The Winners

Nathan Merzvinskis

Founder and CEO

Nathan founded Freckle and grew it 2,236% year-over-year. A number that obscures the harder story, which is that he pivoted the company's entire ICP definition mid-year when early traction data showed the original positioning was attracting the wrong customers. He rebuilt Freckle's go-to-market around a sharper segment, used the pivot as content to build in public, and turned the transparency of the process itself into a community acquisition channel. The result is 6,500 users, a $4M seed round closed in May 2026, and a marketing motion where the founder's story and the product's story are the same.

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Kendall Tucker

Director of Creative Experimentation

Kendall leads creative experimentation at Ramp with a mandate that most marketing functions wouldn't know how to operationalize: systematically test creative hypotheses at the speed of a performance team while maintaining the quality bar of a brand team. She has built the function around a test-learn-scale loop that has become one of Ramp's primary levers for paid acquisition efficiency, generating creative insights that feed directly into media buying decisions rather than running in a separate brand track. The result is a creative function that is measurably accountable to pipeline and a Ramp brand that is consistently recognized as one of the most distinctive in B2B fintech.

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Varun Puri

Co-Founder & CEO

Varun built Yoodli's growth engine around a counterintuitive insight: in a market crowded with AI productivity tools, the companies that win are the ones that produce verifiable behavior change rather than just usage metrics. He designed Yoodli's go-to-market around enterprise buyers who can measure communication improvement at scale, creating a distribution motion that runs through HR and L&D rather than direct sales, and building social proof around measurable outcomes rather than feature comparisons. The strategy has driven Yoodli's expansion into enterprise accounts at a rate that no individual sales-led approach could have replicated.

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Arjan Van Staveren

CRO

Arjan is CRO at RobCo, an industrial robotics company selling into manufacturing environments where buying decisions take years, involve plant managers and CFOs simultaneously, and are measured against operational ROI rather than software metrics. He built RobCo's sales motion from scratch by designing a process that aligns the long buying cycle with ROI validation milestones. Making the sales process itself a proof of value rather than a pursuit of approval. The approach has produced a pipeline quality and close rate that outperforms industrial robotics benchmarks, and a sales team that is equally fluent in factory floor economics and enterprise procurement.

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Luke Harries

Head of Growth

Luke leads growth at ElevenLabs during the company's expansion from AI voice synthesis tool to the infrastructure layer behind some of the most widely used audio experiences on the internet. He has built the growth model around the natural virality of the product. Every piece of AI-generated audio is also a distribution event, and engineered the funnel to capture intent signals from creators, developers, and enterprises at very different stages of the purchase journey. The approach has helped ElevenLabs scale to one of the highest-growth positions in the generative AI landscape while maintaining the developer credibility that makes enterprise expansion possible.

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Stephanie Valenti

VP of Sales, Direct, Channel and Partnerships

When Stephanie set out to transform Bill's channel organization, she started by meeting with more than 100 accounting firms to understand exactly how they wanted to be supported, letting that research shape a full organizational realignment led with transparency and a willingness to acknowledge mistakes and adjust in real time. Net new retention improved significantly in the first quarter, with nearly half again as much growth delivered across the full first year, all executed without pushback from the sales organization. Beyond Bill, Stephanie has taught thousands of senior leaders globally on forecasting and revenue modeling and is currently focused on how AI shapes the prospect and customer experience, making her a model for what thoughtful, customer-first revenue leadership looks like at scale.

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Ravish Agrawal

Growth Marketing Lead

Ravish runs growth marketing at Gamma during the company's breakout from niche AI productivity tool to mainstream presentation and document platform. A transition that requires managing viral consumer behavior and enterprise adoption simultaneously without one undermining the other. He built a growth model that uses the product's built-in sharing mechanics as the primary acquisition channel, creating a loop where every document shared is also a brand impression and a conversion opportunity. Gamma's growth rate and retention profile reflect a marketing motion that has learned to amplify the product rather than run alongside it.

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Tim Rutten

CMO

Tim has built Backbase's marketing during the company's evolution from digital banking platform vendor to the infrastructure provider for the new generation of engagement banking. A positioning shift that requires convincing conservative financial institutions to think about their core technology as a competitive differentiator rather than a compliance cost. He built the marketing strategy around the bank executives making that strategic decision, creating thought leadership and event presence that positions Backbase at the level of banking strategy rather than software procurement. The result is a marketing organization that consistently generates pipeline from the C-suite, not the IT department.

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Brian Wiechowski

SVP of Revenue

When Brian took on the challenge of scaling Contentful's go-to-market beyond its early adopter base, he faced a classic but genuinely hard transition, moving from an inbound-driven model to a coordinated outbound motion capable of landing larger deals in bigger organizations, while competing in a market where the biggest obstacle wasn't a rival product but the status quo itself. He built a hiring process that became the company's highest retention in the business, implemented AI-powered outbound tools ahead of the market, and developed a partner motion with AWS and major system integrators that consistently closed deals faster and larger than direct sales alone. Over six years the North America team exceeded its goal for the first time in several years and the customer base shifted from predominantly international to majority US, a fundamental repositioning of where the company's growth engine sits.

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Laura Modiano

Founder Experience

When Laura took on her role, Europe and EMEA were still largely seen as secondary markets, underrepresented at the global stage and underserved by the channels that amplify founder ecosystems, while international product needs risked getting lost in a backlog dominated by US priorities. Her response was to become a genuine bridge, championing European founders through public speaking and LinkedIn, redesigning playbooks around real customer feedback, leading high-impact partnerships, and maintaining a hands-on community presence that belies her seniority level. EMEA is now recognized as a growth opportunity on par with the US market, international startups are included at the same strategic level as top global companies, and she successfully shifted internal product prioritization to give international needs equal weight.

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Elliott King

VP of Marketing

Elliott leads marketing at Turtl with an unusually meta brief: convincing content-sophisticated buyers that a content platform designed to eliminate PDFs is actually the category they should be building for. He has built Turtl's marketing around demonstrating the product's core argument, that personalized, trackable content converts better than static documents, by making every Turtl marketing asset itself a proof point of the thesis. The approach has built credibility with the enterprise marketing buyers who are most skeptical of vendor claims about content performance, turning the sales cycle into a product experience.

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Shawndrea Corbin

Director of Growth

Shawndrea leads growth at New Relic during the company's transition from a legacy observability vendor to an AI-native monitoring platform. A rebrand that has to work in the market while the underlying product transformation is still in progress. She has built the growth motion around capturing the engineers who are evaluating the new category rather than just defending the existing install base, creating demand generation programs that reach the new buyer profile at their current watering holes rather than the events and channels where New Relic was already known. The approach is driving growth in a segment that the legacy motion wasn't reaching.

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Davide Grieco

Head of Growth

Davide leads growth at Clay during the company's most pivotal phase. Transitioning from a cult tool among GTM operators to a category-defining infrastructure platform for AI-powered outbound. He has built the growth model around Clay's natural community flywheel, turning power users into distribution channels and ensuring that every case study, template, and workflow surfaces the product's capability ceiling rather than just its ease of use. The compound effect of that strategy is visible in Clay's position: the fastest-growing GTM infrastructure company of 2025, with a customer base that evangelizes with the fervor of early Salesforce adopters.

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Jason Silverstein

VP of Commercial Sales

Jason leads commercial sales at Figma during a period when the product's expansion from design tool to collaborative workspace for product teams creates both a larger total addressable market and a more complex buyer journey — with product managers, engineers, and design leads all involved in decisions that used to belong to design alone. He built the commercial sales motion around the multi-stakeholder reality of the modern Figma sale, creating team-level expansion playbooks that convert individual-user adoption into department-wide contracts and eventually enterprise agreements. The result is a commercial segment that delivers consistent ARR growth with a motion that scales with Figma's natural product-led growth rather than requiring it to replace it.

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Sara Caldwell

Global Head of GTM Readiness

Sara joined OpenAI to solve a problem that most AI companies haven't framed correctly yet: the bottleneck to enterprise AI adoption isn't model access, it's whether organizations have the capability infrastructure to translate access into durable usage. She evolved OpenAI's post-sale motion from high-touch customer success toward a scalable readiness model. Building certification programs, champion communities, and deployment playbooks that could reach far more customers without requiring one-to-one support. The approach delivered above 90% activation rates on ChatGPT Enterprise, with 90% of purchased licenses recording weekly active usage at day 90.

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Max Schulz

CRO

Max leads revenue at Kombo during the company's critical phase of proving that HR integration infrastructure is a category worth building. A sale that requires convincing technical buyers that the integration cost they're currently absorbing in engineering time is a strategic problem, not just an operational one. He built Kombo's sales motion around the specific moment when an engineering team's integration debt becomes visible to product leadership, creating a buying process that converts that visibility into urgency without overselling the scope of the solution. The result is a sales cycle that is shorter than the HR tech market average and a customer base that expands as customers' integration footprints grow.

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Brian Hagen

VP, Sales

Brian leads sales at Airtable during the company's maturation from flexible database tool to enterprise app platform. A commercial transition that requires the sales team to sell against both the traditional no-code platform alternatives and the legacy app development vendors who are moving into the same space. He rebuilt Airtable's sales approach around the specific use cases where Airtable's flexibility produces outcomes that neither pure-play databases nor visual app builders can match, and trained the team to qualify on build velocity rather than feature comparison. The approach has driven consistent enterprise expansion and positioned Airtable's sales team as advisors to the app development decision rather than software vendors.

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Domitille de Saint-Exupéry

CMO

When Domitille joined Lemlist as CMO, the company was 100% dependent on brand inbound and a pure PLG motion. A defensible position that had a clear ceiling once the decision was made to move upmarket and build a sales team. She launched three new acquisition channels in parallel: paid advertising that became the top revenue driver after brand, an outbound motion built on influence marketing with custom attribution, and a partnership channel, all while repositioning Lemlist for the US market without losing its French community base. The result: €30M in new ARR, 60% year-over-year growth, and France's share of revenue dropping from majority to 30% while US grew past 30%.

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Sarah Kiley

CSO

Sarah is CSO at ChurnZero, where the interesting challenge is that she is selling customer success software to leaders who are simultaneously running their own retention challenges, which means every sales conversation is also a credibility audit of whether ChurnZero itself practices what it sells. She has built a sales motion that turns that dynamic into an advantage, using ChurnZero's own customer success outcomes as the primary sales asset and structuring the buying process around a customer's specific retention diagnosis rather than a features comparison. The result is a sales organization that closes on business outcomes rather than platform capabilities and retention numbers that reinforce the narrative in renewal conversations.

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Becc Holland

CEO & Co-Founder

Becc founded Flip the Script on a conviction that the sales techniques taught in most enablement programs are the reason buyers have learned to avoid salespeople, and that fixing that problem requires rebuilding methodology from the buyer's psychology up. She has built the company's entire market presence around her own expertise in prospect-first selling, making her personal content and speaking engagements the primary distribution channel for a product that proves its thesis by example every time it generates a qualified customer. Flip the Script has grown into one of the most cited sales training frameworks in the enterprise, with a customer base that spans early-stage startups to Fortune 500 revenue teams.

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Ziv Peled

Chief AI and Customer Officer

Ziv has spent years at AppsFlyer redefining what a customer officer role looks like in a world where AI is no longer a product feature but a delivery mechanism for the entire post-sales experience. He built the CS function around a belief that customer outcomes and AI product development must be co-designed. Making AppsFlyer's CS team both a retention engine and an internal lab for testing how AI-augmented workflows change the economics of customer relationships. The result is a CS organization that runs leaner than industry benchmarks, produces higher expansion revenue per account manager, and has embedded AI into every meaningful customer touchpoint.

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Liz Walton Egan

CMO

Liz leads marketing at Chainguard in one of the fastest-growing segments of enterprise security — software supply chain protection — at the moment that segment moved from technical curiosity to board-level priority following a series of high-profile incidents. She has built Chainguard's marketing to move at the speed of the security conversation, creating the category vocabulary and analyst positioning that has made Chainguard the default reference in software supply chain security evaluations. Her work has translated a technically complex differentiation story into a sales enablement asset that enterprise security buyers can present internally without a technical champion present.

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Alina Vandenberghe

Co-CEO & Co-Founder

Alina co-founded Chili Piper and has spent the years since at the rare intersection of product leader and revenue operator, running a company where her own go-to-market motion is also the product use case, which creates an unusual feedback loop between what the team ships and what it sells. She has built Chili Piper's marketing around the conviction that the companies winning in B2B SaaS are the ones that remove friction from buyer behavior rather than adding more content to the decision process. The result is a brand that is synonymous with inbound conversion efficiency, with Alina's personal presence as an operator-founder adding credibility that no agency campaign could replicate.

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Mary Iapicca

VP of Customer Experience

Mary leads customer experience at ZoomInfo during one of the most consequential transitions in B2B data — from static contact databases to AI-powered GTM intelligence, which means her team is managing both a product shift and an expectation shift simultaneously. She rebuilt the post-sale motion to educate customers on how to use the new intelligence layer rather than just the legacy data product, creating a measurable adoption journey that connects feature usage to pipeline outcomes. The result is a CS team that can demonstrate revenue attribution at the account level and a renewal motion that closes on business outcomes rather than contract value.

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Sophie Yang

Head of Developer Relations

Tasked with building Mistral AI's developer relations function from scratch, Sophie faced the dual challenge of establishing technical credibility and brand presence in markets where Mistral AI had no existing footprint, while competing against incumbents with deeply entrenched developer ecosystems. She built a comprehensive four-pillar function spanning enterprise adoption, community management, a global events program, and a structured advocacy network, scaling through a contributor model that trained community moderators as ambassadors and empowered local communities to run their own events. The result is a self-sustaining developer community that expanded Mistral AI's presence into entirely new markets and transformed open-source adoption into enterprise pipeline.

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Angela Garinger

VP of AI GTM Transformation

When Outreach began deploying its own AI agents across the revenue org, Angela was given the most difficult assignment: implement a human-plus-agent selling model on a live revenue team, with no incubation period, while carrying over half of the company's revenue quota. She treated the AI agents like new sellers, coaching, onboarding, and iterating on prompts rather than treating failure as a system defect, and built the inspection and coaching frameworks that frontline managers needed to run both human and AI motions in parallel. Within two quarters, the results were measurable: 110% uplift in prospects contacted, 84% increase in opportunities created, and a 62% improvement in win rate.

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Elizabeth Niemczyk

Senior Director, NA Sales

Leading a sales organization through full-scale AI disruption, Elizabeth faced the compounding challenge of transitioning her team from selling a VoIP system to a comprehensive AI-powered communications platform, all while managing shifting buyer cycles and net revenue retention complexity. She deployed a structured AI strategy anchored in process, people, and product alignment, rebuilt the go-to-market motion around faster execution, redesigned the entire compensation model globally, and repositioned Aircall from a communications tool to a genuinely AI-competitive platform through deeper partnerships and market reeducation. Conversion rates more than doubled, year-over-year growth accelerated significantly, and the team is now hitting targets that weren't even attempted the year before.

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David Sandström

CMO

David is CMO at Klarna during the company's most public reinvention, from BNPL leader to AI company to IPO candidate, which means managing a brand narrative that is simultaneously dealing with consumer skepticism, investor scrutiny, and a competitive market that has spent years trying to define Klarna on its own terms. He has built a marketing function that moves fast enough to win news cycles and disciplined enough to build category leadership, using Klarna's global scale as an amplifier for campaigns that consistently earn attention without requiring traditional media spend. The brand work has been a material contributor to Klarna's IPO positioning, with the company's market narrative largely reflecting what the marketing team has built.

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Amos Bar Joseph

CEO & Co-founder

Amos co-founded Swan AI with a conviction that the future of GTM belongs to companies that scale with intelligence rather than headcount, and set out to prove it by building Swan with just three founders and zero employees in the first year. He designed the entire company architecture around automation-first growth, using the founders' own building-in-public content as the top-of-funnel engine and AI workflows for everything downstream. The approach worked: 200+ customers and a path toward $10M ARR per employee, built without a single outbound sales rep.

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Shannon Warner

General Manager, ISV Global Partner GTM

Building a partner ecosystem motion at Intel meant operating at a scale where coordinating ISVs, system integrators, resellers, and hyperscalers could easily become an obstacle in itself. Shannon tackled this by building a comprehensive operating model for Intel's CoSell program end to end, reframing deal registration as a genuine deal incentive program with MDF funding tied to proof of concepts, and hosting ISV summits across the US and Europe to create the matchmaking infrastructure that turns partnerships into real deals. The program generated substantial Intel revenue wins in its first year, the broader co-sell motion delivered hundreds of millions in AI deals that included ISV partners, and Shannon's enablement work across generative AI, agentic AI, and computer vision has helped establish Intel as a genuinely differentiated partner in a market where most competitors aren't running anything comparable.

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Maya Mehan

GTM Lead

As the first employee at Tunic Pay, Maya faced one of the hardest GTM environments imaginable, selling AI into highly regulated tier-1 banks as an unknown startup with no team and no room for error on credibility. She built a trust-led GTM from scratch, embedding deeply in the fraud and banking ecosystem, positioning partnerships as collaborative efforts rather than vendor relationships, and working directly with engineering to shape a product that met banks within their AI comfort zones. The results speak to the quality of execution: fifteen-plus pilots secured with top fintechs and banks in London, including closing the largest business bank in the UK, all as a team of one.

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Paul Yacoubian

Growth Advisor

Paul has spent the last several years at the intersection of product, growth, and customer success. Helping early-stage SaaS companies develop the post-sales infrastructure that converts initial traction into durable retention. His approach centers on building customer outcomes directly into the product experience, turning the CS function into a source of product intelligence rather than a support cost center. Across the companies he has advised, the consistent pattern is accelerated time-to-value, measurably higher NRR, and CS teams that can articulate their contribution to revenue in precise terms.

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Elain Smith

SVP Commercial

When Elaine stepped into a VP of Partnerships role in 2024 and then SVP of Commercial in 2026, she was navigating two challenges at once: building external credibility in a market where even the terminology for what Volt does varies by country, and finding her own voice as a leader who had to overcome the feeling of being too junior for industry conversations. She pushed through both by stepping onto panels, appearing on podcasts, and deepening partner relationships through targeted events, while executing a lean Australian market entry by leveraging existing global partners rather than waiting for dedicated local headcount. Four partners completed global integration to bring Volt live in Australia, the partnership channel maintained its position as the dominant revenue driver while the business grew, and Elaine has gone from first-time panelist to someone actively sought out by companies and event organizers.

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Celine Daley

CRO

Celine joined Veed as CRO with a mandate to build an enterprise motion on top of a product that had found its initial traction as a self-serve tool for creators and small businesses. A transition that requires different messaging, different channels, and a different sales team without losing the brand equity that made the product successful. She built the enterprise motion to complement the PLG engine rather than compete with it, using product usage signals to prioritize which accounts were ready for a sales conversation and creating onboarding infrastructure that could absorb rapid enterprise growth without degrading the experience. The result is a Veed that is now competing and winning in enterprise video production contracts while maintaining its position as the creator market's preferred tool.

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Abhirukt Sapru

Chief Commercial Officer

Abhirukt joined Omnea at a stage where the commercial function needed to be rebuilt around enterprise procurement as the new growth constraint. A harder sell than traditional SaaS because the buyer is the function being disrupted. He restructured the post-sales and sales motion to treat procurement leaders as the primary champion rather than a compliance hurdle, creating playbooks that turn early champions into internal advocates before any renewal conversation begins. The commercial model he built has driven consistent expansion within enterprise accounts and positioned Omnea as the category-defining procurement intelligence platform in competitive evaluations.

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Adam Carr

CRO

Adam joined Apollo.io as CRO with a mandate to scale a revenue motion that could match the product's viral growth without losing the velocity that made the PLG engine work. He built a hybrid model that treats the sales team as an amplifier of product-led signals rather than a replacement for them. Routing the right expansion opportunities to the right motion at the right stage of customer maturity. The approach has driven significant ARR growth while maintaining the unit economics that define Apollo's competitive position in the GTM tools market.

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Tom Orbach

Director of Growth Marketing

Tom runs growth marketing at Wiz during one of the most watched ascents in enterprise software history. A company scaling from zero to becoming the fastest SaaS business to reach $1B ARR. He has built Wiz's marketing motion to match the pace of sales, creating demand generation infrastructure that can support hyper-growth without accumulating the technical debt that typically follows when pipeline requirements outrun marketing maturity. The result is a growth function that has kept CAC payback competitive at scale, with brand recognition in the security market that now generates inbound pipeline without equivalent spend.

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Nick Turner

CEO

Nick built Dreamdata into the B2B revenue attribution category leader while simultaneously running a customer success model as a competitive differentiator. Treating post-sale depth as the engine for product development feedback, not just retention. Rather than scaling CS headcount linearly with customers, he built a programmatic framework that ensures enterprise clients reach attribution maturity through a structured journey, with clear milestones that the whole commercial team can track. The approach has produced retention rates that consistently outperform the B2B analytics market and a client base that publicly advocates for Dreamdata in sales cycles.

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Lucie Simpson

VP, Customer Success

When Lucie joined Fonoa in January 2025, she inherited a blank canvas. No customer success practice, no playbooks, and a client base of Forbes Global 2000 enterprises competing against incumbents with three decades of market history. She built the function from scratch by segmenting accounts into high-touch and digital-first tiers, embedding AI-driven health scoring and onboarding automation from day one, and aligning every post-sales team around shared customer journey milestones. The results validated the approach: a world-class NRR by end of 2025, and implementation timelines running significantly faster than the industry average, with e-invoicing solutions going live in weeks where competitors typically take six months or more.

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Sheevaun Thatcher

VP Revenue Enablement

Sheevaun leads revenue enablement at Demandbase at the precise moment when the company's shift toward AI-powered account intelligence is creating a product that most of the existing sales team wasn't hired to sell. She has built the enablement function around closing that gap. Reskilling the team on the new GTM motion, creating a certification track for AI-driven selling, and building the sales playbooks that let reps have credible conversations with CMOs about account intelligence rather than just ad-tech buyers about targeting. The result is a sales team that can execute on Demandbase's repositioned market narrative and a revenue org that is equipped for the company's next growth phase.

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Jamie Neuwirth

Head of Startup Sales

Jamie leads startup sales at Anthropic during the moment when the company's transition from research lab to commercial platform is most visible, and most consequential, in the market. She built the startup sales motion to serve founders who are making platform-level bets on which AI provider to build on, which means the buying conversation is as much about technical alignment and roadmap trust as it is about price per token. Her work has turned Anthropic's startup segment into one of the highest-leverage distribution channels in the AI market, with early-stage companies building on Claude in ways that create enterprise sales opportunities downstream.

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Patrick Spychalski

Co-Founder

Patrick co-founded Kiln with a clear thesis about where creator economy tools were failing. Most were designed for solo creators rather than the small teams and communities that produce the most durable content businesses. He rebuilt the product architecture and the go-to-market motion around team-based creation, using community-led growth to acquire early customers and turning those early adopters into the primary sales channel through referral and co-creation mechanics. The result is a company that has grown without a traditional marketing budget, with customers who recruit other customers as part of their normal workflow.

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Tanner Braden

Agentic Engineer

When Tanner joined Replit's BizOps and Partnerships team in late 2025, partnership operations were largely manual and fragmented, with no centralized infrastructure, no scalable event tooling, and no automated pipeline management. Working as a one-person team, he built the entire partnership and GTM technical stack from scratch, leveraging Replit's own AI-native tools to operate at a speed multiplier that traditional dev teams simply can't match. The results are concrete: a LinkedIn Certifications platform that earned Replit a featured spot in LinkedIn's Verified Skills program launch alongside GitHub Copilot and Zapier, a full-featured startup accelerator platform built in under five weeks, and buildathon infrastructure now reused across high-profile university and industry events.

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Aja Frost

Sr. Director of Global Growth and Paid Advertising

Aja leads HubSpot's global growth and paid advertising during the most significant transformation in search and content marketing since the rise of SEO. A moment where the traditional playbook of ranking for keywords is being replaced by the question of how a brand appears in AI-generated answers. She has rebuilt HubSpot's growth strategy around the new AI search landscape, repositioning one of the world's largest content libraries for relevance in LLM-cited responses while maintaining the performance marketing engine that drives the majority of HubSpot's inbound pipeline. The scale of the challenge and the precision of the execution have made her team's work a reference model for growth leaders navigating the same transition.

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Esha Joshi

Co-Founder, President & CCO

As Co-Founder and CCO of Yoodli, Esha built customer success into the product from the founding moment rather than treating it as a downstream function. Her conviction being that for an AI communication coach, customer outcomes and product quality are the same thing. She designed the entire post-sales experience around measurable behavior change, creating a feedback loop between CS insights and product iteration that has become one of Yoodli's core competitive advantages. The result is a retention profile and customer advocacy rate that have opened enterprise deals where Yoodli had no brand awareness, with customer champions doing the early-stage selling.

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Ash Lomberg

Vice President EMEA GTM

When Ash set out to transform Chargebee's go-to-market, he started with a premise most GTM leaders overlook: that product and pricing belong in the room alongside sales, marketing, and customer success. He expanded the GTM definition accordingly, moved away from large-scale trade shows toward intimate executive experiences that generated higher-quality conversations with senior decision-makers, and built the cross-functional alignment that shortened sales cycles and tripled deal values through tighter ICP focus. Three quarters of the team hit President's Club, with success distributed evenly across the organization rather than concentrated at the top, making Ash a compelling example of what happens when GTM transformation is built on alignment and precision rather than volume.

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Elizabeth Blass

CCO

When Elizabeth joined Karbon as CCO, the customer organization was measured on support tickets rather than revenue outcomes — a gap she identified as the core blocker to sustainable growth. She repositioned CS as the primary expansion engine, retrained the team around commercial conversations, and built a motion that directly linked customer health to upsell opportunity. The transformation delivered 60% year-over-year growth, CS drop-in win rates improving from 20% to 55%, and a fundamentally different relationship between customer success and the revenue org.

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Roniesha Copeland

VP Sales, Strategic Accounts

Roniesha leads strategic accounts at Vercel at the moment the company is moving from beloved developer tool to enterprise infrastructure. A transition that requires translating developer enthusiasm into procurement-level buying decisions with financial buyers who may have never heard of Vercel before a developer on their team introduced it. She built the strategic account motion to bridge that gap, creating executive engagement frameworks that connect Vercel's developer adoption metrics to engineering productivity outcomes that finance and operations leaders can evaluate. The result is a Vercel that can now win enterprise contracts on terms that reflect the strategic value of the platform rather than the cost of a commodity hosting service.

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Lauren Oliphant

Solutions Engineering Leader, Government and EDU

When Lauren joined OpenAI's government team, the company had no FedRAMP compliance, a hard prerequisite for every federal agency sale, and a solutions engineering team of three supporting two account executives. She built the business case for a dedicated government product, partnered directly with the FedRAMP PMO to redesign the certification process, and created the GSA One Gov pilot that gave all federal employees access to ChatGPT for free while compliance was being pursued. The result: FedRAMP low compliance in four to five months against a multi-year typical timeline, a model that other AI labs have since followed, and a federal customer base that is now expanding daily.

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Cindy Zhou

CMO

Cindy leads marketing at Imprivata, the identity and access management platform protecting some of the most sensitive environments in healthcare and critical infrastructure. A market where the CMO's job is as much about building trust with risk officers as generating pipeline for sales teams. She has built a marketing function that speaks fluent CISO and compliance officer while also building the brand recognition that makes Imprivata the default consideration in healthcare security evaluations. Her work has positioned Imprivata's marketing organization as a strategic function rather than a support cost, with pipeline contribution and brand equity tracked on the same scorecard.

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Wade Foster

Co-founder & CEO

Wade Foster is Co-Founder and CEO of Zapier, the workflow automation platform used by millions of individuals and businesses worldwide to connect thousands of apps and automate processes at scale. Since co-founding Zapier in 2011, he has led its growth from a bootstrapped startup to a globally distributed company serving millions of users and generating significant recurring revenue. Wade is also an active mentor and advocate for remote work and founder communities, sharing insights on building sustainable, founder-led companies.

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Nadia Rashid

CRO

Nadia Rashid is Chief Revenue Officer at Outreach, where she leads global go-to-market strategy and revenue growth for the AI-powered sales execution platform. A veteran sales leader with over 20 years of experience, she has built and scaled high-performing enterprise and commercial teams across B2B SaaS. Previously, she held senior sales leadership roles at Seismic and Marketo (Adobe), driving enterprise expansion and sustained growth.

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Keith Messick

CMO

Keith Messick is the Chief Marketing Officer at Vercel, where he oversees global marketing initiatives for the cloud platform known for its developer experience and performance optimization. A seasoned enterprise marketing executive, he joined Vercel in June 2025 after serving as CMO at Redis, where he managed a 100-person team across brand, demand generation, and marketing operations. His extensive leadership background also includes defining the feature management category as CMO at LaunchDarkly, as well as heading marketing for Dialpad and Lucidworks.

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Cait Keohane

CCO

Cait Keohane is the Chief Customer Officer at Airtable, where she leads the global post-sales organization to help customers drive automation and business outcomes through AI. A veteran tech executive, she spent 13 years at Zendesk as an early employee, eventually serving as SVP of Global Customer Advocacy and helping scale the company into a multibillion-dollar enterprise. She was previously a GTM10 award winner in the Customer Success category.

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Rory Wilding

COO & CCO

Rory Wilding is the COO/CCO at Supabase, an open-source developer platform where he oversees commercial and operational strategies. He previously served as the company's Head of Growth, leading initiatives to scale the brand's global community. Before joining Supabase as an early hire, he was the founder and CEO of the health-tech company Onkolyze.

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AnnaRose Hughes

VP, Executive Talent

AnnaRose Hughes is Vice President of Executive Talent at Lightspeed Venture Partners, where she partners with founders to build world-class leadership teams. With prior leadership roles at hims & hers and Lyft, she has scaled talent organizations through hypergrowth and IPO readiness, shaping executive hiring strategies that support long-term company building.

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Jenna MacDonald

Partner, Executive Talent

Jenna MacDonald is a Partner on the Executive Talent team at Andreessen Horowitz, where she advises portfolio founders on hiring top-tier leaders from Director to CxO level. A Silicon Valley recruiting veteran, she previously served as the first Leadership Recruiter at DoorDash and spent four years at Riviera Partners scaling engineering and product teams for giants like Airbnb and Affirm.

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Avalon Lee Bacon

Director of Talent

Avalon Lee-Bacon is the Director of Talent at Dawn Capital, where she has led talent acquisition and strategy since early 2021. A seasoned executive search professional, she previously spent over four years at Russell Reynolds Associates and held recruitment consulting roles at True North Human Capital. She holds a Master of Philosophy and a Bachelor of Arts from the University of Cambridge.

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Rachel Truair

CMO

Rachel Truair is Chief Marketing Officer at Demandbase and a SaaS growth leader with 15+ years of experience scaling PE and VC-backed companies from startup to IPO and strategic exit. She has led global marketing organizations at companies including Simpro, Confluent, Adobe, and Magento, driving pipeline, revenue performance, and AI-powered GTM transformation.

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Maja Voje

Maja Voje is a bestselling author and B2B AI go-to-market strategist, known for her book Go-To-Market Strategist, now used by 9,500+ companies worldwide. With 15+ years of experience advising more than 750 teams, she helps startups and enterprises build repeatable, AI-powered systems to reach product-market fit and scale sustainably.

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Shane Murphy-Reuter

President GTM

Shane Murphy-Reuter is the President GTM at Calendly, where he leads the global marketing, sales, and customer experience teams. A veteran of the SaaS industry, he previously served as CMO at Webflow, scaling the platform's marketing function and self-serve business to a $4 billion valuation. His extensive leadership background also includes roles as CMO at ZoomInfo, where he helped the company cross $1 billion in ARR, and SVP of Marketing at Intercom.

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Melanie Riebel

CMO

Melanie Riebel is the Chief Marketing Officer at Chaos, where she drives global growth through self-service and enterprise motions for the design and visualization software leader. A former Senior Engagement Manager at McKinsey & Company, she advised B2B and B2C SaaS founders on go-to-market acceleration and international expansion. Her background also includes deep technical expertise in marketing automation and analytics, which informed her transition into executive leadership. She was previously a GTM10 award winner in the Marketing category.

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Andrew Davies

Chief Innovation Officer

Andrew Davies is the Chief Innovation Officer at Paddle, where he leads experimentation in AI and automation and supports early-stage startup ecosystems. A seasoned entrepreneur and executive, he previously served as Paddle’s Chief Marketing Officer and was the co-founder of Idio, a content intelligence platform acquired by Optimizely in 2019. With a career dedicated to scaling high-growth B2B SaaS companies, he also provides strategic guidance as a Non-Executive Director and advisor for several technology organizations.

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Josh Abdulla

CCO

Josh Abdulla is the Chief Customer Officer and Interim Chief Revenue Officer at Asana, where he leads global teams across Customer Success, Support, and Professional Services to deliver value to over 170,000 customers. A veteran tech leader, he previously served as the first Chief Customer Officer at LiveRamp, scaling their global services organization and managing a significant portion of the company's revenue. Having built a career defined by operational excellence at firms like Salesforce and ExactTarget, he now contributes his expertise as a returning jury member for the GTM10.

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Colin Bentley

VP Growth

Colin Bentley is Vice President of Growth at Fin by Intercom, where he leads monetization, product-led growth, and customer lifecycle teams and owns the company’s self-serve revenue business generating $XXM+ in ARR. Over more than 12 years at Intercom, he has led growth and product organizations across PLG, GTM strategy, and the Engage product suite, shaping the buyer experience across both self-serve and sales motions.

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Ollie George

Director, Executive Talent

Ollie George is Director of Executive Talent at Sequoia Capital, where he leads the firm’s GTM and executive talent network to support founders in building high-impact leadership teams. With experience placing senior sales, marketing, and commercial leaders across early to late-stage startups, he has helped scale talent infrastructures for dozens of high-growth companies. Prior to Sequoia, Ollie was Head of Executive Talent, GTM at Google Cloud and mentors founders through programs like Kickstart Global.

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Alexis Zhu

Global Head of Strategic Payment Method Partnerships

Alexis Zhu is Global Head of Strategic Payment Method Partnerships at Stripe, where she leads global partnerships that expand payment method coverage and drive meaningful payment volume across Stripe’s platform. Over more than five years at Stripe, including as Head of AMER Payment Partnerships, she has built and scaled partner ecosystems supporting millions of businesses worldwide. She was previously a GTM10 award winner in the Partnership category.

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Kyle Norton

CRO

Kyle Norton is Chief Revenue Officer at Owner.com, where he helps scale the business by building strong revenue foundations and high-performing teams in the restaurant technology space. With over a decade of experience in B2B SaaS, he has led sales and RevOps functions through rapid growth and category expansion. Kyle is also a Partner at Pavilion, an LP at Stage 2 Capital, and host of The Revenue Leadership Podcast, where he supports and mentors the next generation of revenue leaders. He was previously a GTM10 award winner in the Sales category.

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Joe Abbott

VP, Executive Talent

Joseph Abbott is Vice President of Talent at Index Ventures, where he partners with founders across the firm’s European portfolio to build senior leadership teams at critical stages of scale. With nearly two decades of experience, he has supported dozens of high-growth SaaS and technology companies in hiring CRO, C-level, and VP leaders across Europe and the U.S. Previously, he spent over a decade at Erevena, advising venture-backed and public companies on executive and go-to-market leadership hiring.

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Amy Appleyard

SVP

Amy Appleyard is Senior Vice President of Sales, North America at Mimecast, where she leads regional go-to-market strategy and revenue growth for the global cybersecurity company. A seasoned revenue leader with over 15 years of experience, she is best known for scaling high-performing enterprise and commercial sales organizations across security and SaaS. Previously, she served as Chief Revenue Officer at LastPass and held senior sales leadership roles at Malwarebytes, VMware Carbon Black, and GoTo (LogMeIn).

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