6 Pivots to $5M ARR | Finding Product-Market Fit | Building Global Teams | AI in sales: The Warmly Story - with Maximus Greenwald, Warmly.ai

In this episode, Maximus Greenwald, founder of Warmly.ai, shares insights on building a successful B2B SaaS company. With over $5M ARR and 60 employees globally, Max discusses how they pivoted six times before finding product-market fit, why learning is the only metric that always needs to go up, and how they're building an AI-powered sales enablement platform.

What You'll Learn:

Finding Product-Market Fit:

• Why six pivots were necessary

• The importance of continuous learning

• How to know when to persist vs pivot

Building Remote Teams:

• Managing 60 people across multiple countries

• The 10-15% remote work efficiency trade-off

• Building culture across time zones

Sales & Marketing Evolution:

• From founder-led to team sales

• Why marketing should own top of funnel

• The future of AI in sales

Co-founder Dynamics:

• Managing roles and responsibilities

• The power of cross-functional leadership

• Building trust between co-founders

Growth & Scale:

• The path to $5M ARR

• Building in San Francisco

• Preparing for Series B

ALL ABOUT UNICORN BAKERY:

https://zez.am/unicornbakery 

Where to find Max:

LinkedIn: https://www.linkedin.com/in/max-greenwald/ 

Website: https://www.warmly.ai/ 

More about Guest-Host Mike Mahlkow:

LinkedIn: https://www.linkedin.com/in/mikemahlkow 

Website: https://www.mikemahlkow.com/ 

Join our Founder Tactics Newsletter:

2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach:

https://www.tactics.unicornbakery.de/ 

Chapters: 

(00:00:00) What you need to know about Max & Warmly.ai

(00:05:04) The rough early days at Warmly

(00:10:43) How close was Max to quitting?

(00:14:58) What was the actual pivot at Warmly?

(00:24:23) How does Sales evolve over time?

(00:34:02) How does the speed change while scaling?

(00:45:50) How does Max divide and conquer the world of his co-founders?