Do you see enough people openly talking about one of the biggest choke points in startup growth... getting out of founder-led sales without losing control? Angel Evenson shares how you can build repeatable sales motion, empower teams to own reven...

Selling is no longer about highpressure, manipulative tactics, or big corporate pitch decks. Because AI made written content and automation so abundant - nooone trusts it. So now? It’s about alignment, trust, and emotional connection, built on how the brain actually makes decisions. In this episode of Making Revenue Tick (the WMYT masterclass series), Richard Washington speaks with Silvia Li, foun...

Early-stage startup failure rarely comes from product-market fit alone. It often stems from hiring the wrong go-to-market leaders, and building sales teams on unstable foundations. One of the biggest culprits? The leadership growth gap. Most first-time VPs are promoted with high expectations but little preparation. No playbook. No leadership enablement. No coaching infrastructure. This episode unp...

Trying to scale from $2M to $10M ARR - and hitting a wall? This episode is for founders who’ve nailed product-market fit but now face the messy middle: operational chaos, team burnout, flatlining revenue. Steve Knight has done this before- more than once. A client, friend, and one of the sharpest commercial operators I know, Steve is the archetype of the intrapreneur: a strategic operator who thri...

Founders: Thinking about hiring your first major sales or marketing leader? Pause. Watch this first and set them up to win BIG with you! In this episode of Making Revenue Tick, GTM strategist Jess Schultz (Founder of Amplify Group) joins Richard Washington (Founder of Tick Talent) to deliver a brutally honest, clarity-first guide to building early-stage traction before hiring your first revenue te...

Humans Should Be More Like Machines + Machines More Humans. We all know how hard new business development is. People rightly are saying "Cold Outreach Is Dead.” Get his best selling book now: https://coldcallalgo.com/launch With the rise of automation and spam cannon selling, in 2025, blasting generic emails isn’t just ineffective, it’s a brand killer. In this episode of Making Revenue Tick,...

Most execs hate QBRs. Why? Because they’re long, bloated, and miss the mark. In this masterclass episode of Making Revenue Tick, Andrea Bumstead shares how she built a QBR model so sharp and effective, it fits into just 15 minutes and still delivers impact. If you’re in Customer Success and struggle to get exec sponsors to attend your QBRs, this is for you. Andrea breaks down the real reason they...

Most SaaS founders try to grow revenue by adding more reps. But what if you could boost sales productivity without headcount? In this episode, I sit down with Brent Holloway Founder of SaaS Sales Advisors and the GTM brain behind scale-ups like Talend, Harness, and HP Software. Brent’s not just another advisor—he’s personally hired over 150 salespeople, scaled global sales teams from 5 to 50+, and...

What do the most elite founders and GTM leaders actually learn on the path to scale? This episode flips the mic on us — sharing the biggest takeaways, mindset shifts, and pivotal moments we've learned after interviewing some of the most battle-tested operators in tech. 🔥 Topics We Cover: What do top founders wish they knew before scaling? How do the best GTM leaders make bets under pressure?...

Most startups stall between £3M and £5M ARR. Not because the product’s wrong. Not because the sales team isn’t trying. But because the positioning is broken. In this episode of Making Revenue Tick, Richard Washington sits down with Campbell Williams, strategic CMO to £2M–£10M scale-ups, to unpack what’s really stopping founders from hitting £10M+—and how to fix it. We break down: The moment founde...

Jacob Warwick is back for Part 2! AI is already replacing marketing teams. SDR roles are disappearing. And by 2030, 400 million jobs could be gone. Companies are shrinking in headcount. Are you ready, or just hoping your resume saves you? "Don't bring a resume to a knife fight!" In Part 2 of this explosive conversation, Jacob Warwick returns to expose the truth about job security, the rise of AI-p...

This is the Job Search Playbook for leaders. Part I (of II) - The Problem in the job market. You did everything “right.” Hit the targets. Stayed loyal. Played the game. Still got laid off? You’re not the problem. The system is failing us. Until we learn how to make it work for us. In Part I of this two-part special, Tolu and I sit down with exec coach Jacob Warwick to tear apart the biggest myth i...

Most founders think they need more leads. Lashay Lewis thinks they need better marketing at the bottom of the funnel. (By the way she is one of the best marketers I know, so this is pure gold in here for you!)In this episode, Lashay shares how she went from underpaid in-house marketer to a go-to expert in content that converts. But this isn’t just a personal story, it’s a masterclass for founders...

Most leaders treat teamwork like a cost. And it’s killing their culture. In this episode, I sit down with Nick Fewings, the UK’s leading “Teamworkologist” and author of Team Lead Succeed, to unpack why most sales teams fail—not because of bad product or poor pipeline—but because they never learned how to work together. If you’re a founder, revenue leader, or early-stage manager, this is a mastercl...

Expanding your startup into Europe? Building your first GTM team across EMEA isn’t easy - most founders make expensive mistakes that kill momentum and burn cash. In this episode of Making Revenue Tick, Richard Washington sits down with Conor Douglas (HubSpot alumni with a decade + long run during their growth from 26 to 2000+) to break down 11 essential lessons from scaling HubSpot’s European busi...

If you think sales leadership is about closing deals and yelling “hit quota,” you’re already losing. In this episode, Chris Bair breaks down what actually makes a high-performing sales team in 2025. From cold-calling at the top to building a culture of multipliers—not passengers—Chris doesn’t sugarcoat what it takes to win. We get into:Why outbound is still your edge (and why most teams get it wro...