Heresy podcast

39:22

If you feel like you’re flailing in your career, listen to this. Career reinvention expert Dorie Clark reveals why the "leap and the net will appear" advice is terrible and shares her proven framework for strategic career pivots that work over the long term. Podcast host, author, and Udemy Editorial Director Elizabeth Weingarten breaks down what you need to know to turn career "flailing" into intentional moves. This episode covers how the best reinventions happen gradually, how to craft a compelling narrative that connects your past to your future, and why networking when you don't need anything is the secret to long-term success. Plus, how you can get around AI resume screeners when you have taken an untraditional path. Whether you're recently laid off, feeling stuck, or sensing there's something bigger out there for you, this conversation provides the roadmap to reinvent yourself strategically while keeping the big picture in mind. Follow Leading Up: The Work Shift on Apple, Spotify or wherever you listen. New episodes drop Tuesdays. For courses from Dorie Clark, head to https://Udemy.com/user/dorieclark Find out more about Leading Up: The Work Shift at business.udemy.com/leading-up-podcast Production by Pod People…

Heresy

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Thinkers. Builders. Rebels. Big ideas from the edge of tech and beyond. Hosted by Dimitar Stanimiroff, Heresy started with a simple goal: learn from the sharpest minds in SaaS GTM. It’s grown into a show that follows curiosity across domains—tech, startups, investing, science, and philosophy. Past guests include Jason Lemkin (SaaStr), Aaron Ross (Predictable Revenue), Philip Su (ex-Meta, OpenAI) and execs from Uber, Box, Twilio, and Stack Overflow. New episodes drop regularly.

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Heresy

updated 14天之前

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22集单集

#Business #Heresy

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1
Ali Mitchell on Why Europe Struggles to Build $10B Startups — and How to Fix It 1:04:07

14天之前1:04:07

1:04:07

Ali Mitchell has backed more than half a dozen unicorns — but his story starts with failure. Before co-founding Huddle and later leading EQT Ventures, one of Europe’s most successful VC funds, Ali was a founder who learned firsthand how hard it is to build and scale. In this episode, we unpack what those early failures taught him about resilience, product-market fit, and what separates great founders from good ones. We also dive into: Why Europe still struggles to produce $10B startups What the best founders get right about distribution and go-to-market How to raise VC capital the right way (and what most get wrong) Why Ali still believes in founder intuition — even in the age of AI A conversation about hard lessons, second acts, and the patterns behind six unicorns. 🎙️ Heresy is a podcast about people who defy conventional wisdom — founders, investors, and thinkers reshaping how technology gets built and scaled. 👇 Timestamps & Resources below 👇 00:00 – Trailer 01:01 – Ali’s Early Journey and Entrepreneurial Roots 05:32 – Building and Scaling Huddle 14:27 – Go-to-Market Lessons and Missteps 22:18 – Why Europe Struggles with Commercialization 27:56 – From Founder to Investor: Lessons from EQT Ventures 36:14 – The Cultural Contrast: US vs. Europe 43:40 – What the US Gets Right: Selling, Storytelling, and Scale 48:54 – The Tuck Shop Story: Teaching Entrepreneurship Early 50:06 – Returning to Europe: Family, Values, and Purpose 51:56 – From EQT to Odyssey: A New Mission for European Tech 54:51 – Flow and the New Era of Engineering Automation 56:00 – Odyssey’s Investment Focus: AI + Automation in the Real World 57:30 – Lessons for Founders: Ambition, Focus, and Resilience 59:41 – What Most People Get Wrong About Venture Capital 01:02:31 – Final Advice for First-Time Founders 01:03:41 – Closing Thoughts🔔 Don’t forget to subscribe for more unfiltered conversations on technology, business, and defying the status quo.Follow Ali:🔗 LinkedIn: / alimitchell 💰 Odyssey Ventures: https://www.odyssey.ventures/ 🎙 The Heresy Podcast – conversations with builders, thinkers & rebels 🔔 Subscribe: / @heresypodcast 🔗 Follow Dimitar: / stanimiroff #Ali Mitchell #EQT Ventures #startups #venture capital #founders #SaaS #Europe #tech #VC #Heresy Podcast #DimitarStanimiroff #growth #failure #unicorns #scaling #productmarketfit #fundraising…

1
Philip Su on Building at Meta & OpenAI — and How to Thrive in the Age of AI 1:22:59

11 weeks之前1:22:59

1:22:59

Philip Su is an engineer and leader who helped build Microsoft, Facebook, and OpenAI from the inside. In this episode, he shares hard-earned lessons on thriving in the AI era — and staying human through it all. We cover: How AI is reshaping software careers (and what to do about it) Why “good enough” is no longer safe The dangerous gap between exponential tech and human systems Burnout, identity, and what working in an Amazon warehouse taught him The rise of agentic tools, LLMs, and what CS students need to know now Whether you’re an engineer, founder, or future-oriented thinker, this conversation will challenge your assumptions — and help you find a better path forward.…

1
How Max Altschuler Built Sales Hacker, Scaled Outreach, and Is Rethinking Venture Capital 1:08:52

11 weeks之前1:08:52

1:08:52

Max Altschuler (Sales Hacker, Outreach, GTMfund) joins us in London to talk about building category-defining companies, investing in breakout startups, and rethinking how venture capital works. We go deep on: Lessons from scaling Outreach with Manny Medina The birth of Sales Hacker and the GTMfund story How AI is reshaping go-to-market motions Why GTM is the last true moat in SaaS The tension between being a founder vs fund manager How Max picks winners—and his take on “The Death of VC” This is a must-listen for operators, founders, and anyone navigating the future of SaaS, sales, and startup investing.…

1
E19: The Final Countdown (The End of Heresy.io — and What Came Next) 1:29:04

6 years之前1:29:04

1:29:04

This episode originally aired as the final Heresy podcast, recorded shortly after the winding down of Heresy.io — our sales software startup. After a last-minute acquisition fell through, we had no choice but to begin closing the company. In this episode, I sit down with my co-founder Svilen and our first hire Jack Otis Barker (frontend engineer) to reflect on the journey: The highs and lows of startup life The things we got right (and wrong) What we’d do differently if we had the chance Why we still wouldn’t trade the experience for anything We’ve since relaunched the Heresy podcast with a broader focus on scaling, selling, and building in tech — but we’re keeping this episode up as a time capsule of sorts. 💥 It’s raw, it’s real, and it was never meant to be the end.…

1
Heresy E18 - Farlan Dowell, VP Sales @ CleanShelf on $0 to $10M in ARR 🚀 37:08

6 years之前37:08

37:08

In this episode of the Heresy podcast, Dimitar speaks to Farlan Dowell. Farlan is a sales pro & leader, but in reality what he brings is much more comprehensive approach to repeatable revenue. He has 15 years of startup experience in early stage B2B Saas companies. He currently serves as VP Sales at CleanShelf. Previously he was the VP of Sales at RainforestQA, where he increased ARR from $300k in founder-led sales to $10M ARR, increased ACV from 10k to ~100k, and built a 25-person sales team that continues to grow. In the past he’s held positions as the VP of Sales at Upsight and most recently has consulted for a number of companies including Replicated, Test.ai, and Kloudless. He’s interested in helping early teams find product market fit and scale rapidly while avoiding common mistakes developer companies make.…

1
E17: Andrus Purde (Founder @Outfunnel, Ex-CMO @Pipedrive) on Why Cold Email Is Dying & How to Pick the Right Marketing Channel 20:00

6 years之前20:00

20:00

In this episode of the Heresy podcast, Dimitar is joined by Andrus Purde — founder of Outfunnel and former CMO at Pipedrive . With over 20 years of experience across companies like Skype and Pipedrive , Andrus has seen it all when it comes to digital marketing and growth. But lately? He’s had enough of cold email. Tune in to hear: Why Andrus believes we're slowly killing email as a channel His personal framework for picking the right marketing channel for your business Lessons from scaling Pipedrive’s user acquisition from the ground up What most early-stage founders and marketers get wrong about demand generation 🔥 A must-listen for anyone building go-to-market from scratch or rethinking how they reach prospects.…

1
E16: Josh Allen, CRO @Drift — What It’s Really Like to Scale from $40M to $400M 43:00

6 years之前43:00

43:00

On this episode of the Heresy podcast, Dimitar is joined by Josh Allen, Chief Revenue Officer at Drift. Josh shares his journey through tech — from LogMeIn and CarGurus to leading Drift’s revenue engine — and offers a candid, no-fluff take on what managing hyper-growth really feels like. Tune in to hear: What it takes to scale from $40M to $400M Why it’s totally normal to feel like your “hair is on fire” Hard-earned lessons on leadership, pressure, and pace Practical advice for navigating the chaos of scale…

1
E15: Jeremey Donovan on 5x-ing Reply Rates and Sales Engagement That Works 38:40

7 years之前38:40

38:40

In this episode, Dimitar speaks with Jeremey Donovan, SVP of Sales Strategy at SalesLoft — the world’s leading sales engagement platform. Jeremey brings a data-driven perspective to modern sales outreach and shares actionable tactics you can implement immediately, including: How long your emails actually should be The subject lines that get opened (and why) How to achieve up to 5x higher reply rates Where and how to use video to break through the noise Practical tips for SDRs, AEs, and Sales Enablement pros Whether you're building a sales motion from scratch or fine-tuning a mature machine, this episode is packed with insight.…

1
E14: Jason Lemkin’s No-BS Guide to Building a SaaS Sales Machine 55:53

7 years之前55:53

55:53

Jason Lemkin — SaaStr founder, serial entrepreneur, and investor — joins Dimitar for a candid, practical deep dive on building a high-performing SaaS sales engine. First, hear Jason’s story — from his early career and first two exits to the hard lessons learned along the way. Then get actionable advice on: Why founder-led sales is critical The importance of closing your first 10 deals before hiring salespeople What to look for (and avoid) in your first Account Executives When and which type of VP Sales to hire Whether to hire VP Sales or VP Marketing first When to start building your Customer Success team Jason’s top sales tips to scale fast and smart If you’re serious about scaling SaaS sales, this episode is a must-listen.…

1
E13: Operationalising Your Messaging with Munyaradiz Hoto, Director of Digital Marketing @ Foundry 31:13

7 years之前31:13

31:13

Struggling to get your message to truly connect with prospects? Munyaradiz Hoto, Director of Digital Marketing at Foundry and London Revenue Collective teammate, breaks down how to operationalise your messaging for maximum impact. In this episode, you’ll learn: Why traditional prospect qualification is often misleading Why most deals aren’t lost in competitive bake-offs How to help prospects uncover their “undiscovered needs” Techniques to destabilise “preference stability” and displace existing solutions How to address objections tied to “anticipated regret” Whether you’re an individual contributor, manager, or exec, this episode is packed with game-changing sales insights.…

1
E12: Building a World-Class Outbound Team with Aaron Ross, Author of Predictable Revenue 35:43

7 years之前35:43

35:43

How do you build an outbound sales machine that consistently delivers? Best-selling author and sales leader Aaron Ross joins Dimitar to share: What inspired him to write Predictable Revenue How he balances running two businesses and raising nine kids Tactical tips to cut through the noise and keep your outbound strategy razor-sharp in a crowded market If you want to master outbound sales, this episode is packed with actionable insights. For more from Aaron, visit predictablerevenue.com .…

1
E11: Building a High-Performing Sales Team at DocuSign with Jacqueline De Gernier, VP Commercial Sales EMEA 26:02

7 years之前26:02

26:02

How do you build a sales team that consistently delivers? Jacqueline De Gernier, VP Commercial Sales EMEA at DocuSign, joins Dimitar to share: The secret sauce behind hiring top-tier sales talent—including the use of aptitude tests How to onboard and train new reps for success What truly separates the best performers from the rest Territory planning strategies that minimize conflict and boost collaboration across regions Plus, plenty of actionable sales advice from a seasoned leader Whether you’re scaling a team or refining your process, this episode has you covered.…

1
E10: Pipeline Mastery & Sales Wisdom with Patrick Traynor, VP Sales @The Dots (Ex-LinkedIn EMEA) 21:21

7 years之前21:21

21:21

Want to run pipeline review meetings that actually drive results? Patrick Traynor, VP Sales at The Dots and former Head of Enterprise Sales EMEA at LinkedIn, shares his proven frameworks and hard-earned sales wisdom including: How to run pipeline reviews that uncover real blockers Using BANT (Budget, Authority, Need, Timeline) to qualify deals and flag risks early Why ego kills deals—and how to stay humble while winning big If you’re serious about leveling up your sales game, this episode is for you.…

1
E9: Scaling Sales Ops at Uber with Elaine Mao, Global Head of Sales Ops & Strategy 25:38

7 years之前25:38

25:38

How do you build a world-class sales team at one of the fastest-growing tech companies? Elaine Mao, Global Head of Sales Ops & Strategy at Uber for Business, joins Dimitar to share: Why she’d hire a sales ops pro before any sales reps The secret sauce behind Uber’s rapid sales scaling How Sales Ops drives growth and efficiency in hypergrowth environments Practical tips for sales leaders looking to build ops from scratch If you want to scale your sales org with operational excellence, this episode is a must-listen.…

1
E8: Building a World-Class Customer Success Org with Daniel Farkas (VP Global Renewals & CS, Box) 35:25

8 years之前35:25

35:25

What does it take to build a truly world-class Customer Success team? Daniel Farkas, VP of Global Renewals and EMEA Customer Success at Box, joins Dimitar to share the blueprint—including when to invest, how to hire, and what to measure. You’ll learn: When to start building your CS org—and when it’s too early What traits to hire for in high-performing CS reps The KPIs that actually matter (beyond NRR and churn) How to position CS as a strategic growth engine, not just a support function Whether you’re building your first CS team or levelling up an existing one, this episode is your playbook.…

Heresy

1
E7: Selling Disruptive Tech & Disqualifying Like a Pro with Tom Castley (VP EMEA, Apptio) 26:06

8 years之前26:06

26:06

Disqualify to win. That’s one of many lessons Tom Castley, VP of Account Management EMEA at Apptio, has learned over 20+ years in SaaS sales. In this fast-paced episode, Tom shares: Why disqualifying early saves time—and closes more deals The 7 questions every rep should ask to avoid dead-end opportunities How to sell disruptive tech into complex orgs A crash course in the Sandler sales methodology Battle-tested stories and tactics from the frontline Whether you’re a founder, AE, or sales leader, this episode is packed with practical, no-fluff advice.…

Heresy

1
E6: Scaling from $2M to $10M ARR with Peter Crosby, CCO at Triptease 28:35

8 years之前28:35

28:35

How do you scale a SaaS sales org from $2M to $10M in ARR without losing momentum—or your mind? Peter Crosby, Chief Commercial Officer at Triptease, joins Dimitar to break down: What changes (and what doesn’t) as you move from early traction to real scale How to build the right sales motion for your growth stage Mistakes to avoid when hiring, structuring, and forecasting How Triptease navigated this critical growth window If you're scaling a SaaS business, this episode is a roadmap for the messy middle.…

Heresy

1
E5: Developer-Led Sales & Scaling Europe with James Parton (Former Head of Europe, Twilio) 27:58

8 years之前27:58

27:58

What does it take to launch and scale the European arm of a hypergrowth US tech company? Dimitar sits down with James Parton, Twilio’s former Director of Europe, to talk about: The early days of Twilio’s expansion across Europe How “developer-led” sales really works The role of pre-sales, sales engineering, and enablement in technical GTM What it's like being the first boots on the ground for a US startup abroad A must-listen for anyone scaling international teams or building go-to-market in dev-first businesses.…

Heresy

1
E4: Sales Coaching at Scale – Lessons from Just Eat, Funding Circle & More with Terry Russell 30:56

8 years之前30:56

30:56

What do Just Eat, Funding Circle, GoCardless, and Property Partner have in common? They all turned to Terry Russell to help scale their sales teams. In this episode, Terry shares: How to design comp plans that actually motivate The secret to developing sales talent in fast-growing orgs Hard-won lessons from inside some of Europe’s best-known startups Whether you’re a founder, sales leader, or coach yourself, Terry’s stories are full of practical takeaways you can apply right away.…

Heresy

1
E3: From Private to Public – Sales Lessons No One Tells You, with Alan Kenny (GM Europe, Mimecast) 33:16

8 years之前33:16

33:16

What changes when a company goes from private to public? Alan Kenny, GM Europe at Mimecast, shares the hard-earned sales lessons that rarely get talked about. We dig into: What salespeople and managers really need to know during hypergrowth The leadership mistakes Alan would go back and fix How to stay effective as the org scales and complexity kicks in Practical advice for navigating growth from startup to IPO If you're in SaaS sales or sales leadership, this one's full of sharp, experience-backed insights.…

Heresy

1
E2: Trello’s VP of Sales Kristen Habacht on Freemium GTM, Comp Plans, and Scaling the Team Pre-Acquisition 45:47

9 years之前45:47

45:47

Just days before Atlassian’s $425M acquisition of Trello, we sat down with Kristen Habacht, VP of Sales, to unpack what it really takes to build and scale a freemium SaaS sales org. We cover: How Trello’s sales team evolved from full-stack to role specialization Why they simplified their commission structure The realities of selling a freemium product—and why BANT doesn’t work Managing remote sales teams long before it was the norm What Kristen wishes she knew earlier Whether you’re running SMB, enterprise, or product-led GTM, this episode is packed with battle-tested insights from one of SaaS’s most interesting growth stories. ==============================================================Music credits: - Intro - Qvkata DLG, Duis Taban- Outro - Victor Hugo…

Heresy

1
E1: Stack Overflow COO Jeff Szczepanski on Building a Full-Stack Sales Team 37:28

9 years之前37:28