Fewer Reps, More Pipeline: How AI-Native GTM Teams Are Doing More With Less w/ Jason Miller, VP Sales @ Unify
The Crew PodcastShow Notes
Jason Miller is the VP of Sales at Unify, a signal-based selling platform helping go-to-market teams connect buyer intent to personalized outreach at scale.
Before Unify, Jason spent just over seven years at Monday.com, joining as one of the first 12 US sales hires when the company was almost entirely PLG and didn't even believe it needed a sales team. He helped build the outbound motion from the ground up, moved into sales leadership, and scaled the company through hypergrowth to IPO.
Prior to Monday.com, Jason was at Convey (now project44), where he took over the founder-led sales playbook and built out the SDR and AE teams in the scrappiest of environments where you either learn fast or you don't last.
He came up reading Predictable Revenue, built his career on the belief that inputs always drive outputs, and carries a clear philosophy into every org he joins: hire slow, keep the bar high, and don't confuse quota attainment with talent.
Timestamps
(00:00) Cold open: the Mount Rushmore of GTM signals(02:28) Jason's background: falling into sales and finding SaaS(05:30) What makes the Israeli tech scene different from SF and New York(09:35) Crossing the PLG chasm: why he left Monday for a sales-led company(10:19) Why he almost didn't join a go-to-market company (and what changed)(12:07) How to evaluate founders in an interview process(14:14) The dating analogy: finding the right sales culture fit(14:50) The hiring mistake that taught him never to lower the bar(16:52) How to prevent "shiny object" bias in an interview loop(18:56) What top candidates actually do differently (the follow-up problem)(20:24) Asking better questions: layers, active listening, and interview-as-discovery(22:23) The $1M growth hire and the future of the sales team(25:52) The sales tech landscape in 2026: how to cut through the noise(29:04) Ideal stack for a Series B AI-native: CRM, CI, sequencer, signals(30:53) Clay vs. Unify: how to think about using both(33:24) PLG vs. SLG: what really changes when the inbound stops(38:17) The three metrics every AE should track(39:46) Why quota attainment can be misleading(45:13) Cold outbound isn't dead (it just has to be better)(47:45) Roleplay, reps, and why HyperBound might be the most underrated tool(50:05) Methodologies that actually matter: MEDIC, MEDDPICC, Spiced
About The Vibescaling Podcast The Vibescaling podcast interviews GTM leaders and investors at top AI startups and early-stage companies. Every week, host Chris Balestras, partner @ Vibescaling (an advisory, recruiting, investing, & media firm for seed through series C AI-natives) sits down with GTM operators from the fastest-growing AI natives and SaaS companies to break down what's actually working in go-to-market today. No fluff, no theory - just honest, tactical insights from people in the trenches building the next generation of AI breakouts.
About Vibescaling Vibescaling is an advisory, recruiting, investing, & media firm for seed through series C AI-natives & fast-growing SaaS startups.
Where to Find Vibescaling
LinkedIn: https://www.linkedin.com/company/vibescaling/ YouTube: https://www.youtube.com/channel/UC-rcm2qdgF22H2th_Khrlxg Newsletter: https://www.vibescaling.blog/ Website: https://www.vibescaling.ai/
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