The Bravado Pod

The Bravado Pod

By Bravado.coBusiness
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The Bravado Pod episodes

  • Using Psychology to Scale GTM to $100M with Tomer Chernia, SVP Sales at Vercel

    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. 

  • - The key to sales outreach that unlocks every buyer profile and market segment 

  • - Vercel’s unique mock pitch process uncovers what hiring managers really want to see

  • - Reconciling team morale with the board’s demands to conquer higher revenue targets


    Episode Content:

    00:00 - Introducing Tomer Chernia, SVP Sales @ Vercel

    04:00 - From Selling MarTech to Open Source DevTools

    07:04 - Selling and Outreach to the Open Source Community

    13:42 - Splitting up Territories and Deal Complexity

    19:13 - Profile of Salesperson that succeed in Mid-market and Enterprise

    22:25 - Sales Hiring in Hypergrowth

    27:54 - Remote vs In-person Culture and Performance

    40:05 - Investing in the Success of the Sales Team

    44:36 - How to think about quotas and compensation

    48:59 - Balanced and Thoughtful Growth Plans

    54:17 - Lightning Round: Sales as a Super Power, Controversial Advice, Best Fictional Sales Person


    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

    • 1 hr
  • Scaling a 72% Win Rate, NOT Forcing Yourself Up Market, Pipeline Over Everything with Jonathan Blackburn, VP Sales at Nooks

    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: 

  • - Going against all good Sales advice and winning 72% of the deals that offer the controversial FREE trial!  *gasp 

  • - Reversing the industry norm of pushing up market to instead be pulled up market by strategic processes that build trust  

  • - Capitalizing on their exceptional timing in the market by doubling down on outbound pipeline generation with the best SDR team in the game


    • “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

    1 hr 8 min
  • Sprinting to $100M ARR, Recruiting a Winning Team, and Building a Successful Remote-First Culture with Stevie Case, CRO @ Vanta

    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 

  • - Moving Upmarket: How to scale to enterprise customers without losing focus on your core SMB base

    - Culture Building: Going all-in on enablement so your reps can grow their career as far as they want without leaving the company

    - Remote-First Structuring: How Vanta went against the conventional wisdom and achieved this hypergrowth with a fully remote sales team.


    • 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

    1 hr 13 min
  • Scaling SMB to $30M, Investing in RevOps Early, and Stage-appropriate Sales Hiring with Kyle Norton

    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: 

  • - The people to hire in the beginning vs the people to hire to scale 

  • - Indicators that determine if a $2M company has the potential to reach $30M 

  • - How early investments in RevOps can help you scale faster 

  • - Preparing for setbacks before they happen 

    • 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:

    00:00 - Welcome Kyle Norton, CRO at Owner.com
    03:20 - Doing hard things helped me be better at Sales
    05:07 - Finding a winning company
    16:43 - What to look for in a founding team
    33:43 - Your first VP of Sales is a bridge
    48:44 - You need Pirates and Romantics
    58:010 - In office vs remote
    1:08:35 - Shoot above your number
    1:13:08 - Quick fire round

    1 hr 18 min
  • GTM Benchmarks Post-ARR, The Death of Post-Sales, Investing in Outliers with Sangeeta Chakraborty

    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:

    00:00 - Welcoming Sangeeta Chakraborty to the Podcast!
    06:41 - The importance of hiring the right people for Sales
    12:12 - The evolution of post-sales in usage based pricing models
    15:00 - The new AE role
    22:20 - Building a culture of learning
    28:34 - Winners don’t shy away from big targets
    37:05 - Outlier performance will always lead Sales
    38:42 - The right way to plan for outliers
    42:28 - TOFU for startups
    47:17 - The next phase of brand growth
    49:05 - The work most companies try to skip
    52:02 - Quick fire round

    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

    58 min

About The Bravado Pod

From the publisher's feed

Is revenue your bread and butter? Sales Guru and CEO Sahil Mansuri dives deep with the most successful B2B SaaS CROs, Sales VPs, and GTM Leaders on the people, processes, and tools that fuel their growth. These revenue leaders share their frameworks for: