Grit

Archana Agrawal started her job as CMO of Airtable on March 18, 2020 — the same week that the US began to “shelter in place” as cases of the novel coronavirus rapidly rose. With kids who would be staying home from school and Airtable’s San Francisco office closed, everything was changing at once, so she switched into what she calls “problem-solving mode.” And, crucially, she discovered how to use family time to de-stress.In this episode, Archana and Joubin discuss how she made her way from Africa to Asia to America; operating without a full night’s sleep; why her former coworkers made a game of trying to stump her; the secret power under the hood of Airtable; starting her current job right as “shelter in place” kicked in; whether she would stay at Airtable if the founder was no longer CEO; and how she views her responsibility on the boards of MongoDB and Zendesk.In this episode, we cover:Staying in place & doubling down vs. moving on to bigger things (03:03)Moving from Liberia to India to escape civil war (07:13)Archana’s unusual grad school roommate: Her father (11:33)The value of breadth over depth, and following your passions (17:35)Cold-emailing her way into a job at Atlassian and the ridiculous job title Archana almost received (21:38)Understanding a team’s strengths and weaknesses — and her own (27:05)Her lowest point at Atlassian, the sale of HipChat and exit from the messaging business (34:33)Why it matters that Airtable looks like a spreadsheet, but is powered by a relational database (37:52)Going into “problem-solving mode,” and the most important outlet for escaping from stress (42:42)Working for founder-led companies (49:53)Being heard as a quiet person on advisory boards full of louder people (55:27)Links:Connect with ArchanaLinkedInEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

As the CMO for Square, Lauren Weinberg spends a lot of her time talking to new and inexperienced small business owners — and she knows that each of them has wisdom that the others could benefit from. So, Lauren and her former colleague Jackie Reses wrote a book pooling all that wisdom into one place, Self-Made Boss: Advice, Hacks, and Lessons From Small Business OwnersIn this episode, Lauren and Joubin discuss why Lauren never leaves home without sneakers post-9/11; how she maintains discipline in her schedule, and how her priorities have changed over the years; how Lauren overcame three back-to-back challenges in her personal life; why she took a job at Square — after initially turning them down; and the importance of competition for any business.In this episode, we cover:Weekend date nights and the best restaurants in New York City (10:04)How Lauren creates her own time and recharges (15:15)Moving to California to work at Yahoo, and finding a new community (19:32)“The worst year of my life” and going into “survival mode” (22:52)The difference between Square and its newly re-christened parent company, Block (30:22)Why our culture is galvanized by small business stories (36:05)What inspired Lauren and Jackie to write “Self-Made Boss,” and the surprising parts of publishing a book (39:52)Why Lauren includes sad or funny personal stories in every marketing email (42:26)Square’s secret superpower in the company’s early days (49:27)The planning “manifesto” Lauren sent to Square’s executive team shortly after joining (53:31)How Square “earns the right” to show up for social causes (56:50)Links:Connect with LaurenTwitterLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

Handshake CEO and co-founder Garrett Lord was amazed when he first learned that Silicon Valley firms like Google recruited on college campuses ... just not his, Michigan Technical University. But after excelling in the competitive Palantir internship program, he started asking himself, “How come they can’t reach us?” That question led him to found the job placement platform Handshake, which has raised $434 million in funding and is used by 100 percent of the Fortune 500.In this episode, Garrett and Joubin discuss growing up in an “achievement-focused household”; how Garrett went from struggling to be noticed by Palantir’s recruiters to Handshake CEO; how his $1 billion-plus-valued company started with a broken-down Jeep; working without a safety net; why Garrett has changed his mind about hustle culture; “fortune favors the bold” and “no shave til you raise”; the relief of raising VC funding; how money condenses or extends time; and transitioning from scrappy to scaled CEO.In this episode, we cover:The impostor syndrome — and crucial epiphany — that Garrett had while interning at Palantir (05:46)Starting the IT Oxygen club, and Trojan Horsing other college recruiters in Michigan (11:34)Does having a chip on your shoulder make you more powerful? (17:08)Living in the car, sleeping in McDonald’s parking lots, and showering at university pools (22:25)Hard work and the importance of luck to Handshake’s success (27:08)The difficult VC fundraising process, and finding a crucial ally: Former assistant dean of the Stanford GSB Andy Chan (30:55)Handshake’s first office: A Palo Alto mansion owned by one of LinkedIn’s co-founders (37:55)Growing fast and hiring a COO, Jonathan Stull (41:45)Is Handshake the next LinkedIn? “Why not LinkedIn plus Indeed?” (47:16)Links:Connect with GarrettTwitterLinkedInEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

ThoughtSpot CMO Scott Holden spent eight years at Salesforce, putting in the time every year behind the scenes at Dreamforce watching the company reach 20,000 employees. And he probably could have thrown his hat into the ring to be CMO there — but he didn’t want that. Instead, he says, “I had the hunger to go back and build something” with a strong mission and vision, so he left for a much, much smaller company: The business intelligence company ThoughtSpot, where he has worked since 2015. In this episode, Scott and Joubin discuss the rise of “vulnerability is strength”; the dangers of living someone else’s truth and not listening to your instincts; the pressure of being at the top of a mountain; why he decided to move from Salesforce to ThoughtSpot; why enterprise marketing is about more than the story; and why competing companies haven’t been able to poach him away.In this episode, we cover:Scott’s lifelong reputation of being graceful under pressure (04:45)Opportunity cost and trusting your gut (10:29)Which is harder to excel at: Downhill skiing or golf? (15:25)The “forcing function” of the Dreamforce deadline and Marc Benioff’s relentless ambition (22:41)Moving from a 20,000 person company to a 40-person one (28:44)Why Scott did not get the CMO title at ThoughtSpot right away, and the $0 quarter (35:10)Leading through a pandemic while also restructuring the company (40:36)Superheroes, proving your worth, and amazing women (48:00)Links:Connect with ScottTwitterLinkedInEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

Every year, ZoomInfo CEO Henry Schuck writes a memo to his executive team, which is made to look like a letter to the board of directors. Even though he founded DiscoverOrg — the company that bought and became ZoomInfo in 2019 — Henry pretends in the memo to be a new CEO who has just been hired to clean up the old guy’s mess. The reason, he explains, is simple: It gets everyone focused on the problems that have to be fixed.In this episode, Henry and Joubin discuss the difference between wearing a hoodie and a suit; the nuances of Henry’s background that aren’t obvious from LinkedIn; how he has encouraged his employees and shown them (and their families) his appreciation; The CEO’s biggest fear: “Is this it?”; injecting tension in an organization; the gap between monetary and professional validation; ZoomInfo’s COVID IPO; and why the work of a founder-CEO is not supposed to be fun.In this episode, we cover:Being emotionally vulnerable as a leader, and the limits of Henry’s openness (02:46)What his single immigrant mother taught him about hard work (08:54)The competitor to which Henry tried to sell DiscoverOrg — before beating and buying them instead (16:10)The relief of taking ZoomInfo public after years of making promises to employees (19:42)Getting passed over by venture capitalists, and why Henry sold half of the business to a private equity firm (27:40)Learning how to work with a board of directors, and Henry’s overwhelming desire to not lose (32:11)The “existential threat” to the business that gave Henry a panic attack (41:27)Going public during the darkest days of COVID (48:34)Why Henry writes a memo to his executive team every year, pretending to be a new CEO (55:29)Being happy, present, and maintaining discipline between work and personal life (58:31)Links:Connect with HenryTwitterLinkedInEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

Jaimie Buss, CRO of the e-learning platform Articulate, had an epiphany several years ago. While trying to simultaneously give her toddler a bath and catch up on work emails, some water splashed on her computer. After initially snapping at her son, she realized the importance of being “unapologetically present” with not only her family at home but her colleagues at work. Since this experience, she has drawn clear boundaries between the two.In this episode, Jaimie and Joubin talk about the leadership lesson she learned from her father; her discipline in all things, including Peloton workouts; her secret weapons of hard work and preparation; what Jaimie learned from some short stints at startups after already having career success; what she learned from three years in venture capital, and everything that changed in her time away; what it means to be “unapologetically present,” at home and at work; and Jaimie’s return to startups, first at Zendesk and now at Articulate.In this episode, we cover:The difference between a poorly-run coffee shop an a well-run one (03:35)Why you should acknowledge your team’s day-to-day accomplishments (07:26)Focusing on single tasks and how Jaimie manages her routine (09:52)The downshift from rapid growth at VMWare to rocky stints at Coverity and Meraki (20:43)Why she put her operating career on pause to go work for Andreessen Horowitz (28:10)There’s no easy, just “different kinds of hard” (38:10)Why Jaimie went back to startups with Zendesk, where she stayed for more than five years (44:00)Why she joined Articulate, making incremental improvements rather than extreme changes (51:04)The most important questions Jaimie and Articulate’s execs asked each other in the interview process (57:30)Links:Connect with JaimieLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

George Felix, now the CMO of Tinder, was marketing Old Spice body wash at a time when the brand was circling the drain. His team at Procter & Gamble almost let their big break slip away when initially passing on the “Hello ladies” campaign - an ad that would later go viral on Facebook and YouTube. George recalls how the agency pitching the idea stood their ground and pressed on with conviction, an experience that taught him a lot about trusting your gut and standing up for what you believe in.In this episode, George and Joubin talk about his close relationship with his father, who passed away in 2006; the unusual way he, as an intern at Procter & Gamble, started a lifelong friendship with his then-boss Kevin Hochman; behind-the-scenes stories making ads for Old Spice and KFC; and the unusual truth about Tinder’s brand that attracted George to the company last year.In this episode, we cover:George’s education-focused Indian-American parents, and how they wound up in Toledo, Ohio (05:52)If they could talk one more time, what would he ask his late father? (12:17)What startups can learn about brand-building from older firms like Procter & Gamble (16:28)How not having a real desk at P&G helped George network with his colleagues (20:30)Executing the Old Spice “smell like a man” campaign — and the award-winning TV ad that completely revitalized the brand (25:10)The crippling fear of ambiguity, and the importance of being “a little uncomfortable” (33:35)Reviving KFC’s brand with another viral ad, starring Darrell Hammond as Colonel Sanders (37:58)Why George went to Tinder, and the potential he saw to reshape its brand (44:02)Spontaneity in dating, and overcoming the stigma against meeting people online (47:29)The “Tinder Swindler” and why Tinder isn’t just one thing (52:55)Links:Connect with GeorgeLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

Global Sales VP at Hopin Javier Ortega Estrada’s father is a counter-terrorism official in the Spanish army — teaching him at a young age that having a bigger purpose can drive you to do great things. And over the course of his entrepreneurial career, Javi has found his own special purposes, helping companies like Dropbox and, now, the buzzy experience platform Hopin grow at a blistering pace and deliver value to their customers.In this episode, Javi and Joubin talk about uprooting his life (after his first startup failed) to work for Dropbox in Ireland; his seven-year stint there, which started with a Facebook ad and ended with a four-hour stakeout in a client’s office; why he decided it was time to move on to a smaller company with a lot left to prove; how he strikes a balance between his natural optimism and the need to grow Hopin as a business; and why the number one priority for him in any business is smart hiring.In this episode, we cover:Spanish surnames and Javi’s passion for cooking paella (03:55)What it means to be an “optimist by nature” and rebounding from failure (08:19)Why Javi prefers to work with companies that haven’t “figured it out yet” (11:40)The huge deal he closed for Dropbox right after Christmas, by going on a surprise stakeout (19:25)Working for a bigger purpose, and the challenges of working at Dropbox (22:54)How Javi knew it was time to move on (27:08)Working at “Hopin speed” and finding balance when everything feels urgent (34:03)Self-reflection and what it feels like to be in a skyrocketing startup (42:25)The importance of focusing on talent during a time of hyper-growth (45:30)Links:Connect with JaviLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

When Confluent’s President of Field Ops Erica Schultz was 23, she was working at Oracle and cold-emailed the manager of the Argentina office, asking to work for him. This experience would open the door to opportunities in Buenos Aires and Miami, a time in Erica’s life she does not take for granted. As a leader today, she hopes to pass on this sentiment, constantly looking for individuals worth taking a chance on: “As I look around my organization, I think, OK, who’s the undiscovered not-yet-fully-realized talent that we should think about for this role?”In this episode, Erica and Joubin talk about why Buenos Aires, Argentina is the best city in the world; the lessons she learned from her father and what changed for her after he died of a rare form of cancer at age 54; her stints at Oracle, LivePerson, and New Relic; the importance of earning responsibility as you advance in your career; staying both humble and paranoid; and the importance of what Confluent is doing in the ever-changing digital infrastructure business.In this episode, we cover:The incredible influence of Erica’s namesake, her father, who passed away as her career was taking off (09:28)“The impact we leave is the impact we have on people” (15:21)How Erica became the captain of the Dartmouth rowing team after being cut from the swim team (18:03)Developing leaders from within a high-growth organization, and earning responsibility (31:36)Why Erica left a CRO role at LivePerson to work for the CRO of New Relic (37:03)Why she had her team at New Relic read “The Boys in the Boat” by Daniel James Brown, and loves the story of runner Roger Bannister (41:34)Being humbled by a changing competitive landscape, and the transformation of the digital infrastructure world (44:17)Real-time data and why both businesses and consumers increasingly need companies like Confluent (49:19)What Erica thought when she first met Confluent’s founder CEO Jay Kreps (56:03)How to transition from operator to executive to board member (59:14)Links:Connect with EricaLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

Ryan Azus, CRO of Zoom, has been selling all his life, from baseball cards as a kid to ads in the school newspaper to — crucially — books every summer in college. Every year, he and and thousands of other young people would be dispersed around the country to sell books door-to-door as part of an entrepreneurial program called Southwestern Advantage. That experience taught him valuable lessons about his own strengths and weaknesses as a salesperson, the diversity of people’s needs, and the joys of hard-earned time off.In this episode, Ryan and Joubin talk about the silver lining of growing up with divorced parents; what Ryan learned from his epic first job as a book salesman; how he talked his way into a job at WebEx after being screened by HR; the big thing a lot of people on the outside get wrong about working at a successful fast-growing company; joining Zoom in August 2019, right before COVID changed everything; what it feels like when your job is to keep the world connected; and why success is not created in a “sunny meadow.”In this episode, we cover:The biggest difference between Ryan’s childhood and that of his own kids (04:18)Why selling books every summer in college was a lucrative, life-changing adventure (10:45)Where his competitiveness comes from, and being a “student of business” (22:01)The early days of teleconferencing at WebEx, and how Ryan started working there (27:17)Building RingCentral from zero to a billion-dollar run rate, and being a “headquarters person” (33:54)“Falling forward” and the myth of instant success in business (39:00)Zoom fatigue and virtual backgrounds (44:37)Keeping up with the explosive growth in demand for Zoom, and the intense pressure of the job (48:23)The most important traits Ryan looks for when hiring (55:05)Zoom’s stock price and the “belief barrier” (01:00:05)Links:Connect with RyanLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

Instabase’s Ozge Ozcan believes that many women have been fed a false story about motherhood: That it can be seen as a “decelerator” to one’s career. Instead, she’s found that raising two daughters has made her more competent in the chaotic, fast-paced world of early-stage startups. Through this experience, she’s had to learn how to be an “amazing leader” at home and in the office.In this episode, Ozge and Joubin talk about her experience as an immigrant to the US from Turkey; the surprises she encountered taking her first real job at a then-much smaller MongoDB; how she’s learned to prioritize family over work, or vice versa; the challenges of running a customer success team; and how she has been able to hire more than 60 people in only a year at Instabase.In this episode, we cover:The dualities of Ozge’s home country, Turkey, and how she learned English (05:12)Wrestling with guilt in all aspects of her life, and raising two daughters with her husband (09:35)Understanding your triggers before burnout takes hold, and the dark side of grit (14:48)Working at MongoDB, “there was so much emphasis” on feeling (22:18) Spotting and fixing broken processes in enterprise tech, and when to apply old-school problem-solving (26:15)A common misconception about how pregnancy and motherhood affect women’s ability to thrive at work (35:03)What Instabase does and why Ozge decided to join another early-stage company (37:18)The importance of metrics for customer success (41:00)Recruiting for CS teams and the non-negotiable skill Ozge looks for: A high tolerance for ambiguity (44:18)What she says when startup founders ask, “How do I set up a CS team?” (50:01)Links:Connect with OzgeLinkedInEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

Sarah Patterson, CMO of Samsara, doesn’t believe in keeping your armor up around your coworkers: “You’ve got something else on your mind, it’s going to come through,” she says. While working at Salesforce, she worked with a career coach and discovered that opening up about her personal and professional struggles brought her team closer. And that has also held true in her current role at Samsara, a fast-growing fleet management company that went public in December. In this episode, Sarah and Joubin discuss the silver lining of the pandemic for her family’s cohesion; why catching up on work is a form of recharging; the benefits of journaling, even if it’s in an email thread; what Samsara does for a vital but un-digitized sector of the economy; the scary experience of living in the era of “smoke days”; hiring for sustainable rapid growth; Samsara’s IPO and earning the trust of the whole team; and how Sarah prepared to interview star skiier Lindsey Vonn.In this episode, we cover:Making deliberate choices about how you spend your time (06:36)Accepting imperfection and being vulnerable with your colleagues (11:18)The practice that goes into looking polished onstage (17:17)The year Sarah left Salesforce for BranchOut, and why she went back (23:15)The rapid growth of Samsara, and what it does (27:35)How a mandate for truckers in North America laid the groundwork for Samsara’s business (33:39)How Sarah thinks about the challenge of hiring, and why “what you do” is not the most important thing (39:32)“Trial by fire” - earning the trust of workers who were at Samsara before her (42:43)Is it easier to be an interviewer or an interviewee? (52:55)Links:Connect with SarahLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

Kate Ahlering might be the perfect guest for this podcast. She eventually worked her way up to Chief Sales Officer of Glassdoor, but when she joined in 2013, she helped define the company’s leadership framework as GRIT: Growth, Results, Integrity, and Team. Glassdoor has continued using those values since her departure in 2020, and now as the CRO of Calendly, she is applying a similar framework to another fast-growing enterprise.In this episode, Kate and Joubin discuss her first leadership experience, captaining her college basketball team before ever playing a game; the wild ride of working at Glassdoor when it was doubling every year; the perspective and confidence that comes from working experience; brokering consensus when deciding a company’s values; the increasingly complex use cases for Calendly; and a ridiculous Twitter feud over “Calendly etiquette.”In this episode, we cover:Kate and Joubin’s past interactions, including a disagreement over San Diego cuisine (03:02)How being raised by two salespeople and playing basketball at the University of Virginia shaped Kate’s worldview (06:01)Working at Glassdoor “never felt easy,” but she later realized it was a once-in-a-lifetime experience (14:47)Her big legacy at Glassdoor, defining its values as GRIT: Growth, Results, Integrity, and Team (20:38)Building trust with a team in a rapidly-changing environment, and working alongside Indeed — a former competitor now owned by Glassdoor’s parent company (26:16)Calendly’s interview process and the dangers of offering a thorough plan before you’re inside the company (32:08)The surprising depths of Calendly’s complexity in enterprise, and why founder Tope Awotona (accidentally) made the business model freemium (36:15)Kate could have gone almost anywhere after Glassdoor — why she chose Calendly, and what motivated her to achieve? (42:36)When she’s going to bed every night, what does Kate wish she was spending more time on? (48:14)Links:Connect with KateLinkedInThe profile of Kate as a UVA basketball captainConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

When Rippling CEO Parker Conrad was raising a massive $250 million round last year, he didn’t start by presenting his deck to venture capitalists in person. Instead, he sent a 39-minute demo of his product, recorded on the video app Loom. And, Loom’s CEO Joe Thomas says, “That was the most pleasant surprise.” In this episode, Joe and Joubin discuss how Loom “stands on the shoulders of giants” like Google, Instagram, and Snap; Joe’s preparations to become a father for the first time; Loom’s overnight success and why the first six months after its Series A were the hardest; what Joe has learned about recruiting and building teams that can trust each other; and how Loom markets and recruits — including how it uses its own product internally.In this episode, we cover:Joe’s grandfather Wally — a proud business owner, a “man of the people,” and his personal hero (03:17)How Snap, the first company to validate Silicon Beach as a real hub for tech innovation, pushed the boundaries of design and subconsciously influenced Loom (05:29)The consumerization of enterprise and why Loom has experienced such rapid growth (13:30)Why starting a company is just like having a kid: “You’re never really ready for either” (18:45)The stock market downturn, managing risk, and the most important thing founders can do in the face of uncertainty (25:57)The first indications that Loom was going to be huge, and its humble origins as a Google Chrome extension (32:45)Why the time AFTER Loom’s Series A fundraise was the “hardest window” of Joe’s CEO career, and a discussion about the people who helped him survive it (39:43)How to recruit people to do jobs you can’t do yourself, and the core characteristics that make for good startup employees (48:10)Why working remotely won’t kill company culture (53:00)Paid user acquisition and how Joe thinks about go to market strategy (01:03:43)How Loom uses its own product internally as a creative resource for recruitment (01:07:34)The other CEOs Joe admires most, what Grit means to him, and the key roles he’s hiring for right now (01:10:32)Links:Connect with JoeTwitterLinkedInEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

When Andy Kofoid was growing up in the working-class town of Joliet, Illinois, he dreamed of getting to college and — like a lot of his relatives — worked in construction. Today, Andy is laying digital foundations at Databricks, a data analytics and AI company that works with enterprise brands including Adobe, NBCUniversal, and Starbucks. Previously the COO of ExactTarget, which Salesforce acquired for $2.6 billion in 2013, Andy thought his career might end there. “I wasn’t looking” for another gig after Salesforce, he recalls, “but I knew I had another run in me.”In this episode, Andy and Joubin talk about the Chicago tech scene; the trade-offs between fully remote work and physical offices; walking away from success to build something new; reinventing yourself as a new kind of leader in a complex, unstructured environment; and separating your self-worth from your professional accomplishments. Andy also discusses the people and culture at Databricks and how he balances his demanding career with “what really matters” — being a good husband, father, friend, and person.In this episode, we cover:Andy’s first job, his family, and his favorite baseball team: The Chicago Cubs (04:56)Transitioning among different types of roles within a company (10:11)The physical office as a representation of your company’s culture, and the difference between Chicago and San Francisco’s post-COVID tech scenes (13:07)Why Andy left Salesforce for Databricks, and how he knew he had another run in him (19:40)Becoming a better leader and accepting “A huge dose of humility” (23:41)How leaders are perceived by the people underneath them on the org chart, vs. how they perceive themselves (30:51)The interview process at Databricks and overcoming the “industry domain hurdle,” to speak AI and data fluently (40:10)How Andy creates balance in his life, and the correlation between pressure and responsibility (44:05)The most difficult, sleepless nights in Andy’s career and how he recovers when things aren’t going his way (01:02:01)What Grit means to him, and the sort of person who should apply for open roles at Databricks (01:10:54)Links:Connect with AndyTwitterLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

Doug Merritt joins this episode on the tail end of his impressive run as Splunk’s CEO. With decades of leadership in what can be described as an “exploratory career,” Doug breaks down his professional roadmap and provides insight on how he was able to transform companies and the cultures that hold them together. In this episode, Doug shares his perspective on the new wave of innovation as a seasoned executive and how he stays relevant in a “world of teenagers.” He talks about his 8-year evolution at Splunk and the incredible companies he’s helped grow. Doug discusses founding his first company, Icarian, and why he has always wanted to be an entrepreneur. Through his endeavors, Doug has always stayed balanced and expounds on how he masters his personal and professional habits. Doug also shares his take on the influence of technology and the future of web 3.0.In this episode, we cover: 3 habits Doug formed as a child to cope with his frequent moves to new locations—all before he reached the 8th grade. (5:32)The story behind Doug’s bike ride up Mount Aspen during the Kleiner Perkins CEO Summit. (15:07)A discussion about connectivity and how COVID has affected Doug and Joubin’s attachment to their physical location. (18:30)Doug’s time at Oracle and his journey into sales - Doug defines the important qualities of a good sales rep. (28:00)The history of Icarian and why Doug was inspired to found the startup - and a look at Doug’s transition to PeopleSoft. (38:46)Doug’s evolution at Splunk, from SVP to CEO, and the board pitch that got him there. (49:03)How Doug inspired confidence after taking the CEO position, an exploration of Splunk’s revenue valley of death, and how Doug cultivates positive self-talk. (57:29)Doug reflects on previous chapters of his career and gives perspective on what’s to come - plus his overview of web 1.0 to 3.0. (01:08:03)Links:Connect with DougLinkedInSplunkConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Stord, a Kleiner portfolio company, and its co-founder/CEO, Sean Henry, are defying a multitude of limits. While Sean is ranked as the youngest unicorn founder, he refuses to let his age define him. Demonstrating an entrepreneurial spirit from a very young age, he’s always angling for the advantage. Sean has undoubtedly found a crucial advantage with Stord, as it continues to rise as a leading cloud supply chain platform and pioneer in the industry.In this episode, Sean discusses his Stord journey–from building the company to its massive scale–and Stord’s groundbreaking concept that has feet in two worlds. He provides valuable insight on the “first-time founder mindset” and the competitive advantages that come with founding a hyper-growth company. Sean also offers a perspective for anyone who has doubts about their own ability to be an innovator and founder.In this episode, we cover: How Sean's first business of selling electronics on eBay came into being - and what he loves about supply chain. (05:04)A look at Stord’s cloud supply chain platform - and why Sean does not want to be defined by his age as a young founder. (13:23) Sean’s thoughts on the impostor syndrome that founders of hyper-growth startups experience - and a discussion about correlating professional credibility with age. (19:58)The Steve Jobs quote that changed Sean’s life as an entrepreneur - and why Atlanta, Georgia is the perfect location for Stord. (24:40)The tension between living in your current state, your desired future state, and the delta in between - and a look at Stord’s growth into a billion-dollar business. (30:26)Sean’s unique, yet successful series A pitch to Kleiner Perkins - and a look at the supply chain industry and Stord’s impact on the 1.3 trillion dollar global market. (41:34)Sean’s Medium article about the “first-time founder mindset” and why it’s important to “learn how to learn.” (54:26)Why it’s a great time to join Stord. (58:39)Links:Connect with SeanLinkedInEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsLinks Referenced:“Gratitude and Happiness” article The Hard Thing About Hard ThingsBe Obsessed or Be Average

Tom Mendoza, former President at NetApp, knows that there is a way to do business while bringing out the good in it. Tom has embedded this throughout his career and continues to make it a philosophical and practical focus. While Tom’s incredible journey may speak for itself, we take a deeper look at his core leadership values, how it has inspired his generosity and resilience, and the impact it continues to have on others.In this episode, Tom discusses his humble beginnings in Long Island during the post-WWII era and the namesake for the Mendoza Business School and scholarship program. He expounds on important quotes that he still lives by, and why trust is critical when building a successful company. Tom also shares insight on his massive success at NetApp and how he grew the company from zero to a billion.In this episode, we cover: Tom’s childhood, beginning with his parent’s journey to Long Island, NY after World War II, and his first job as an usher at a movie theater. (03:06)“Bring out the good in business”: Tom shares the touching story behind his Notre Dame scholarship program and the Mendoza Business School. (07:11)How the phrase, “catch someone doing something right” came about - and a deep dive into Tom’s core leadership mantra. (14:53)A look back on the day Tom played a round of golf with Tiger Woods with Warren Buffett as his caddy. (27:01)NetApp–from zero to a billion: How Tom leveraged his passion for building companies to accelerate NetApp’s outstanding revenue growth - and the effect of the dotcom bubble on NetApp and its impact on company culture. (32:38)Why Tom almost retired from NetApp before accepting the role as President - and how NetApp encourages employees to give back to the world. (47:46)Tom’s perspective on customer trust and support, and why companies without a sustained sense of urgency fail. (56:43)How Tom combats complacency through injecting tension. (01:08:47)Links:Connect with TomLinkedInNetAppConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Jim Steele, President of Global Strategic Customers at Salesforce, is the man, the myth, and the legend who helped increase Salesforce’s revenue from $22 million to over $5 billion. Working since he was 10 years old to support his family, Jim’s drive and ambition are still just as strong today as he views new challenges and opportunities with a “beginner’s mindset.” As Jim puts it, his 43-year career in sales is a series of stories–in this episode, he reflects on poignant moments that helped shape who he is as a leader in the industry. Jim offers anecdotes from his early days at IBM and paints a vivid picture of Wall Street in the ‘80s. Through his stories, Jim emphasizes an important theme—building authentic relationships—and explores the value of remembering people’s names and faces. Jim also discusses the incredible growth of Salesforce, offers takeaways from his 12-year experience, and opens up about his return to the company. In this episode, we cover: Chateau de Steele: the story behind Jim’s Beaver Bar. (01:30)How Jim became the first Chief Customer Officer, ever - and he describes the lasting effect of his first job at 10 years old. (04:46)Jim’s perspective on humility and sincerity - and what he says to people who are not motivated at their job. (09:16)“IBM was the boot camp of sales training”: A key takeaway from Jim’s experience at IBM’s sales school and how it set the stage for success on Wall Street. (13:59)Through the “three-martini lunches” story, Jim explores Wall Street in the ’80s and the value of building trusted relationships. (21:47)Jim’s insight on developing personal connections and the value of remembering names and faces. (28:15)A look at Jim’s unconventional Salesforce interview experience - and why the Salesforce culture doesn’t accept “armchair quarterbacks.” (38:29)Jim reflects on the positive impact of his sabbatical and how COVID-19 gave him a new perspective on work/life balance. (48:09)How Jim adapts Marc Benioff's LVI methodology (listen, validate, and inspire) to his work - and a conversation about cultivating genuine relationships and active listening as a seller. (53:08)Jim’s perspective on empowering salespeople - and why Salesforce’s unique offering has everything to do with its customers. (01:04:31)What led Jim back to Salesforce, why he loves what he does, and what’s next. (01:13:28)Links:Connect with JimLinkedInSalesforceConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

B2B marketing powerhouse, Sara Varni joins this episode on her final day at Twilio to discuss her journey and what lies ahead as she steps into her new role as Chief Marketing Officer at Attentive. Sara demonstrates a stellar track record of marketing know-how and creativity and has a refreshing take on the ever-changing marketing landscape.In this episode, Sara shares insight on what it means to speak to your audience and uses an example from her Twitter to show how products can market themselves. She reflects on her time at Salesforce and Twilio, discusses why it’s important for marketers to recharge, and explores how her disciplined mindset contributes to her success. Sara and Joubin also discuss their shared love of bowling and Sara shares her thoughts on joining Attentive at the beginning of its next phase of growth.In this episode, we cover:“The full slice of life at the bowling alley”: Sara and Joubin connect over their love for bowling. (04:26)How Sara learned from her father’s disciplined mentality - and what it means to create a home for her children. (07:17)Sara follows up on her tweet about product marketing - and she shares why her 10 years at Salesforce was “the best marketing training.” (15:14)A look back at the marketing structural changes at Salesforce and Sara’s role as CMO - and a conversation about writing memorable copy and earning “the right to speak to your audience.” (26:14)Sara’s insight on why managers play a key role in cultivating a motivated team - and her take on the balancing act of working remotely. (35:39)Why it’s important for marketers to recharge and how that mindset led Sara from Salesforce to Twilio. (39:53)Twilio’s aggressive customer-centric values and go-to-market approach - how Sara navigated her son’s autism diagnosis during that stressful time of her career and what gives her peace of mind. (48:31)Advice Sara received from her career coach and the benefits of a consistent feedback loop for people at any stage in their career. (56:16)Reflecting on Sara’s last day at Twilio and why she loves being a CMO. (01:02:49)Links:Connect with SaraLinkedInTwitterAttentiveConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Many people run from uncomfortable situations. Heidi Andersen, CRO at Nextdoor, isn’t like most, as she embraces new challenges and makes mental toughness a centrality to her approach. From the very beginning of her story, Heidi has been rooted in hard work and the personal gratification of earning her success. Known as a corporate athlete, Heidi stands out from the pack and proudly holds the torch for women in tech.In this episode, Heidi shares her perspective on leaving Denmark to join Google in California and we explore the fundamental beliefs she inherited from her family before she embarked on that journey. Heidi also shares insight on the fascinating role Nextdoor plays in building supportive communities in neighborhoods across the globe, why she loves to inspire others, her previous side hustle as an Equinox instructor, and more.In this episode, we cover: The greatest gift Heidi’s parents have given her. (02:53)How Heidi navigated her transition from Denmark to Google’s Silicon Valley - and why she calls herself “half introvert, half extrovert.” (06:11)Heidi reflects on her time as an Equinox fitness instructor - and a deep dive on the impact that exercise can have on one’s sense of belonging. (11:15)Why Heidi prioritizes pursuing what brings her joy - and her perspective on taking on uncomfortable challenges to build mental toughness. (20:59)Heidi’s views on her position as a leading woman in the industry and why she focuses on helping women move into successful careers. (27:51)From LinkedIn to Nextdoor: The criteria that Heidi used to evaluate her new opportunity - and an overview of Nextdoor. (35:40)Heidi shares her perspective on Nextdoor going public and how she approaches this new milestone - and a look at how Nextdoor aims to connect neighbors through acts of kindness. (45:13)A discussion about Nextdoor’s monetization and growth strategy - and more on Nextdoor’s impact on communities. (54:40)Heidi shares insight on her recruiting superpowers. (01:03:50)Links:Connect with HeidiLinkedInEmail: [email protected] Mental Toughness for Higher Levels of PerformanceConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Sometimes social media works and sometimes it doesn’t. For Matt Epstein, Chief Marketing Officer at Rippling, it is a little bit of both. In 2011, Matt went viral after uploading a Youtube video detailing why Google should hire him. It was also accompanied by a propeller plane with his URL attached, flying over the Google campus. Apparently, Google was not impressed, however, this bold decision ultimately worked in his favor. The video attracted many companies, which eventually led to the beginning of a fast-paced and fulfilling marketing career.In this episode, Matt discusses his unconventional way of attracting Google’s attention and what it was like to pass on other companies in lieu. He talks about how his brashness, which as he puts it, is just a “chip on his shoulder”, attracted the attention of Rippling founder, Parker Conrad. Now, he is along for the ride as he surrounds himself with other like-minded “crazy ones.” Matt also shares his take on why generalists and marketing ops should be “first hires” in SMB and SaaS, and how when you’ve got something to prove in that space it only increases your ambition. In this episode, we cover: How Matt’s plea to work for Google went viral - and why he hates social media. (01:48)Matt’s professional evolution from SigFig to employee #1 at Zenefits and his role in garnering the first customers. (08:04)Why Matt recommends generalists and marketing ops as the first hires in the SMB SaaS space - and a deep dive into how a “chip on your shoulder” and insecurity are powerful motivators for success. (17:00)Matt’s decision-making process from applying to Google to passing up on job offers from major tech companies - and Matt reflects on lessons learned at Zenefits. (24:16)How Rippling founder, Parker Conrad, convinced Matt to join the company - and Matt explores the next phase of Rippling’s app ecosystem. (34:26)Matt’s thoughts on Rippling’s recent product launch, marketing their catalog of products, and the challenges of scaling up at a startup. (44:32)A discussion about coping with pressure, why Matt looks for “the crazy ones” when hiring, and why he has no interest in being a founder. (53:26)Links:Connect with MattLinkedInEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

There is a litany of analogies for marketing. An art, a technique, a skill. Yet few strive to combine a multitude of approaches. For Meagen Eisenberg, Chief Marketing Officer at TripActions, she synthesizes a combination of art, science, and the essential ingredient–joy–to form a unique marketing strategy. Meagen is a no BS go-getter who demonstrates an encompassing approach to how she conducts business. She hones in on her own efficiency and ability to think quickly and adapt, and expresses how cultivating that skill has made her a fast decision-maker. To reinforce that speed is a desire to always learn, which is the underlying motivation for her own professional progress. Meagen offers her perspectives on organizational structure, the highly valuable takeaways from mistakes and failures, and how her work at TripActions has adapted, through her own love and joy of the flux of marketing, to the changes of COVID-19. Meagen’s straightforward approach carries a lot of weight and is a force we all can consider. In this episode, we cover: Why TripActions’ CRO, Carlos Delatorre, calls Meagen a superhuman - and why she believes in treating her sales team as a customer. (03:56)‘The key for executives is to keep learning’: Meagen discusses her favorite mediums for learning, her love of books, and the various ways she stays on the pulse. (11:58)A discussion about preparing for and executing board meetings - and a look at PG Tuesday. (19:31)Meagen’s perspective on company alignment from the top down and how it sets the stage for success. (25:44)The silver lining in failure and Meagen’s attitude towards not giving up - and what it means to “live in awkward.” (34:55)The art and science of marketing - and the impact of COVID-19 on TripActions and how that differed from its competitors. (44:46)Meagen reflects on the worst day in her career during the pandemic. (55:14)A walkthrough of Meagen’s hiring process during her first six weeks at TripActions, her take on hiring people who solve problems, and why she loves marketing. (01:01:52)Links:Connect with MeagenLinkedInTripActionsConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner PerkinsLinks Referenced:Dan DrukerPlay Bigger: How Pirates, Dreamers, and Innovators Create and Dominate MarketsMOVE: The 4-question Go-to-Market FrameworkThe Hard Thing About Hard Things: Building a Business When There Are No Easy AnswersThe Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney CompanyShoe Dog: A Memoir by the Creator of NikeAndre Agassi: Open: An AutobiographyElon Musk: Tesla, SpaceX, and the Quest for a Fantastic Future

For some, expanding their horizons is something that they, as individuals, strive to do. Fortunately, Philip Lacor, CRO at Unqork, takes those expansions to another level. Philip thrives as a cross-functional leader and leaves his own stamp by creating challenging and diverse environments for a wide variety of people. From his philosophy on building global teams, to how he rears his own children, diversity is the center of how Philip builds his approaches. Join the conversation as Philip takes us through his multifaceted career path. Coming from the Netherlands, but with a drive to develop a global vision, he offers unique comparisons between how Europeans and Americans work. Language is also a central priority for Philip, and his perspective on the importance of learning new languages and his implementation of that learning in his own life are paramount. We also explore how Philip shapes and values diverse teams, and the ways in which he enacts this conviction. He has a personal passion to see more women in leadership roles, and we learn how he honors his late wife and her amazing contribution to the world through The Lideke Wery Foundation.In this episode, we cover:The moment Philip realized that he wanted to experience the world outside of the Netherlands and start a global career - and his thoughts about the similarities between Europeans and Americans. (05:46)Philip’s personal tricks for mastering public speaking and how that plays into his conversations with customers. (08:49)A discussion about learning new languages and how Philip teaches his children to adapt to new environments. (15:51)Why Philip enjoys working cross-functionally and closely with customers - and a walkthrough of Philip’s process for building customer-centric teams. (21:10)A look at Philip’s short, yet successful time at Envoy and his transition into his role as Unqork’s CRO. (29:01)Four traits that successful reps should cultivate in an early-stage company. (38:23)Defining active mental recovery and how it contributes to long-term success - and why it’s important to embrace and enjoy where you are. (43:40)Philip reflects on his role as a leader and discusses time management on a global team and his passion for hiring diverse talent. (50:30)The Lideke Wery Foundation: In honor of Philip’s late wife, The Lideke Wery Foundation transforms the lives of students in Sri Lanka through learning English and computer education. (59:56)Links:Connect with PhilipLinkedInEmail: [email protected] Wery FoundationConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Language is without doubt the single most valuable tool we use, and in its use, it ironically builds barriers. Fortunately in recent years with the rise of companies like Duolingo, those barriers are becoming more opaque. In this episode, Bob Meese, Chief Business Officer at Duolingo, joins the show to discuss all the innovative ways that Duolingo is making language learning a more feasible aspect of our lives.Bob started at Google with a solid 8-year stretch that served as a proving ground for his own professional philosophy. An integral component of that philosophy is to be employee-centric in his vision and execution. In his move to Duolingo, Bob carried that thinking forward. Firmly established at Duolingo, Bob shares with us the impact that the company has on their customers, and even with his own family— namely in making language learning just plain fun. Bob also explores the importance of language, and how Duolingo is striking a firm balance between creating revenue and profit while providing such an altruistic product. In this episode, we cover: A quick look at Bob’s time at Google - and how his philosophy on professional inertia played into his decision to move on to Duolingo. (02:47)Why Bob encourages his star employees to shine, even if it results in their decision to seek opportunities beyond their role and the company. (07:28)A risk worth taking: The journey that led Bob and his family back to Pittsburgh to begin his career at Duolingo. (10:57)An overview of Duolingo including current stats, its evolution, and what is on the horizon. (16:20)A discussion about the monetization of Duolingo, what the company looked like when Bob joined as CRO, and how Duolingo established its identity. (22:51)Bob reflects on his experience with changing company culture - and shares why he would do it all over again as he looks back on his years at Duolingo. (35:14)Duolingo’s revenue growth, the timing of the IPO, and why operating as a private company still works after recently going public. (41:05)Joubin and Bob discuss the impact of language and how it is a core part of human identity - and why Duolingo strives to make learning languages more accessible. (47:28)Links:Connect with BobTwitterDuolingoConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

To make the leap from HR to sales may seem like a significant obstacle to surmount. For Jennifer Brannigan, CRO at Pendo, it was an easy choice to make. Her decision to pursue her own interests and passion over a high salary set her on a path toward where she is today. And for her, the journey still continues. As she puts it, her professional roadmap is much like a jungle gym, as it is varied and intriguing. In this episode, Jennifer shares why she transitioned to sales in the midst of an accelerating HR career, and what she learned from her time at NBC Universal and LinkedIn. She also brings a refreshing take as she explains her unconventional subscription to JOMO (the joy of missing out) and provides insight on why she focuses on cultivating potential over check-the-box skillsets.In this episode, we cover:Jennifer’s exciting summer job in Ireland - and why she aspires to embrace JOMO (the joy of missing out). (03:18)A look into the neighborhood Jennifer grew up in, located in South Side, Chicago - and why Joubin thinks she would make a great podcast host. (09:07)How Jennifer’s experience at NBC Universal transferred into her next role - and what she learned from the challenges that came with her position at LinkedIn. (12:56)Jennifer’s perspective on leading LinkedIn’s large-scale layoff and how her HR experience prepared her for that difficult task. (17:54)From LinkedIn to Pendo: Jennifer’s journey towards her role as CRO - and her thoughts on her career trajectory. (21:55)Joubin and Jennifer explore the positive effect that running and exercise have on their mental health. (30:14)More on Jennifer’s path to Pendo: what she looked for in her search and how she spent her first 6 months. (35:15)Pendo’s cross-organizational hiring rubric - and Jennifer’s viewpoint on hiring potential vs success. (43:48)Jennifer uses her own experiences to rank career, money, company, and manager - and she shares her favorite simple habit and one she’d like to develop. (56:44)Links:Connect with JenniferEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Integrity and humility barely begin to describe Brian McCarthy, CRO at Rubrik. Brian’s story is one of hard-won progress that is bound to inspire anyone who listens. Coming from a blue-collar household, Brian has always viewed work as a gift and now takes advantage of what it has afforded him and turns it back to building strong communities.Brian’s humble beginnings set the stage for his inspiring life story. What his family did not have in money, they made up for in an abundance of love. For that, Brian never felt like he was without and carries that with him in his life and work. In this episode, Brian talks about his upbringing and explores his professional journey. He also provides insight into why he strives to drive those around him to be the best version of themselves each day. Brian’s criteria for a good sales leader are also invaluable and worth deep consideration!In this episode, we cover:Brian’s journey towards his first job as an adult - and why selling life insurance felt natural to him. (03:59)All in the family: Brian’s early years growing up in a blue-collar household, the legacy his father left behind, and how his family came together after his passing. (07:16)How Brian and his wife navigated their lives and careers as a young married couple - and the moment he realized he could build wealth to make a positive impact on the lives of others. (16:36)How Brian’s unique and humble mindset as a young VP contributed to his success at Qlik. (25:11)A discussion about the fear of losing and impostor syndrome - and why Brian's short time at AppDynamics had a positive influence on his professional trajectory. (31:33)Feeding the beast: Brian talks about finding creative outlets in and outside of work - and delves into the two buckets that first-line sales leaders fall into. (39:55)How the words “I love you” translate into “I desire what’s best for you” and how Brian embodies those words at his core and incorporates that into Rubrik’s company culture. (51:08)Why Brian loves his role as CRO - and his perspective on why grit and gratitude go hand in hand. (59:16)Links:Connect with BrianLinkedInRubrikConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

"Crypto" is a term that has recently re-shaped the way the world thinks about money. For Emilie Choi, President and COO at Coinbase, it has been at the forefront of her work and mind for quite some time. Emilie is a true workplace warrior and that is reflected in her leadership at Coinbase as she has cultivated an ethos that endears her entire organization and those she works alongside.In this episode, Emilie doesn’t pull the punches as she divulges her own strengths and weaknesses and how she strives to make them both equal assets. She also expounds on fostering connections in the workplace, her mission-oriented mindset, and how it is a mindset she likes to see in entrepreneurs. Emilie also offers essential insight into the current shape of cryptocurrency and the exciting direction that it is headed. In this episode, we cover:Emilie’s competitive advantage and how she transformed her weakness into an asset. (3:35)Sensitivity in the workplace: Emilie opens up about a time when she showed her vulnerability in her “top of mind” email to the organization and how that cultivated a connection across the teams. (7:34)Building out LinkedIn’s Corp Dev team in its early stages and how entrepreneurs successfully ran LinkedIn’s three business lines. (9:21)Missionary vs mercenary: Emilie shares why it’s refreshing to work with crypto entrepreneurs who are mission-oriented - and Joubin taps into his recent experience with hiring a candidate. (13:00)Why Emilie admires Amazon’s core business strategy - and her opinion on companies she would hypothetically buy. (17:36)How Emilie’s desire to continue learning led her to make a lateral move from LinkedIn to Coinbase - and how she navigated the recruitment process of her team. (22:10)An overview of Coinbase: assets, revenue, long-term trajectory, and their three main focuses - and Emilie breaks down Coinbase’s innovation by comparing it to the evolution of mobile phones. (31:10)‘Volatility is a feature, not a bug’: What volatility means for Coinbase - and why Amazon and Adobe serve as an influence for Coinbase as they invest in their future acts. (38:38)Weathering the crypto winter: How Emilie frames investing in crypto to potential buyers - and how she integrates grit and resilience into her role and across the organization. (43:47)Emilie shares her thoughts on Coinbase’s %5 employee departure after their pledge to be apolitical - and what she admires about the Coinbase CEO, Brian Armstrong. (49:09)Emilie reflects on what she has learned as she grew into COO and President - and how Coinbase grew to be the number one regulated crypto custodian in the world. (56:22)Links:Connect with EmilieLinkedInCoinbaseConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Carving her own path is certainly one way to describe how Christina Augustine, COO at Bloomreach, has chosen to do her work. With a distinct set of experiences, beginning with a unique college thesis, to owning her own patent, and eventually leading Bloomreach through successful product launches, Christina has held her own over the course of her career. And her fortitude is now paying off. Christina’s natural competitiveness has not only helped her shape her own leadership abilities, but she continues to carry these skills forward. While her decision to leave Bain & Company was a difficult one, that decision has returned its value tenfold. From her role as an individual contributor to the now COO at Bloomreach, Christina has brought a tenacity that deserves attention. Check out this episode to learn how she has honed her abilities to evaluate and consciously decide where she wants to be, and how she applies her own grit to the workplace.In this episode, we cover:Christina’s college thesis on the Julia set, her experience at HBS, and a look at her patent. (2:20)More on Christina’s background and the “gnarly” aspect of her role at Bain & Company - and why she loves volunteering at Girl Scouts. (06:18)Why competitiveness is a great leadership trait and how Christina puts it into practice - and why she chose to make the difficult decision to leave Bain and join Bloomreach as an individual contributor. (15:13)‘It’s an every year decision’: Christina explains why she rewrites her resume and reflects on her contributions on an annual basis. (21:51)Powered by Bloomreach: Christina provides an overview of Bloomreach and shares her perspective on their high valuation and what it indicates as they focus on building long-term products. (26:17)The evolution of Christina’s roles at Bloomreach, from individual contributor to COO - and how the ‘“north star product vision” impacted the team’s decision to build a second product. (35:15)Christina reflects on her early days at Bloomreach and explores their product development journey - and she talks about the impact of Google’s SEO algorithm change. (45:09)What Christina’s mentors helped her prepare for as she transitioned into her COO position - and why it is important to know when to “do nothing.” (54:18)Links:Connect with ChristinaLinkedInBloomreachConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Mark Anderson, CEO at Alteryx, joins Joubin to talk about how he crafted his leadership ethos, which he often compares to a great game of golf. While Mark is currently at Alteryx, it is his foundation at Palo Alto Networks that serves as the bedrock for how he approaches his work. In this episode, Mark reflects on his time at Palo Alto and offers insight that anyone would be wise to pay close attention to; close attention being an essential part of Mark’s ethos, as he says the “absence of a plan” is not part of his DNA. With this mindset, Mark breaks down the deep value of his meticulous planning and how it allows time for each important focus in his life, ranging from work, family, golf, or crucially as salient, when to leave some things by the wayside. Mark and Joubin also discuss their experiences during Palo Alto’s acquisition of Evident.io, how it has impacted Mark’s approach to the gritty specifics of acquisitions as a whole, and more.In this episode, we cover: How Mark used his grit to put himself through college - and the parallel between sales and the game of golf. (3:22)Why “the absence of plan” is not part of Mark’s DNA - and why he is intentional about the time he puts into work, family, and friends. (7:15)Palo Alto Networks: factors Mark considered as he evaluated the company, a look at his recruitment experience, and his 3 non-negotiables for hiring. (12:55)Mark reflects on some of Palo Alto’s wins, including their major stock increase in 2014 and the acquisition of Evident.io. (20:46)More on Palo Alto: Mark talks about Palo Alto’s change management approach and some of the challenges of the acquisition process. (26:08)Mark provides an overview of Alteryx and talks about the joys of being on the Alteryx team - and shares why 2021 became “the year of transformation.” (31:55)Why good leaders should help their teams learn from failures. (42:28)Mark’s advice to the aspiring CEO and his takeaways from his journey thus far. (47:26)Links:Connect with MarkLinkedInAlteryxConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Mike Gamson, CEO of Relativity, has joined the show this week to provide his take on leadership, sales, and the evolution of his career leading up to Relativity. Mike’s path into becoming a CEO is a varied one and his diverse range of experiences has helped him hone in on essential insights, which he very humbly shares. With a background in liberal arts, Mike has an interesting story about how he became a leader in the world of sales and technology. It all began when he made the decision to move to Costa Rica after an epic surfing trip along the coasts of South America. At one point, he faced a crossroads and had to decide between staying in Costa Rica or going back home. He chose the former and opened his own burrito shop. Afterward, Mike served as Advent’s head of product development, which set the stage for the rest of his career.In this episode, Mike walks through the transitions in his career and shares why he was initially hesitant to join LinkedIn. He also talks about the crucial leadership skills and values he gained at LinkedIn under Jeff Weiner’s tutelage and dives into Relativity, Chicago’s “best-kept secret,” and the exciting innovations that Relativity is bringing on board. In this episode, we cover: Mike’s fascinating professional journey leading up to LinkedIn; from turning down Goldman Sachs to opening his own burrito shop in Costa Rica - and he and Joubin discover some of the striking similarities they share. (02:03)The evolution of Mike's role at LinkedIn - and what factored into his decision to come on as an individual contributor. (9:47)The challenges LinkedIn faced in its early stages, as leadership navigated the company’s identity - and how the question, “what kind of leader do you aspire to be?” helped Mike tap into his core leadership principles. (15:37)Mike recounts moments when he was challenged to make decisions to preserve LinkedIn’s values as he grew into his sales leadership role - and how Jeff Weiner’s coaching gave him a more compassionate understanding of how to do business more broadly. (21:17)Why Relativity was the “best-kept secret in Chicago” - and why Mike feels passionate about leveraging tech companies to build ecosystems within their communities. (28:04)Mike’s views on investing in companies full-time and how his love for learning plays a role in his decision - and more on his transition to CEO of Relativity and how he gained his footing. (33:37)A look at Mike’s life as CEO: what he factors into his daily decisions, lessons learned, and his advice to those who are thinking of the next layer up job. (40:34)Mike elaborates on philosophies that he lives by, including his stance on hiring talent, why “yet” is the most powerful word in the English language, the power of being here by choice, and more. (45:21)Joubin and Mike discuss three important leadership traits - and the importance of asserting agency over your time to create a personal life harmony. (50:33)Links:Connect with MikeLinkedInRelativityConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Mike Clayville, CRO at Stripe, joins this week’s conversation to discuss what it's like to turn companies into forces of nature, using Mike’s chosen metaphor, the tornado. While Mike might be the first guest to compare company growth to a natural phenomenon, his insight is invaluable. Mike comes from a small town outside of Declo, Idaho, and grew up working on the family farm and ranch. It was there that Mike gained the hard work ethic that has catapulted him into the worlds of engineering and then finance. All along the way, he made himself known as “the guy in the cowboy hat” - be it in board meetings, or on business trips to Paris or Japan.In this episode, Mike and Joubin discuss the cultural significance of Mike’s hat and the importance of not forgetting where you came from. They also discuss Mike’s tenure at IBM when it was in decline, and how Mike shifted things there into an upward trajectory. Mike also explains his idea of first principles as a means to leading tornado companies, the innovation of Amazon, The Clayville Foundation and their fight against cancer, and more.In this episode, we cover:Mike’s early life in Declo, Idaho, where he worked on his family farm - and the symbolism behind his cowboy hat. (3:11)The reason behind Mike’s switch from engineering to finance - and a look at his tenure at IBM, the tremendous challenge he faced during its decline, and how he turned it around. (7:06)Mike’s philosophy on uncovering the first principle mindset and the qualities of a tornado. (13:44)The early days of Amazon and public cloud - and how Mike used first principles to lead some of the largest enterprises into a new world of technology. (18:33)An overview of Stripe: How Stripe helps companies understand their customers and how it compares to AWS in today’s internet economy. (26:42)Why you should fail as an innovator and be willing to be misunderstood- and how Amazon’s innovation model contains the secret sauce of success. (32:56)Selling as a muscle memory sport: Why Mike refers to prospecting as the calisthenics of sales - and a dive into the stages of prospecting. (39:42)More on the importance of prospecting and why cold-calling is the best way to start a sales career. (43:15)Mike talks about his detailed briefing process and how it helps maintain efficiency when getting to the heart of their customer’s needs. (48:50)How Mike’s daily runs inspire some of his best ideas - and an in-depth look at his effective decision-making process. (53:51)The Clayville Foundation: How The Clayville Foundation honors his late wife and seeks to find cures for cancer through technology and science. (01:03:00) Links:Connect with MikeLinkedInStripeConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Rob Lehman, Chief Business Officer at Compass, has an entrepreneurial spirit that has already set him forward in a burgeoning and exciting career at a young age. Rob’s path has come by no accident. His determination to be at the innovative edge and his unconventional approach to finding his bearing at Compass speak to Rob’s unique take. Rob’s business-focused mindset developed early on in his childhood. In the fourth grade, Rob started a basketball camp with an all too original name. As Rob advances his career, he continues to cultivate that mentality and brings a unique offering to the world of real estate.In this episode, learn more about Rob’s highly unconventional job search and why he makes the case for the value of the real estate agent as a deeply underappreciated asset to any business. Rob and Joubin also talk about what it is like to be the young guns at their respective companies and how they push to make the more senior members around them see their value, strengths, and much more.In this episode, we cover:An overview of Rob’s background - and his earliest memory as an entrepreneur beginning in the fourth grade. (1:22)Searching for Compass: Rob details his methodical research and what he turned down as he sought opportunities to work for an early-stage company. (3:43)Rob’s pivot from finance to strategy and operations - and why the real estate agent is a profoundly misunderstood professional. (10:15)Rob reflects on his first signs of product market fit - and the power of momentum when building a company. (16:09)A deep dive on finding the best talent - and why real estate agents are a powerful business entity. (21:39) Rob explains why it is crucial to think in the future and be comfortable with rapidly adapting your business. (31:40)Understanding the diversity of the real estate industry - and Rob’s mindset as a younger person surrounded by veterans in the field. (37:01)Creating Space: Joubin and Rob discuss the impact of effective time management and how your calendar can be your strategy. (42:09)Looking back on Rob’s earlier days at Compass and some key takeaways. (46:22)Links:Connect with RobEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

To say that Brian Frank, Chief Operating Officer of Cameo, comes from a non-traditional background into the career field of sales might be an understatement. Brain’s career began in law and he spent nearly a full career there before transitioning to sales in 2008, where he has been exceedingly active. Brian’s multifaceted background has given him a wide range of skillsets and a deep wisdom that has become invaluable to the organizations where Brian has worked. His focus on constantly learning through experience, as well as an emphasis on transparency has led him to the hard won successes that allow him to gain these perspectives. In this episode, Brain and Joubin talk about Brian’s shift from law, his tenure at LinkedIn, and how experiential learning led to the inspiring story behind Brian’s decision to take up the guitar. Brian also goes into the details on Cameo and their meteoric rise, his influence there, and more.In this episode, we cover:Brian talks about his shift from law, to finance, and finally to sales. (1:09)Brian’s colorful employment history (which began at age 13) prior to graduating from UC San Diego. (6:41)How Brian approaches outbound opportunities - and how a quick LinkedIn message led to a business partnership. (10:37)What Brian’s LinkedIn colleagues have to say about him - and his inspiring anecdote about how he met his guitar instructor, Marty Schwartz. (13:34)The story behind Brian’s ban from LinkedIn - and why his experiential learning style works for him. (17:15)All things sales ops: From defining the role to hiring and developing talent. (21:53)‘What do you value most?’: Joubin and Brian rank and discuss career, money, company and manager. (32:17)The lowest points of Brian’s LinkedIn ride - and what led him to be more transparent and open with his team. (36:37)What is Cameo? Breaking down Cameo and its fascinating growth. (45:34)How Brian assessed Cameo to determine if he was a fit - and his mindset when joining the company. (51:06)Why most businesses are demand constrained - and more on Cameo’s B2B expansion. (54:16)Links:Connect with BrianLinkedInCameoConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Marc Maloy’s storied career with IPOs and acquisitions has helped him develop essential insights into career success, leading him to become President of Field Ops at BetterUp.While Marc’s history is steeped with successful transitions, at each step he never failed to stay focused on the people. Marc remains focused on empathy, developing leaders first, and helping everyone in an organization reach their objectives. In this episode of Go to Market Grit Marc and Joubin go into the details on Marc’s offerings to RVPs and the importance of forecasting, lessons and takeaways from Marc’s acquisitions, notes on leadership, and what he brings to BetterUp.In this episode, we cover: With two IPOs and an acquisition under his belt, Marc shares why an IPO is a milestone and not just the end goal. (3:04)Why mentorship and building a formal career development plan helps avoid distraction and encourages pipeline generation. (4:32)Career planning with Marc: The importance of helping people reach their personal and professional goals. (9:06)The concept of your 50 50: Why RVPs should understand the process behind forecasting. (14:16)What Dan Shapero (Linkedin COO) and Marc have in common - and the most important quality of a leader. (17:27)From Glint to LinkedIn: Marc shares what he would have done differently during the acquisition - and what he’s learned. (23:27) What is BetterUp? The vision of BetterUp - and how it helps people thrive through the whole person assessment. (29:17) Permission to languish: The impact of top-performing athletes, like Naomi Osaka and Simone Biles, as the lines between our mental, physical, personal and professional lives continue to blur. (31:50)Leading with empathy: What it means to help your team drive flourishment in their personal lives. (37:26)Why authenticity is an effective leadership style - and why Marc signed up to be a Lyft Driver. (42:01)Seek to serve others before you seek to serve yourself: How this mindset enhances performance. (46:08)Hiring employees who embody BetterUp's value of "zest" - and Marc’s favorite interview question. (50:22)President of Field Operations: The meaning and importance of Marc’s role at BetterUp. (53:00)KPIs, metrics, and the health of your business: Marc's answer to the question he has asked many CEOs. (55:46)Links:Connect with Marc Email: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Since the 1990s, Scott Jones has had a successful career working in sales at technology companies including SAP, Tableau, and Alteryx. In early 2021, Scott took a job that had never before appeared on his resume — the role of Chief Executive Officer at Incorta, a company creating direct data analytics software.On this episode of Go to Market Grit, Joubin and Scott talk about Scott’s career, the value of making relationships with others in business, and the questions Scott had as he settled into his new role as CEO of Incorta.In this episode, we cover: Scott's career up until his current role as CEO at Incorta and the story of his very first job. (1:42)A more prominent role at a smaller company: The factors behind Scott's decision to leave SAP to work at Alteryx in 2017. (5:37)'A relationship business': The value of making connections and building a professional network. (9:01)The responsibilities of a CEO, the common qualities of successful leaders. and the conversation that put Scott on the path to eventually running a company. (12:41)Imposter syndrome: Dealing with self-doubt and insecurity, why failure is part of success, and the importance of taking risks. (16:27)How Scott's current company, Incorta, is streamlining data delivery to business users through a data and analytics platform — and why Scott wanted to work at Incorta. (22:59)Fundraising and dealing with a board and investors: Questions Scott had when he took his first CEO job — and keeping a company's co-founders around as a new CEO. (26:42)Problem-solving, selling, and messaging: Scott's first fundraise as CEO. (33:59)How the responsibilities of a CEO differ from that of a CRO — and the importance of being self-reflective when preparing for a CEO role. (37:07)The "prep homework" Scott gives to salespeople and sales engineers when they start work at Incorta. (44:24)What the word grit means to Scott. (46:44)Links:Connect with ScottLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Ever wonder how McDonald’s came up with its famous “I’m Lovin’ It” tagline? Brandon Snow knows all about it — in fact, he worked for the German advertising agency Heye & Partner when it pitched the winning slogan years ago. With an impressive career that took him to live in Poland, Germany and China, Brandon has worked for not only Heye & Partner, but also the NBA as a senior marketing leader. Now, Brandon works as head of Activision Blizzard Esports — where he leads the effort to leverage the company’s popular video games such as Overwatch and Call of Duty to create city-based global franchise esports leagues.On this episode of Go to Market Grit, Joubin and Brandon talk about the importance of creativity and charisma in the advertising industry, Brandon’s experience working for the NBA in China, and Activision Blizzard’s vision to build “generational fandom” around its esports leagues over time.In this episode, we cover:'I'm lovin' it': Brandon's experience of working at marketing firm Heye & Partner as it first pitched McDonald's now-famous worldwide tagline. (3:03)Why Brandon left the NBA to transition from marketing to sales — and his eventual return to the NBA to work in sales. (7:02)'Managing an orchestra': The incredibly long hours spent working on pitches as head of new business of an advertising agency — and the chances a pitch will succeed. (10:55)The importance of creativity and charisma in the advertising business — and how sports sponsorship has evolved over time. (13:50)Brandon's experience working for the NBA in Beijing, China — and the importance of embracing how different cultures conduct business. (18:38)China, Hong Kong, and the NBA: The politics of running a global business. (24:04)How Activision Blizzard is creating professional, NFL-like global esports leagues with its existing video game IPs. (28:01)Activision Blizzard's vision to build 'generational fandom' in its professional, global, and city-based esports leagues over time. (35:06)Ticket sales, sponsors, and digital goods: The revenue models behind the 'Overwatch' and 'Call of Duty' esports leagues. (39:55)Activision Blizzard's franchise model for esports leagues — and why the esports industry must mature past sponsorship as its main revenue source. (43:16)What other entertainment industries can learn from the video games business — and why Activision Blizzard continues to invest in its already popular video game franchises. (49:17)What the word grit means to Brandon. (53:53)Links:Connect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

When Oliver Jay worked for venture capital firm New Enterprise Associates in the late 2000s, he found that the most rewarding aspect for him was working with portfolio companies and watching the beginnings of sales operations.“But as an associate, let’s be honest, I was there to crunch numbers, and write memos, and source deals,” Oliver said. “That’s why I decided to leave. Even though I loved the job intellectually, I just wanted a piece of the action.”Soon after, Oliver earned an MBA from Harvard Business School, and flexed his sales knowledge at companies like Dropbox. Now, Oliver works as Head of Global Revenue and Business Development at Asana, a company developing a work management platform.On this episode of Go to Market Grit, Joubin and Oliver talk about Oliver’s upbringing, the benefits of implementing “checks and balances” into the hiring process, and how to blend product-led growth and value enterprise sales.In this episode, we cover:How Oliver educated himself about go-to-market operations by embarking on a 'campaign' to meet and learn from successful sales leaders. (3:03)'I learned a ton': Oliver's thoughts on the value of business school. (9:04)Oliver's experience as an immigrant in the United States — and how he wants to teach authenticity and grit to his children. (12:18)How Oliver learned that he had an eye for identifying talent — and how he motivates and inspires teams with long term goals. (17:31)Building 'checks and balances' into the hiring process. (21:56)Uber vs. Grab: Oliver's firsthand experience on the board of Grab as it competed with Uber for the Asian rideshare market. (24:19)'Seed, land, and expand': What Oliver's experience working at Dropbox taught him about structuring sales organizations at product-led companies. (28:06)Oliver's current business, Asana, its work management platform — and building a ‘balanced’ company culture. (38:28)Uncovering whether a job candidate understands excellence during an interview — and the value of helping people grow and develop. (41:28)What the word grit means to Oliver. (44:41)Links:Connect with Oliverhttps://asana.comConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Eric Morse is unabashedly a “super nerd.”With a degree in physics from Duke University, Eric taught himself how to program and joined a consulting firm where he worked at implementing PeopleSoft, a human resource management system. Eventually, Eric found his way into sales — working at Google, NetSuite, and Ayden — until he eventually and most recently became SVP of Sales at Affirm, Inc. in 2018.On this episode of Go to Market Grit, Joubin and Eric talk about Eric’s interest in technology, collaborative sales environments, and how Eric’s company Affirm is changing the way consumer loans work.In this episode, we cover:From $0 to $60 million in 18 months: How Eric's background studying physics and learning to program helped him sell the Google Cloud Platform in the early 2010s. (2:47)Technology and product-market fit: How Eric evaluates companies during a job search. (12:10)Why it takes Eric time to understand a company's technology upon being hired — and how he makes an immediate impact on how teams are structured and organized. (16:09)Building a collaborative and supportive sales environment. (19:57)Eric's current company, Affirm, and its role as a financial loan lender for consumers and as a marketing accelerator for merchants. (24:11)A tech company in finance: How Affirm calculates borrower risk during the underwriting process — and how the company assumes liability of the loans it lends. (29:36)Affirm loan vs. credit cards: How Eric believes Affirm can help people budget for goods and services in a transparent way. (33:42)'The consumer has to be the center': How Affirm is keeping its responsibilities to the consumer as competition increases. (38:01)Affirm’s company culture of debate and discussion. (45:09)What the word grit means to Eric. (48:09)Links:Connect with EricEmail: [email protected] Connect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Many successful LinkedIn alumni have been welcomed as guests on this podcast — and this week, the insightful LB Harvey will be joining those ranks.After starting her sales career as a Sales Executive at Corporate Executive Board, LB spent six years as an account executive and sales leader at LinkedIn before moving to Intercom to work in sales leadership. Now, LB serves as Chief Revenue and Success Officer of Front, a growing company creating a customer communication platform. On this episode of Go to Market Grit, Joubin and LB talk about authenticity in the workplace, interviewing job candidates, and tips for successfully bringing a company up-market.In this episode, we cover:Why LB decided to leave LinkedIn — and how she built cross-functional go-to-market knowledge. (3:13)'A high-quality revenue machine': LB's current company, Front, and its customer communication platform. (7:12)The 'inner competitor' within LB, the innate and learned aspects of confidence, and the importance of staying authentic. (11:24)The importance of being clear with job candidates about the opportunities, challenges and expectations of the role. (22:36)Why LB is 'biased against' having team members partake in the evaluation of a manager or director level job candidate. (26:55)Asking sales job candidates how they prioritize their calendars to evaluate for intensity, productivity and speed. (29:18)The importance of executive alignment when working to bring a company up-market. (31:59)Why investing in sales operations is critical in the early stages of bringing a company up-market. (37:06)The benefits of outbound sales — and why sales leaders should focus on operational excellence. (39:44)What the word grit means to LB. (43:28)Links:Connect with LBEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Dan O’Connell’s career is an impressive display of how hard work can catapult a person from the bottom of the sales hierarchy to the very top of business leadership.Having started as an account coordinator at Google AdWords in 2003, Dan has climbed the corporate ladder — eventually becoming the CEO and President of TalkIQ in 2017. Now, Dan serves as the Chief Strategy Officer, Chief Revenue Officer and as a board member at Dialpad, a company creating an AI-powered cloud communication suite.On this episode of Go to Market Grit, Joubin and Dan discuss Dan’s experience selling online advertisements for Google in the early to mid 2000s, Dan’s experience of becoming a CEO, and the importance for senior leaders to make an effort to connect with employees.In this episode, we cover:'Shooting fish in a barrel': Dan's experience working for Google and selling online advertisements in the early 2000s. (5:00)'I wanted to do more': Taking risks and avoiding career complacency. (7:36)Identifying skilled salespeople when demand is insanely high — and the moment when Dan realized Google was a big deal. (12:45)The key character traits of people hired on Google's go-to-market team — and how to identify ‘coachability’ in a job candidate. (22:31)Why Dan decided to become CEO and president of TalkIQ in 2017 after working in sales — and how his father’s example motivated him.Humility, ambition and optimism: The qualities Dan would want his children to have — and the role of parents in encouraging new opportunities and growth. (34:10)'An awesome experience': The complexities and fun of being a tech CEO. (37:02)Dan's current company, Dialpad, and its AI-powered cloud communication suite — and how he deals with the transition from CEO to a lower senior position. (43:47)The skills and qualities of a successful business manager. (47:48)What the word grit means to Dan. (51:35)Links:Connect with DanLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

When it comes to building a profitable business, Amanda Kleha has learned by doing. Amanda’s seven-year tenure in multiple senior marketing and sales positions at Zendesk saw the company make an IPO, grow from 12 employees to 2,000, and go from $1 million to $300 million in revenue. Now, as Chief Customer Officer at Figma — a company recently valued at $10 billion that is creating collaborative design user interface platforms — Amanda is cementing her status as a top-tier business leader.On this episode of Go to Market Grit, Joubin and Amanda talk about Amanda’s very successful run at Zendesk, her current work as CCO at Figma, and the importance of keeping the voice of the customer in focus during decision-making.In this episode, we cover:Structured, yet open: Amanda’s strategy for interviewing job candidates. (6:14)Zendesk's massive growth and how it correlated with Amanda's feeling that she was having less fun working at the company. (11:22)Building experience, gaining traction, showing impact: The benefits of sticking with a company for the long term. (14:51)'This is the next Adobe': Figma's collaborative design user interface platform. (21:05)How Amanda started working for Figma — and how she simplified the company's go-to-market through a combination of self-service and sales-assisted motions. (24:50)Keeping the voice of the customer front-and-center during decision-making. (29:43)Reflecting on negative and positive career milestones. (37:50)How Amanda felt when others were hired to more senior positions before her at Zendesk — and how that experience helped her become more empathetic. (41:34)Ways that sales reps at Figma stand out since quota attainment is so high. (45:33)Leaders, fillers, and killers: Amanda's framework for product bundles. (52:11)What the word grit means to Amanda. (1:03:07)Links:Connect with AmandaLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

When Steve Rowland studied at Texas A&M University to get his degree in engineering, he likely wouldn’t have expected that his career would shift into one of an extremely successful sales leader.Over his 20+ year business career, Steve’s built successful teams at technology companies such as BMC Software, Appigee, and DataStax. Now, Steve serves as Chief Revenue Officer of Okta, a company selling identity security software.On this episode of Go to Market Grit, Joubin and Steve talk about what Steve looks for in a company before deciding to join, the ins and outs of an acquisition integration, and the importance of leadership development.In this episode, we cover:How Steve's upbringing informed his work ethic. (1:46)'The beginning of many career pivots': Steve's first job at BMC as an inside sales rep. (5:43)Size, product, and leadership: What Steve evaluates in a company before deciding whether to join. (7:51)Curiosity, relevance and new experiences: Why (and how) Steve continues to reinvent himself and his career — and his process for analyzing risk. (12:11)Steve's current company, Okta, and its successful identity security software. (21:46)How company culture can make or break an acquisition integration — and how change can lead to positive growth. (25:26)Examples of the 'core DNA' Steve looks for in future leaders — and how he uncovers these unteachable qualities during job interviews. (32:26)Working with potential leaders on their professional development. (40:36)What the word grit means to Steve. (46:01)Guest: Steve Rowland, Chief Revenue Officer at OktaLinks:Connect with SteveWebsite: https://www.okta.comConnect with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

Take one look at Renu Gupta’s resume and it’s immediately clear that she is a talented — and successful — sales leader. With experience at companies such as Google, Dropbox and Slack, Renu has led large sales teams and produced results. Now, Renu serves as Vice President of Sales at Thrive Global, a company founded by CEO Arianna Huffington, that seeks to end workplace burnout with behavior change technology. On this episode of Go to Market Grit, Joubin and Renu discuss personal and professional habits, the importance for sales reps to practice “proactive communication,” and Thrive Global’s lead generation strategy.In this episode, we cover:What Renu's one-year tenure as an account executive at Google taught her about different styles of management. (4:04)Why Renu was apprehensive about transitioning from an individual contributor to a manager at Dropbox — and why she hasn't looked back since. (7:06)Thrive Global: How Renu's current company is helping businesses empower employees to build positive life habits and reduce burnout through technology. (9:16)Personal and professional habits: The habits Renu never misses — and the lessons about hard work and gratitude she teaches her children. (16:03)'We're all human': The aspirational habit Renu has that she often breaks — and how she works to make up for it. (20:32)Why 'proactive communication' is a common habit among successful sales reps. (23:35)'Multi-year enterprise-wide deals': Thrive Global's B2B sales strategy. (26:53)‘Brand recognition’: How Thrive Global generates sales leads through referrals. (32:35)The recruiting benefits of having a powerful mission. (35:30)What the word grit means to Renu. (38:45)Guest: Renu Gupta, VP of Sales at Thrive GlobalLinks:Connect with RenuEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] Learn more about Kleiner Perkins

When Jan Zeman was hired as a sales development representative in the early 2000s, he had a unique background in management consulting and venture capital. Jan has since risen through the sales ranks, having helped his previous company, Responsys, grow from $25 million in ARR to $200 million, among other successes. Now, he serves as SVP Sales, America at Iterable, a company creating a cross-channel marketing platform.On this episode of Go to Market Grit, Joubin and Jan talk about Jan’s career working at Responsys, how Jan determines his personal and professional priorities, and tips for identifying successful sales talent.In this episode, we cover:From venture capital to cold-calling: How Jan started his sales career. (2:17)Jan's nine-year run working in sales and sales leadership at Responsys — and why he never chose to leave. (5:37)The personal and organizational challenges Jan faced while working at Responsys — and why Jan wanted to become a sales leader. (10:23)'I was very open-minded': How Oracle's purchase of Responsys helped Jan learn how to lead larger teams. (14:05)How Jan's current company, Iterable, uses data to personalize communications between a company and a customer. (16:35)'Lean into the change': The importance of learning new business and life skills. (18:50)The importance of finding balance between work and life — and how Jan uses weekly journaling to help determine his personal and professional priorities. (24:22)How Jan evaluates curiosity in job candidates. (31:32)The value of listening, collaboration, and recruiting known and undiscovered talent as a sales leader. (36:43)The three segments of Iterable's business and how the company goes to market. (40:30)The benefits of having a product with a unique and changing differentiation — as well as how Jan teaches enablement to his team. (42:27)What the word grit means to Jan. (46:16)Guest: Jan Zeman, SVP Sales, America at IterableLinks:Connect with JanLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

Not many people can say they’ve held leadership positions in marketing, sales, and HR during their business career. Well, maybe except for Rachael Powell, who has done all three and says it’s just her “natural curiosity” that brought her on such a path. Having worked for over 25 years at digital and technology companies, Rachael now serves as Chief Customer Officer at Xero, a company creating cloud-based accounting software for small businesses. On this episode of Go to Market Grit, Joubin and Rachael discuss ways to apply positive psychology within an organization in order to improve customer experience, as well as how Rachael recruits for talent.In this episode, we cover:How Rachael's current company, Xero, is focused on improving lives across the globe through its cloud-based accounting software for small businesses. (4:59)How Rachael's 'natural curiosity' helped her build a broad skill set. (7:55)‘I'm definitely a builder': The apprehension Rachael felt before taking the Chief People Officer role at Xero — and why she took the job. (10:44)This is absolutely a vocation for me': Why Rachael loves her job and is invested in Xero's purpose. (16:32)'Don’t ask, show': Why Rachael believes that results come from ‘showing what you’re capable of’ and not by asking for them. (20:26)‘The human ripple effect’: How enthusiasm for a company can transfer from employees to customers — and the benefit of putting all elements of the customer journey under one executive. (23:33)Recruiting talent: Why Xero focuses on having a conversation with job candidates to gauge their values, passions, and strengths. (27:17)How to develop new talent and build a strong foundation of wellbeing within an organization with ‘positive psychology.’ (30:40)Why Rachael hired communication, recruiting and diversity roles when she became Chief People Officer at Xero — and how the company tries to foster an authentic workplace environment. (34:07)Why putting 'play' into an organization is crucial for innovation. (38:58)'It is an enormous opportunity': Xero's strategy for bringing their product to market in the Northern Hemisphere. (44:10)How Rachael defines the word grit. (51:21)Guest: Rachael Powell, Chief Customer Officer at XeroLinks:Connect with RachaelXeroConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

Ryan Barretto knows all about what it takes to successfully scale a business.After an impressive 10-year career in sales leadership roles at Salesforce, Ryan took a role as SVP of Global Sales at Sprout Social — a business creating social media management tools — where he helped grow the company from $30 million in revenue to $170 million. Now, one IPO later, Ryan is President of Sprout Social — and, also, today’s guest on Go To Market Grit! On this episode, Joubin and Ryan discuss Sprout Social’s content-led inbound lead generation engine, as well as the importance of delivering a compelling company vision as a leader.In this episode, we cover:How Ryan's company, Sprout Social, is streamlining and improving social media management for businesses. (5:31)Early stages and IPO: The most stressful aspects of growing and scaling Sprout Social sales operation from $30 million to $170 million of revenue. (8:27)Leveraging content-driven marketing to support an inbound lead model. (13:55)How Sprout Social's product-led trial model makes account executives focus more on 'customer success' — and the evolution of the 'enterprise rep.' (16:19)The importance of asking for and taking feedback from colleagues as a leader. (19:59)Self-critical learners: Characteristics of successful new hires at Sprout Social — and how Ryan identifies learners during job interviews. (22:49)Why Ryan cares so deeply about learning and self-improvement — and how his upbringing as a first-generation Canadian informed his work ethic. (26:23)Instilling and supporting a culture of learning within an organization. (33:31)Fostering trust and rapport: Using collaboration with various business departments to communicate and build an inspiring company vision. (37:10)Learning and building credibility as a leader through being hands-on in all areas of a business. (41:08)'Nailing the why': The importance of clear internal communication during periods of change. (43:01)What does the word grit mean to you? (46:27)Links:Connect with RyanLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

Erica Anderson had never carried a bag before she was promoted to Vice President of Worldwide Sales at GitHub in 2019. With a successful career as a sales operations leader under her belt, Erica has since been promoted twice at GitHub — most recently to Senior Vice President of Revenue. On this week’s episode of Go to Market Grit, Joubin and Erica talk about the lessons Erica has learned about leadership throughout her career and the combined bottom-up and top-down selling approach of GitHub.In this episode, we cover:'The Home of Open-Source Software': How GitHub is used for software development and when Erica joined the company. (3:12)How Erica was promoted to VP of Worldwide Sales at GitHub despite never having been a quota-carrying salesperson herself. (5:35)The Value of Partnerships: What a successful relationship between sales operations and a sales leader looks like. (8:51)'Listening and learning': The methods Erica used to develop a new skill set for the sales leadership job she had never done before. (10:47)Hiring too soon: The 'very painful lesson' Erica learned at GitHub about hiring and expanding before fully understanding product-market fit. (15:43)Finding what fuels 'internal drive' — and the differences between external and internal competitiveness in sales. (19:18)How Erica's overall focus changed when promoted to a sales leadership role from a sales operations position — and the importance of individual forecasting for sales reps. (23:36)Sales motions: The 'internal selling' Erica did to convince GitHub to embrace top-down selling in addition to its existing bottom-up sales structure. (27:41)'Aggregating customer feedback': How GitHub decides which product feature requests to prioritize. (34:01)The counterarguments made when Erica and her team advocated for a top-down selling motion to enterprise clients at GitHub. (38:03)How Erica defines grit. (41:37)Links:Connect with EricaGitHubEmail: mailto: [email protected] with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

Growing up in a farm town in Pennsylvania with a population of just 183 people, Harry Ault had big career aspirations.After working for CitiGroup in management positions, Harry built a successful career as a sales leader in the tech industry. As a go-to-market guru, Harry now serves as the Chief Revenue Officer of DataStax, a data management company.On this episode of Go to Market Grit, Joubin and Harry talk about Harry’s three steps to a technology company turnaround, transitioning from legacy revenue to SaaS subscription revenue, and the importance for salespeople to demonstrate their product.In this episode, we cover:Harry's experience moving to Australia for a job in his early 20s — and the importance of seeking out new learning opportunities. (3:49)Adapting to change: The relationship between curiosity, taking ownership, and grit. (8:18)Learning from failure and the galvanizing impact of company cultures. (12:10)Changing company strategy, go-to-market, and external perception: Harry's three steps for a tech company turnaround. (17:46)'Make change in hours': The benefits of fostering a non-hierarchical, mission-oriented company culture — and the importance of listening to customer feedback. (21:31)Transitioning from legacy to SaaS: Why DataStax separated its SaaS sales team from the organization that works with its legacy customers. (26:38)'Elevating our sales capability': Growing a successful SaaS go-to-market strategy by focusing on product demonstration and partnering with customers. (31:07)Communicating a product's value to a customer by personalizing a hands-on demonstration as a salesperson. (38:22)How Harry defines the word grit. (42:41)Links:Connect with HarryLinkedInConnect with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins

Laura Palmer will never forget the first big technology sales deal she ever closed.Having only worked professionally as an inside sales rep, Laura took a leap of faith early in her business career and negotiated a half-a-million deal with a customer while “kind of knowing what I was doing and kind of not knowing what I was doing,” she says. So when Laura stood up for herself by telling the CEO of her company that she believed she should be promoted to a field rep, it’s no surprise she was given the job on the spot.Since then, Laura — who now serves as Vice President of Sales, Americas & EMEA at Unity Technologies — has built an extremely successful career in sales and sales leadership. On this episode of Go to Market Grit, Joubin and Laura talk about returning to the office in a post-COVID world, as well as the importance of building relationships with customers by physically showing up.In this episode, we cover:From inside sales to top field rep: How Laura 'demanded the ball', closed a large sales deal, and earned a promotion. (0:52)Career changes: Laura's story of leaving Google — and what her decision making process looked like. (8:02)Unity Technologies: Unity's successful video game engine — and the applications this technology has outside of gaming. (16:19)Create and operate: The 'two sides' to Unity Technologies' business operation — and the company's 'complicated' go-to-market model. (18:55)Finding a balance: The framework through which Laura is making decisions on how to run her sales team post-COVID — and the importance of community building within an organization. (23:42)People buy from people': Why Laura believes that field sales is not 'dead' — and redefining 'inside sales' to 'strategic sales.' (29:51)Joubin and Laura share stories about the value of building relationships with business customers by physically showing up. (32:59)Gaining satisfaction as a leader by helping people grow and learn — and how women can help other women succeed in business. (38:24)How Laura defines grit. (43:19)Links:Connect with LauraLinkedInEmail: [email protected] with JoubinTwitterLinkedInEmail: [email protected] more about Kleiner Perkins