Show Notes
Mintis Sow has lived about five careers inside HubSpot: quota-carrying seller, sales manager running outbound data for her team on her own credit card, founding member of the RevOps team, the marketer who built outbound inside the most inbound company in SaaS, and most recently Senior Director of Agentic Selling. Now she's leaving to found Fraction GTM, and this conversation is the handoff note. She and Jared Robin get into teaching an inbound giant to prospect through culture, systems, and data in that order, the signals program that drove $30M, the human judgment framework that turns a rep's 20-minute research ritual into one automated signal, and the trust score she built watching 90 Day Fiance, which replaced PhD-built fit scores because it thought like a rep. Plus why the call is the Super Bowl of the sales process, her 47% close rate story, and three hot takes for 2027.
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Amos Bar Joseph launched Swan with three founders, seven figures in ARR, and a public bet to reach $30M without hiring. Then sales broke, and Swan doubled to six people. His learning: AI can do the work, but scaling is decisions, and decisions stay human. On this episode of the Revenue Creator Podcast, he and Jared Robin get into the $100K AI budget for three GTM people, the inbound process that runs 30,000 times a month, why buying software is buying thousands of decisions, and what the unicorn playbook costs you.
Olga Traskova is VP of Revenue Operations at Birdeye. She collapsed marketing, sales, and CS ops into two functions, builders and operators, and runs AI by one rule: the best workflow is the one sellers never clock as AI. She and Jared Robin get into the Claude skill nobody touched until it became a button in Salesforce, the enrichment one Clay owner now runs that took a team of ten, the AI forecast that beat every model in Q2 and the 2027 plan to hand it the number, her two-tier deal desk with a 20% discount guardrail, and the builds she killed for not moving a KPI.
Lindsay Rothlisberger is Director of GTM Innovation at Zapier. Zapier hit billion-dollar scale product-led before it had a formal RevOps function. She built it, then built the layer that now runs Zapier's GTM agents: a shared brain of context with one named owner per piece, a skill that reviews other skills, and a rule that every agent action gets written back to the CRM. She and Jared get into the four-week context move-in she would not repeat, why the first call prep agent flopped and the rule that every output has to end in an action, how closed-lost reasons went from "everyone ghosted us" to real competitor intel, the LinkedIn-connection agent that drafts warm outreach on open deals, and the renewal sprint that lifted on-time renewals more than 30%. Plus the 10x ACV climb upmarket, and what she wants you to stop doing with AI this week.
Shantanu Shekhar, VP of RevOps at Personio, funded his GTM engineering team by not backfilling two BDR seats. He ended up cutting half the BDR headcount, and BDR productivity went up 40% year on year while ARR per AE rose 22%. He and Jared get into making the case for builders over headcount, hiring analytical profiles instead of junior sellers, the third option in build versus buy, and the agent that took account research from two hours a day to fifteen minutes. Plus the automation that flopped, and what he thinks happens to the BDR role in the next two years.
Mason Cosby runs Scrappy ABM. This year he spent $30-40K across 14 events and averaged eight opportunities from each one. In this conversation with Jared Robin, he breaks down the five audiences you can reach before an event starts, none of which require anything from the organizer. He also explains why 78% of ABM programs failing made him stop hiring people with ABM experience. Subscribe for conversations with the operators building modern revenue teams.