Shows / Inside The Pipeline: B2B Sales and GTM
Inside The Pipeline: B2B Sales and GTM
Inside The Pipeline is throxy's B2B sales and go-to-market podcast, recorded with the founders, GTM leaders, and investors building some of the fastest-growing companies in tech right now. Guests so far include people from OpenAI, Vanta, Pleo, ElevenLabs, Granola, Slack and Seedcamp. Every episode goes deep on go-to-market strategy, sales leadership, and how AI is actually changing the way B2B companies sell, hire, and scale. Real operators, real numbers, not theory. Look, I know what you're…
Episodes
Inside The Pipeline: B2B Sales and GTM18. Conor Hyland, RVP GTM EMEA at ComplyAdvantage - Why High-Performance Sales Teams Are Built on Trust
Conor Hyland is RVP GTM EMEA at ComplyAdvantage, the AI company helping enterprises fight financial crime. He started his career selling on the shop floor at…
Inside The Pipeline: B2B Sales and GTM17. Will Tomlins, RVP of Mid-Market & Enterprise at Wiz - Why "Pain and Champion" Still Wins Enterprise Sales
Will Tomlins is Regional Vice President of Mid-Market and Enterprise Sales at Wiz, the cloud security platform Google acquired for roughly $32 billion in the…
Inside The Pipeline: B2B Sales and GTM16. Jay Mirpuri, GTM Lead at Light - From a Failed AI Startup to Building an Outbound Sales Engine, Why Cold Calling Still Wins in B2B Sales
Jay Mirpuri leads GTM at Light, an AI native finance platform, and he built its cold calling program from nothing into a team that books 30 to 35 meetings a…
Inside The Pipeline: B2B Sales and GTM15. Callum Matthews-Mackay, Head of Sales at Onetrace - Selling Compliance Software to Fire Safety's Hardest-to-Reach Buyers
Callum Matthews-Mackay leads sales at Onetrace, the compliance software fire protection subcontractors use to prove installations were done right, turning what…
Inside The Pipeline: B2B Sales and GTM14. Max Greenbury, Startup GTM at OpenAI - Inside OpenAI's Sales Playbook
Max Greenbury is part of OpenAI's go-to-market team, working the startup side with around 14 later-stage accounts from the UK to Israel and Lithuania. He…
Inside The Pipeline: B2B Sales and GTM13. Nick Taylor, Head of Customer Success at Granola - From Onfido to Synthesia, Building AI's Central Cortex for Business Context
Nick Taylor has spent his career inside three of London's most important AI and fintech companies. He worked with high-growth neobanks like Monzo and Revolut…
Inside The Pipeline: B2B Sales and GTM12. Sacha Vauclin, GTM at Scarlet - From BeReal's US Growth to Certifying AI Medical Devices
Sacha Vauclin cold DM'd the founder of BeReal and talked his way into the French social app in its earliest days. He then ran the "underground" playbook that…
Inside The Pipeline: B2B Sales and GTM11. Alex Padgette, EMEA Partnerships at Vanta - Shadow AI Is the New GDPR, Compliance Automation and Building Partnerships That Actually Deliver
Shadow AI is already inside your company. Employees are plugging proprietary data into tools like ChatGPT without authorisation and most businesses have no…
Inside The Pipeline: B2B Sales and GTM10. Mitchell Powers, VP Commercial at Pleo - Scaling Go-to-Market Teams Across Fintech, from GoCardless to Pleo
Mitchell Powers has spent the last decade building go-to-market teams inside some of fintech's most important companies. He started out coaching rowing at…
Inside The Pipeline: B2B Sales and GTM9. Sophia Arora, Founding Growth at Jack & Jill - McKinsey to AI Startup, Building a Consumer Product That's Coming for LinkedIn
Sophia Arora did what most people from a consulting background talk about but never do. She left McKinsey, moved to New York for Oddity Tech, then came back to…
Inside The Pipeline: B2B Sales and GTM8. Will Caplan, Co-Founder of Tano - Using AI to Flip the Influencer Marketing Model
Will Caplan is the co-founder of Tano, an AI-native influencer agency that's automating everything agencies used to charge a fortune for - sourcing, contracts…
Inside The Pipeline: B2B Sales and GTM7. AJ Tennant, Founder at Tenacity Capital - From Building Slack's Sales Org to Scaling Glean to $100M ARR
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…
Inside The Pipeline: B2B Sales and GTM6. Holly Allen, Founding AE at FullEnrich - Cold Calling, Contact Data, How To Get 50,000 Followers on LinkedIn
Six months before this conversation, Holly Allen was ready to quit sales entirely. Today, she's the Founding Account Executive for UK&I at FullEnrich, a…
Inside The Pipeline: B2B Sales and GTM5. Georgie Candy, Investor at PROfounders Capital - From Insurtech Lawyer at Allen & Overy to an Early Harvey AI Pilot That Led Her Into Venture
Georgie Candy trained as a lawyer at Allen & Overy, working insurtech deals, before an early pilot of Harvey AI changed her mind about where she wanted to…
Inside The Pipeline: B2B Sales and GTM4. Oscar Lanzendorf, GTM at ElevenLabs - Inside ElevenLabs' Run from Zero to $300M ARR and a $6.6BN Voice AI Valuation
ElevenLabs went from zero to $300M ARR in three years and is now valued at $6.6BN, and Oscar Lanzendorf is inside the go-to-market team making that happen…
Inside The Pipeline: B2B Sales and GTM3. Christopher Mjelde, Kenobi Co-Founder - Building an AI Website Personalisation Tool After Two Years in Y Combinator Stealth Mode
Christopher Mjelde spent two years building Kenobi in stealth mode after going through Y Combinator, and this episode lands right as the product finally comes…
Inside The Pipeline: B2B Sales and GTM2. Amelia Miller, Ivee Co-Founder - From Dragons' Den to Reskilling the Workforce for AI
Amelia Miller walked onto Dragons' Den with her co-founder and sister, Lydia, and walked off with an investment from Steven Bartlett. What happened in the…
Inside The Pipeline: B2B Sales and GTM1. Will Bennett, Investor at Seedcamp - From Operator at $5bn Fuse Energy to Backing Revolut and Synthesia's Earliest Rounds
What actually separates founders who make it from the ones who don't? Will Bennett has seen the question from both sides. He was an operator at Fuse Energy…