In this episode our Host Justin Dorfman interview startup founders Sneh Parmar and Nafis Azad, Co-Founders of Lucky.

In this episode our Hosts Jorge Soto and Justin Dorfman interview startup sales guru and entrepreneur Scott Sambucci, Founder, CEO, and Sales Coach at SalesQualia. Scott is a veteran in the Silicon Valley startup sales world. He's helped countless startup founders figure out sales and scale their businesses.

Here are some of the topics discussed in this episode:

💡 Why is it so important for founders to do the selling themselves before hiring someone else to do it? 

💡 How to coach founders on sales and what principles/frameworks do you focus on?

💡 At what point should founders look to transition from founder-led sales to hiring someone to do the selling? And what is the first sales hire they should make—Head of Sales, AE, or SDR?

💡 What are the most common mistakes startups make as they look to scale sales?

Follow Scott on Linkedin: https://www.linkedin.com/in/scottsambucci/

Thanks to our sponsor AssetMule.Ai

In this episode our Hosts Jorge Soto and Justin Dorfman interview Blockchain entrepreneur Amadeo Pellicce, CEO & Founder at Map3.xyz.  

Amadeo shares his journey within the crypto space, YC Combinator, and more!

Follow Amadeo on Linkedin: https://www.linkedin.com/in/amadeopellicce/

In this episode of #StartupsUnedited, Jorge Soto and Justin Dorfman sit down with Mike Molinet — Founder of Thena, Co-Founder & former COO of Branch, and LP at GTMfund — to break down the tactical operating systems founders need to thrive in 2025.This is NOT another “hustle harder” conversation.This is about how to operate as a founder at a high level — physically, mentally, and operationally — while building a company with speed and discipline.What you’ll learn in this episode:• The Founder Operating System Mike uses to maintain clarity, energy, and focus• The COO playbook he used to help scale Branch into a 500+ person global company• How to work with speed and bias for action without burning out• Daily routines and environment design for sharper thinking• Why most people misunderstand early-stage startups — and how to know if you’re built for it• The principles that led Branch to powering 100,000+ mobile apps• Health, nutrition, and attention management tactics that improve decision-making• “Micro urgency, macro patience” — the operating principle every founder needs in 2025If you're a founder, CEO, operator, or rising leader, this episode gives you practical frameworks you can implement immediately — from personal performance to team leadership to startup execution.🔔 Subscribe for more founder tactics, GTM frameworks, and unedited conversations.

Follow Mike on Linkedin: https://www.linkedin.com/in/mikemolinet/

In this episode our Hosts Jorge Soto and Justin Dorfman interview entrepreneur and sales expert Tito Bohrt, who is currently CEO at AltiSales based in Miami, FL. 

In this episode Tito gives us tactical go-to-market advice. Tito answers questions such as:  

💡 When should a company start thinking about building a SDR team and how should they approach it?  

💡 You recently posted on LinkedIn about a strategy you’re calling Outbound PLG. Can you tell us what it is, how it works, and the results you’re seeing from it?  💡 What’s your perspective on the impact the current economic environment is having on sales development and how should SDR teams be adapting?  

💡 What are the most common mistakes you see companies making when it comes to building an SDR team?  

💡 What are the innovations happening in sales development that you’re most excited about?  

#startupsunedited #saas #b2b #sales

Jorge speaks with Ross Rich, CEO & Founder at Accord.

n this episode of #StartupsUnedited, Jorge Soto sits down with Paul Yacoubian, Founder of Copy.ai (recently acquired by Fullcast) and angel investor, to break down how they rode the GPT-3 / OpenAI LLM wave early and turned a side project into a fast-growing AI startup.Paul shares exactly how Copy.ai:Spotted GPT-2/GPT-3 as the next big platform shiftLaunched Copy.ai as their fourth MVPGrew to $60K MRR in under 5 monthsUsed Twitter as their primary GTM + distribution channelBuilt a product-led growth (PLG) motion powered by self-serve and StripeKnew when it was finally time to quit VC and go full-time on the startupIf you’re a CEO or founder building in AI, PLG, or SaaS, this conversation is packed with tactical insights on:How to validate traction before leaving your jobWhy most side projects don’t fail on product, they fail on distribution & monetizationHow to dominate one growth channel instead of spreading thinWhat makes a strong founding team in the high-stress world of startupsWhy quality of life and ecosystem (Miami Tech vs Silicon Valley) now matter more than ever📌 Topics We Cover:00:00 – Intro & how Copy.ai got started01:30 – Why GPT-2 and GPT-3 were the wakeup call03:00 – Launching Copy.ai as a side project04:00 – Getting 2,000 signups in 48 hours from Twitter06:00 – Turning free users into paid MRR with PLG09:00 – How Paul thinks about traction, metrics & quitting your job13:00 – Founder mistakes, team dynamics & ego18:00 – Remote cofounding, trust, and staying sane21:00 – Why Miami Tech and lifestyle are now a real advantage🔗 Follow PaulTwitter: @PaulYacoubian🔥 If you’re building in AI, PLG, or B2B SaaS, subscribe for more unedited, tactical founder conversations.👇 Drop a comment:What’s the one channel you’re going to dominate for your startup this year — Twitter/X, LinkedIn, YouTube, something else?#CopyAI #PaulYacoubian #AIStartups #GPT3 #OpenAI #ProductLedGrowth #PLG #SaaS #StartupFounder #MiamiTech #StartupsUnedited

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Follow me on LinkedIn: https://www.linkedin.com/in/startupjorge/Follow me on Facebook: https://www.facebook.com/StartupJorgeFollow me on Instagram: https://www.instagram.com/StartupJorge

In this episode of #StartupsUnedited, Jorge Soto sits down with Arjun Pillai — Cofounder & CEO at Docket, former CDO at ZoomInfo (Nasdaq: ZI), 2x startup exits, and investor — to break down the real journey of becoming a CEO, building in B2B SaaS, and knowing when it’s time to move on from a startup.

If you’re a founder, CEO, or early-stage operator, this conversation is packed with tactical insights you can actually use.

🔥 In this episode, we cover:

• From engineer to CEO: How Arjun went from configuring SAP reports in India to building and exiting his first company

• Make vs. Sell framework: Why in an early-stage startup everyone either makes the product or sells the product — and what that means for your first 10 hires

• Growing into the CEO role: Why the CEO title is “loaded,” and how it actually took 1.5–2 years for him to become a real CEO

• How to pick mentors and advisors:

  • Why big-name advisors on your cap table often don’t help

  • How to choose 2–3 operator mentors who are just 5–10 years ahead of you

  • When you outgrow a mentor and need to upgrade your bench

• When to quit your startup:

  • Time-boxing experiments (2–6 months)

  • Defining success in advance (customers, ARPU, revenue)

  • Avoiding the “zombie startup” that drifts with tiny traction and broken unit economics

• Finding product-market fit in B2B SaaS:

  • How Arjun thinks about the zero → seed stage

  • Running as many hypotheses and experiments as possible

• The future of conversational marketing:

  • Why real-time buying and selling is taking over

  • How chat and conversational marketing are transforming high-ACV, long-sales-cycle B2B

  • Why his team purposely focused on mid-market & enterprise instead of chasing everyone

💬 Who this is for:
B2B SaaS founders, CEOs, GTM leaders, and anyone navigating the brutal zero-to-seed journey, product-market fit, and the emotional rollercoaster of building companies.

⏱ Chapters (suggested):
0:00 – Intro & who is Arjun Pillai
2:00 – First startup, failures, and eventual exit
6:00 – Becoming a CEO vs. just having the title
10:00 – Make vs. Sell: the only two jobs in a startup
13:00 – How to pick (and outgrow) mentors and advisors
18:00 – When to quit: frameworks for calling it
24:00 – Product-market fit and early-stage experiments
30:00 – The rise of conversational marketing & B2B chat
38:00 – Building for mid-market & enterprise from day one

🔔 Subscribe for more raw conversations with founders, operators, and GTM leaders on Startups Unedited.

👉 Connect with Arjun on LinkedIn and check out his writing on building, scaling, and leading as a founder-CEO.

In this 2015 episode, Tomás De Matteis of #Sotoventures interviews Carlos Espinal, who is a partner at London, UK based startup accelerator and seed fund Seedcamp.

Mental health has been taboo for as long as I can remember especially in the United States. 10's of millions of Americans suffer from this common yet really mysterious condition. Some deal with it so bad that they are completely overwhelmed and can't function. Others find often unhealthy ways of coping such as substance abuse of other non-obvious addictions.   

In this 2016 episode with serial entrepreneur and Founder/CEO at The Alley in NYC, Jason Saltzman. Jason discusses dealing with anxiety as an entrepreneur within startups.