The best sales people understand the psychology of sales… and the best sales leaders understand the psychology of leading a successful GTM organization. Tomer Chernia, SVP Sales at Vercel has mastered both. 

In this episode, he takes us through his sales and leadership strategy, which scaled Vercel to $100M ARR at breakneck speed. 

You’ve heard how great Revenue Leaders hyper-scaled in the past few years. But, what does it take to do it now - at this moment in the market?

In the last 14 months, Jonathan Blackburn, VP of Sales turned a 6 person sales team with no scalable process into 40+ reps and is on his way to making Nooks the fastest growing startup of 2025. 

For everyone currently on their own rocketship and looking for contemporary wisdom, find out what Nooks is doing right now to hyper-scale: 

“Hyper-scale or die” is the battle cry for SaaS in 2025 and Nooks is set to win. Their VP of Sales, Jonathan Blackburn shares all the details of exactly how they’re doing it right now with Bravado CEO Sahil Mansuri. 

Episode Content:

00:00 - Introducing Jonathan Blackburn, VP of Sales @ Nooks

03:21 - Expanding the sales team and a 60 day internal evaluation

08:51 - Try before you buy20:32 - Profile of rep to hire at Nooks

30:20 - Red Flags while hiring35:32 - Setting up the team for success

47:07 - Managing up as a VP of Sales54:03 - Pipeline and the resurgence of the SDR

01:01:54 - Sales as a Superpower

01:05:13 - Best advice early in your careerAre you Hiring Salespeople?

Are you Hiring Salespeople? Check out Bravado Talent - https://talent.bravado.co/

LinkedIn - https://www.linkedin.com/company/wearebravado

Twitter - https://www.twitter.com/bravado

Instagram - https://www.instagram.com/bravado_sales/https://

Bravado.co

Vanta CRO Stevie Case hyper-scaled her team from 20 people and $10M to 300+ and $100M in less than two years. This week’s episode is a masterclass in how to change the trajectory of your business. 

If your company is between $5M - $20M ARR, you’ll hear the cheat codes to 

The bar for startup growth keeps getting raised. The only way to keep up is to lead the way. Bravado CEO Sahil Mansuri brings you the insights to help you do just that every other Wednesday on The Bravado Pod.

Episode Content:

00:00 - Introducing Stevie Case, CRO @ Vanta06:55 - Success comes down to the people you hire. Who does Vanta hire?

23:24 - How to crush a Stevie Case interview - the exercise that makes or breaks it for candidates at Vanta

30:39 - Maximizing Productivity in a Remote-first team and the importance of face time

39:35 - It’s never too early to think about creating multiple revenue engines

49:47 - How to forecast accurately for success with the levers that drive pipeline

57:41 - The real ROI betting on SDRs

1:04:52 - Lightning Round: Sales as a Superpower, Professional Gaming to Sales

Are you Hiring Salespeople? Check out Bravado Talent - https://talent.bravado.co/

LinkedIn - https://www.linkedin.com/company/wearebravado

Twitter - https://www.twitter.com/bravado

Instagram - https://www.instagram.com/bravado_sales/https://

Bravado.co

Scaling SMB Vertical SaaS Owner.com from $2M to $30M with an Ever Evolving Playbook that Adapts Sales Strategy at Each Milestone: CRO Kyle Norton 

The secret to the best Sales Playbook for scaling is that it constantly changes at each step. Kyle Norton took his company from $2M to $30M ARR in just a few years by pivoting the GTM strategy to the challenge at hand. Kyle offers actionable advice for Sales Leaders and Founders in early stages on: 

You’ll hear everything a Founder needs to know about finding the right Sales Leader to take their startup to the first $30M, and everything that Sales Leader needs to know about getting there from Kyle Norton and Bravado CEO Sahil Mansuri in this episode.

Episode Content:

From Scaling GTM at Okta, Checkr, and Miro to How AI is Disrupting the SaaS Sales Playbook: CRO Sangeeta Chakraborty 

Discover how the AI era is transforming Sales teams, Sales Leadership, and even CS. Drawing from her experience scaling revenue at top SaaS companies during major market disruptions, Sangeeta reveals: 

Why traditional SaaS Sales strategies are being upended by AI-driven pricing and customer expectation changes 

Battle-tested tactics for breaking into new markets without brand recognition 

The most important skills for reps to thrive in the AI era 

Strategies for Sales Leaders to meet today’s aggressive revenue targets

Bravado CEO, Sahil Mansuri asks the questions Founders, Sales VPs, and AEs need answered to crush quota in 2025.

Sangeeta's LinkedIn: https://linkedin.com/in/sangeetachakraborty/

Episode Content:

Are you Hiring Salespeople? Check out Bravado Talent - https://talent.bravado.co/