Uncharted Podcast

This week, we are highlighting our most downloaded episode from 2023 featuring Tobias Dawes.

Tobias has more than 15 years' experience working in cloud and systems architecture for some of the most respected FTSE 100 institutions including IBM, Barclays and the Bank of England. With a decade spent working in the Salesforce ecosystem, working for a range of technology start-ups, Dawes went on to ServiceWare as its director of solutions architecture, where he led its expansion across EMEA.

Based on his own experience across the financial services and technology sector, he realised there was a need to automate and streamline pre-sales documents (RFPs, RFIs, DDQs). It is this that led him to launch Avnio, an ambitious software company that accelerates business to closed won. Dawes believes that new technology presents an opportunity to explore new ways of working and doing business, however, leaders must be willing to embrace change and innovation.

Dive into the excitement of one of our earlier episodes, showered with a plethora of positive feedback, shining the spotlight on the incredible Greenhouse CMO, Carin Van Vuuren where she talks about belonging and inclusion, after growing up in South Africa.  One key part of Greenhouse is helping to eliminate bias in the hiring process.

Every thanksgiving, we reflect on the 5 lessons we have learned.

This week's guest is Itamar Falcon, CEO and Co-Founder of Coho AI, brings vast experience from Microsoft and Google, enhanced by his academic journey at the Technion - Israel Institute of Technology. Guided by a genuine passion for the potential of data, Itamar is focused on developing practical solutions that improve how companies use their data to foster growth and deepen customer engagement. His aim at Coho AI is straightforward: to help businesses unlock the full value of their data to boost revenue, engagement, and customer lifetime value.

This week's guest is Chris Buonocore. A seasoned engineering leader whose helped scale companies such as HackerRank, Toast, Drift and most recently Stavvy. His passion extends beyond the tech world into nature, where he explores and embraces challenges, much like his approach towards navigating the tech world.

Vieje Piauwasdy is leading the Equity Strategy team at Secfi where we help startups and their employees make informed decisions to get the most value out of their equity. Our in-house education, online forecasting tools and financing products enable startup employees to afford to exercise, save on taxes and unlock liquidity without selling so they can get the most out of their equity.

This episode is brought to you with support from Netsuite and Bambee.

Andy Mowat spent his career building sales and marketing engines for world-beating companies such as Upwork, Box, and Culture Amp. Andy thinks deeply about how GTM motions are changing. And was most recently the co-founder and CEO of Gated which put a dent in the world of outbound.

This week's guest is Claire Montgomery. Claire is a Sr Director of Software Engineering at G-P (Globalization Partners), responsible for building high performing global engineering teams who provide world class customer experience through the use of technology. Claire recently established and runs the G-P Women in Tech Community, established to unlock boundless possibilities for women in technology, so every woman everywhere can reach their full potential, wherever they are in their career journey. Claire is passionate about building a culture of trust, support and challenge.  Creating an environment focused on engineering excellence and driving positive outcomes for the business, customer and employee.

This week's episode features Guy Marion. Guy has over 15 years of strategic marketing, sales, and product leadership experience driving growth for SaaS businesses, including Autopilot and Zendesk. Before joining Chargebee, he was CEO and founder of Brightback, which was acquired and is now Chargebee Retention.Guy oversees a wide range of critical functions, from elevating Chargebee’s brand awareness and maximizing lead and customer acquisition to optimizing operations and analytics and cultivating high-performing teams. Outside of work, Guy enjoys time with his wife and three kids, boating on the SF Bay, advising in the startup ecosystem, and visiting family and friends internationally.

This episode features Poya Osgouei and we talk through the top lessons learned over the last six months.

This week's episode features Nathan Broome.

Nathan has 15 years of sales experience and over a decade of sales leadership. He has a proven track record of building and scaling sales teams focused on GTM Strategy, consistent coaching, and hire top tier talent. Building and scaling sales teams is his jam.

This episode is a re-run from the "Brutal Truth About Sales & Selling Podcast" where Poya Osgouei talks through his lessons being in tech sales the last 10 years.

This week's episode features Mark Pierce.

Mark has 15 years of sales experience and over a decade of sales leadership. Proven track record of building and scaling sales teams focused on GTM Strategy, consistent coaching, and hire top tier talent. Building and scaling sales teams is his jam.

You can find Mark on LinkedIn: https://www.linkedin.com/in/mark-pierce-b422869/

This week's episode features Kevin Mulrane.

Kevin Mulrane has 15 years of sales experience and over a decade of sales leadership. 4X VP of Sales, 1X CRO, and a succesful exit. Proven track record of building and scaling sales teams focused on GTM Strategy, consistent coaching, and hire top tier talent. Building and scaling sales teams is his jam.

This week's guest is Philip Lacor

Philip Lacor is the Chief Revenue Officer at Airbase. He leads all customer-facing functions across marketing, sales, and customer success. Philip brings extensive leadership to Airbase, having served as CRO at Envoy, VP Global Sales and Customer Success at Dropbox, and Managing Director of Enterprise Business Unit at Vodafone. Philip holds an MSc in Chemical Engineering from Delft University of Technology and an MBA from INSEAD.

You can connect with our guest on LinkedIn here: https://www.linkedin.com/in/philip-lacor-3a4167/

This week's episode is Rebecca Kacaba.

Rebecca is the CEO and Co-Founder of DealMaker, winner of Lexpert's Top 40 Under 40, named one of North America's most innovative lawyers by the Financial Times, a finalist for 2022's EY Entrepreneur of the Year and one of Canada’s Top 100 Most Powerful Women. After a decade of practicing securities law, she took an ambitious leap from her partnership at the world’s largest law firm and founded DealMaker to build a system that would combat the costly inefficiencies that plague the traditional capital raise process. She is the force behind building DealMaker into Canada's 3rd Fastest Growing Company as ranked by the Globe & Mail's Report on Business. With her vision and drive, Rebecca has become a leader and trailblazer in the intersection of the capital markets and tech, who is committed to driving change and doing business the right way. In only 4 years, DealMaker has powered over $1.9 Billion USD in capital raised, more than double any leading US counterpart in less than half the operating history.

You can connect with our guest on LinkedIn here: https://www.linkedin.com/in/rebeccakacaba

This week's guest is Thomas Pedersen 

Thomas founded OneLogin, which pioneered identity & access management as-a-service. His new company, Bunny, simplifies and automates how b2b SaaS companies manage their recurring revenue, including billing, payments, quoting, analytics, customer self-service and tenant provisioning

This week's guest is Karel Callens

Karel Callens is the CEO and founder of Cumul.io, and is based in Leuven, Belgium. He has worked in the field of big data and analytics for over 10 + years and has an education from Katholieke Universiteit Leuven.

This week's guest is Michael Tuso.

Michael Tuso is the Co-Founder and CEO of Callypso—a SaaS platform that helps with expansion sales and account management. Michael is also author of Crafting the Sale: Create a Sales Experience that Drives Revenue, Impresses Buyers, and Transforms Your Sales Career, which is scheduled to come out in September 2023. Michael has been twice recognized by the AA-ISP as a Top 25 Sale Leaders to follow. He is the recipient of the Sales Development of the Year Award by Tenbound, and has been listed as a top sales leader to follow by Crunchbase. 

This week's guest is Charles Hamilton Ferguson. Charles is the General Manager and head of G-P’s business in Asia. In this capacity, he is responsible for establishing scale and efficiency for G-P and its customers’ business expansion in one of the most dynamic markets in the world. G-P helps growing companies unlock their full potential by making it possible to build highly skilled global teams anywhere in the world, in days instead of months. Through its SaaS-based platform, G-P helps companies to find, hire, onboard, pay, and manage global teams quickly and compliantly, without the hassle of setting up local subsidiaries or branch offices.

This week's speaker is Tobias Dawes.

Tobias has more than 15 years' experience working in cloud and systems architecture for some of the most respected FTSE 100 institutions including IBM, Barclays and the Bank of England. With a decade spent working in the Salesforce ecosystem, working for a range of technology start-ups, Dawes went on to ServiceWare as its director of solutions architecture, where he led its expansion across EMEA.

Based on his own experience across the financial services and technology sector, he realised there was a need to automate and streamline pre-sales documents (RFPs, RFIs, DDQs). It is this that led him to launch Avnio, an ambitious software company that accelerates business to closed won. Dawes believes that new technology presents an opportunity to explore new ways of working and doing business, however, leaders must be willing to embrace change and innovation.

Our very own, Poya Osgouei recently appeared on The Dock Pod. Tune in as the conversation covers steps on going to market as a startup, what's happening in the SaaS markets, the benefits of playing the long game as well as why everyone should do a social media detox.

Check out their podcast show and show them some love.

Poya shares some of the lessons he is grateful to have learned over the years. 

David Campbell is the CEO and Co-Founder of Tropic, a full-service SaaS platform that helps companies automate their software procurement with data, tools and services.

In just a little over three years, Tropic has raised $65 million from prominent venture capitalists, built a team of 160+ and manages hundreds of million in spend for fast-growing companies like Docusign, Intercom, Notion and Zapier.

Prior to Tropic, David was a Global Business Manager in the Financial Services Group at Microsoft, where he worked directly with CXOs at top Fortune 500 companies and architected 9-figure software agreements to help steer large digital transformation projects.

Before joining Microsoft, David served nearly 5 years at BounceX (now WunderKind) where he quickly rose up the ranks to become VP of Strategic Accounts and led a large team and drove strategy for all 7-figure accounts.

In this episode, Robby interviews Poya on his top learnings and lessons from selling over $25 Million in sponsorships at SaaStr.

This is a story of moving at a young age from Iran to the United States and some lessons I've learned along the way.