Becca Lindquist is Head of Sales at Clay, one of the fastest-growing AI companies to reach $100M+ ARR. She previously helped scale dbt Labs into a category-defining data platform, building and leading high-performing sales teams. Before that, she was an early sales leader at Heap, where she played a key role in scaling the GTM motion.
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Timestamps:
00:00 Intro
01:09 Should You Leave Your SaaS Job for an AI Company?
03:48 How to Read a LinkedIn Profile: Red Flags & Green Flags
10:03 Domain Expertise vs High Slope: Which Hire Wins?
11:53 How to Spot a Bad Hire Before You Make It
15:30 How Fast Do You Know If a New Rep Is Going to Work Out?
17:03 What Good Sales Bootcamp Looks Like at an Early-Stage Company
18:14 What to Look for When Hiring Your First Sales Reps
21:03 How to Pick the Right AI Company to Join
22:55 The NRR Question: Is It Still the Most Important Metric?
26:30 How Clay Finally Introduced Variable Sales Compensation
39:10 AI in Sales: What’s Real vs What’s Hype Right Now
40:37 How Your Sales Motion Changes With a PLG Product
42:37 How to Build Real Internal Champions
47:58 The Biggest Mistake Frontline Sales Leaders Make
53:05 Is Outbound Dead?
57:24 What AI Actually Changes in Sales (vs What It Doesn’t)
59:08 Best AI Tools Becca Uses
01:05:01 Quick-Fire Round
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