Founder and CEO Max Mitcham shares his journey from burnout and self-doubt to building a thriving culture at Trigify. Through lessons on empathy, mental health, and team transparency, Max reveals what it really takes to lead in today’s remote-first, fast-paced world—and why culture isn’t one-size-fits-all.

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.

Entrepreneurship is equal parts failure and faith in the next step. Eric Gordon, CEO of Parakeet, joins Elements of Culture to share his story of growth—from early sales struggles to leading a thriving remote team. Hear how he learned to follow his gut, build through mentorship, and create a culture where accountability and fun coexist.

We'll cover: 
• reverse-engineering goals into daily actions
• shifting from agency to SaaS with real user pain
• replacing feature dumps with discovery-led selling
• hiring for mutual fit and long-term growth
• building a remote culture that stays collaborative
• scaling sales with talent, methodology and accountability
• using customer conversations to guide product and AI bets
• treating risk as a lever and failure as data

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.

What happens when a former college athlete trades the court for 250 cold calls a day—and then scales a sales org from zero to $40M? We bring on Matt Grossbard, VP of Sales at Techvera, to break down the playbook: build a culture that fuels effort, design systems that scale, and overcommunicate until clarity becomes muscle memory. From one-call closes to multi-threaded, 45-day cycles, Matt shows how to evolve process without losing the edge that wins deals.

We dig into the traits that really matter—grit, coachability, and resilience—and how to screen for them whether or not a candidate ever wore a jersey. Matt shares the rituals that keep remote teams connected and motivated, including daily huddles that replace the lost buzz of an office floor. He explains why leaders must earn “juice” by staying hands-on, modeling great discovery, and proving they can help close when it counts. Trust, he argues, is built long before a tough conversation; it’s earned in the reps you run together.

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.

Ever wonder why some sellers win deals without a perfect pitch? In this episode, Santu Chakravorty, a CRO breaks down what actually drives sales performance—the compound effect of trust, curiosity, and coaching that turns average reps into consistent closers. We dig into hiring for spark over pedigree, the rhythm of daily coaching that lifts the middle 60%, and where AI should amplify your people, not replace them. If you lead a team or care about the real game behind revenue growth, this one’s a playbook worth listening to.

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.

“If you can’t change something, then you don’t get to be a manager.”
This episode of Elements of Culture with Mark Kosoglow, CRO at Docebo, dives deep into what separates real leaders from caretakers.

From selling shoes in Mississippi to leading teams to $250M in revenue, Mark shares the lessons behind transformational leadership, how to identify your 10X players, and why coachability and effort are the true markers of success.

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.

Your go-to-market isn’t a launch plan you park on a shelf—it’s a living system that needs a conductor. We sit down with CRO Remy Piazza to unpack why GTM should evolve with your product, your buyers, and your team, and why the CEO must own the score so product, marketing, sales, and customer success play in harmony. 

From stages like problem–market fit to platform–market fit, Remy maps the inflection points where your motions must change, the signals to watch, and the risks of clinging to a single outbound or inbound script long after your market has moved on.

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.

What separates good sales teams from true market leaders? In this episode, Dana Therrien breaks down the three levers most companies get wrong—visibility, incentives, and coaching—and shows how to transform them into engines of growth. From building a performance intelligence layer that empowers reps, to stripping compensation plans down to what really drives behavior.

We also explore what humane leadership looks like: coaching forward instead of weaponizing tools, mentoring as stewardship rather than content dumps, and building cultures marked by humor, candor, and trust. This conversation is packed with lessons from military leadership and revenue operations, this is a roadmap for leaders ready to elevate their teams with clear data, fair pay, and integrity-first coaching.

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.

When was the last time you examined where you're focusing your coaching efforts as a sales leader? If you're like most of us, you're probably gravitating toward your superstars or your struggling performers—but as Angela Baker reveals, that's leaving your biggest opportunity untapped.

Angela Baker, VP of Sales at Perceptix, shares a transformative framework that's reshaping how forward-thinking sales leaders approach team development. The 70-20-10 model suggests that while we naturally gravitate toward top performers (20%) or struggling reps (10%), the real magic happens when we concentrate on developing the middle performers (70%) who have untapped potential.

Other Key Takeaways:

• More reps doesn't equal more pipeline - scale your sales team slowly and ensure current reps are hitting targets before expanding
• Consistent prospecting is critical - reps must take ownership of building their own pipeline rather than relying solely on inbound leads
• Preventing burnout requires embedding wellness into daily work routines, especially for remote teams
• Leadership development should include identifying future leaders and creating opportunities for them to mentor others

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.

John Matthews, VP of Sales at Buxton, shares powerful insights on leadership during challenging times and the evolution of corporate culture in today's rapidly changing business environment. His approach to leadership centers on empathy, transparency, and standing beside his team rather than in front of or behind them.

Highlights:
• True leadership is tested during tough times, not when everything is going well
• Leaders must balance empathy with expectations of excellence from their teams
• Modern leadership requires significantly more communication and transparency than in the past
• Feedback should be direct but delivered with appropriate tonality and genuine care
• Young employees aren't fundamentally different - they want clear expectations and meaningful opportunities to grow
• AI will enhance sales efficiency but won't replace the human element that customers still crave
• Communication is the cornerstone of effective leadership both professionally and personally

Just remember, no one's perfect, so try to get better 1% every single day.

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.

Zachary Konopka, Chief Revenue Officer of CloudLayerAI and executive advisor for Bohemix, shares insights on implementing AI in enterprise organizations while building high-performing remote sales teams through purposeful collaboration and transparent leadership.

Highlights:

• From living in Rome to establishing offices in New York, Zachary's diverse career spans over a decade in remote technology sales leadership
• Organizations can save 30-40% on cloud costs through optimization tools 
• Implementation should start with solving specific problems in one business unit before expanding, using a crawl-walk-run approach
• Building remote team culture requires purposeful effort 
• True collaboration stems from curiosity about colleagues' work and genuine interest in their perspectives
• Work-life balance is essential for preventing burnout
• Effective leadership means setting guardrails rather than rigid rules
• Transparency must flow both top-down and bottom-up for organizations to learn and grow effectively

"We don't live to work, we work to live" – remember what matters most at the end of the day.

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.