7. AJ Tennant, Founder at Tenacity Capital - From Building Slack's Sales Org to Scaling Glean to $100M ARR

Inside The Pipeline: B2B Sales and GTM · Mar 11, 2026 · 52m

AJ Tennant was one of Facebook's early employees, built Slack's sales organisation from the ground up, and helped scale Glean to $100M ARR before it became one of the most talked-about AI companies around. Now he's running his own fund at Tenacity Capital, backing the next wave of B2B businesses. In this episode, AJ breaks down what the early days at Facebook actually looked like, how he thinks about building a sales org from scratch, and the go-to-market lessons from Slack that rarely get talked about. He also gets into his investing philosophy: what he looks for in a business, what makes a…