Brex 3.0: Inside the Radical Turnaround with Pedro Franceschi

Jim Steele, President of Global Strategic Customers at Salesforce, is the man, the myth, and the legend who helped increase Salesforce’s revenue from $22 million to over $5 billion. Working since he was 10 years old to support his family, Jim’s drive and ambition are still just as strong today as he views new challenges and opportunities with a “beginner’s mindset.” As Jim puts it, his 43-year career in sales is a series of stories–in this episode, he reflects on poignant moments that helped shape who he is as a leader in the industry. Jim offers anecdotes from his early days at IBM and paints a vivid picture of Wall Street in the ‘80s. Through his stories, Jim emphasizes an important theme—building authentic relationships—and explores the value of remembering people’s names and faces. Jim also discusses the incredible growth of Salesforce, offers takeaways from his 12-year experience, and opens up about his return to the company. In this episode, we cover: Chateau de Steele: the story behind Jim’s Beaver Bar. (01:30)How Jim became the first Chief Customer Officer, ever - and he describes the lasting effect of his first job at 10 years old. (04:46)Jim’s perspective on humility and sincerity - and what he says to people who are not motivated at their job. (09:16)“IBM was the boot camp of sales training”: A key takeaway from Jim’s experience at IBM’s sales school and how it set the stage for success on Wall Street. (13:59)Through the “three-martini lunches” story, Jim explores Wall Street in the ’80s and the value of building trusted relationships. (21:47)Jim’s insight on developing personal connections and the value of remembering names and faces. (28:15)A look at Jim’s unconventional Salesforce interview experience - and why the Salesforce culture doesn’t accept “armchair quarterbacks.” (38:29)Jim reflects on the positive impact of his sabbatical and how COVID-19 gave him a new perspective on work/life balance. (48:09)How Jim adapts Marc Benioff's LVI methodology (listen, validate, and inspire) to his work - and a conversation about cultivating genuine relationships and active listening as a seller. (53:08)Jim’s perspective on empowering salespeople - and why Salesforce’s unique offering has everything to do with its customers. (01:04:31)What led Jim back to Salesforce, why he loves what he does, and what’s next. (01:13:28)Links:Connect with JimLinkedInSalesforceConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

10 Tammi 20221h 19min

B2B marketing powerhouse, Sara Varni joins this episode on her final day at Twilio to discuss her journey and what lies ahead as she steps into her new role as Chief Marketing Officer at Attentive. Sara demonstrates a stellar track record of marketing know-how and creativity and has a refreshing take on the ever-changing marketing landscape.In this episode, Sara shares insight on what it means to speak to your audience and uses an example from her Twitter to show how products can market themselves. She reflects on her time at Salesforce and Twilio, discusses why it’s important for marketers to recharge, and explores how her disciplined mindset contributes to her success. Sara and Joubin also discuss their shared love of bowling and Sara shares her thoughts on joining Attentive at the beginning of its next phase of growth.In this episode, we cover:“The full slice of life at the bowling alley”: Sara and Joubin connect over their love for bowling. (04:26)How Sara learned from her father’s disciplined mentality - and what it means to create a home for her children. (07:17)Sara follows up on her tweet about product marketing - and she shares why her 10 years at Salesforce was “the best marketing training.” (15:14)A look back at the marketing structural changes at Salesforce and Sara’s role as CMO - and a conversation about writing memorable copy and earning “the right to speak to your audience.” (26:14)Sara’s insight on why managers play a key role in cultivating a motivated team - and her take on the balancing act of working remotely. (35:39)Why it’s important for marketers to recharge and how that mindset led Sara from Salesforce to Twilio. (39:53)Twilio’s aggressive customer-centric values and go-to-market approach - how Sara navigated her son’s autism diagnosis during that stressful time of her career and what gives her peace of mind. (48:31)Advice Sara received from her career coach and the benefits of a consistent feedback loop for people at any stage in their career. (56:16)Reflecting on Sara’s last day at Twilio and why she loves being a CMO. (01:02:49)Links:Connect with SaraLinkedInTwitterAttentiveConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

3 Tammi 20221h 8min

Many people run from uncomfortable situations. Heidi Andersen, CRO at Nextdoor, isn’t like most, as she embraces new challenges and makes mental toughness a centrality to her approach. From the very beginning of her story, Heidi has been rooted in hard work and the personal gratification of earning her success. Known as a corporate athlete, Heidi stands out from the pack and proudly holds the torch for women in tech.In this episode, Heidi shares her perspective on leaving Denmark to join Google in California and we explore the fundamental beliefs she inherited from her family before she embarked on that journey. Heidi also shares insight on the fascinating role Nextdoor plays in building supportive communities in neighborhoods across the globe, why she loves to inspire others, her previous side hustle as an Equinox instructor, and more.In this episode, we cover: The greatest gift Heidi’s parents have given her. (02:53)How Heidi navigated her transition from Denmark to Google’s Silicon Valley - and why she calls herself “half introvert, half extrovert.” (06:11)Heidi reflects on her time as an Equinox fitness instructor - and a deep dive on the impact that exercise can have on one’s sense of belonging. (11:15)Why Heidi prioritizes pursuing what brings her joy - and her perspective on taking on uncomfortable challenges to build mental toughness. (20:59)Heidi’s views on her position as a leading woman in the industry and why she focuses on helping women move into successful careers. (27:51)From LinkedIn to Nextdoor: The criteria that Heidi used to evaluate her new opportunity - and an overview of Nextdoor. (35:40)Heidi shares her perspective on Nextdoor going public and how she approaches this new milestone - and a look at how Nextdoor aims to connect neighbors through acts of kindness. (45:13)A discussion about Nextdoor’s monetization and growth strategy - and more on Nextdoor’s impact on communities. (54:40)Heidi shares insight on her recruiting superpowers. (01:03:50)Links:Connect with HeidiLinkedInEmail: heidi@nextdoor.comBuilding Mental Toughness for Higher Levels of PerformanceConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

27 Joulu 20211h 13min

Sometimes social media works and sometimes it doesn’t. For Matt Epstein, Chief Marketing Officer at Rippling, it is a little bit of both. In 2011, Matt went viral after uploading a Youtube video detailing why Google should hire him. It was also accompanied by a propeller plane with his URL attached, flying over the Google campus. Apparently, Google was not impressed, however, this bold decision ultimately worked in his favor. The video attracted many companies, which eventually led to the beginning of a fast-paced and fulfilling marketing career.In this episode, Matt discusses his unconventional way of attracting Google’s attention and what it was like to pass on other companies in lieu. He talks about how his brashness, which as he puts it, is just a “chip on his shoulder”, attracted the attention of Rippling founder, Parker Conrad. Now, he is along for the ride as he surrounds himself with other like-minded “crazy ones.” Matt also shares his take on why generalists and marketing ops should be “first hires” in SMB and SaaS, and how when you’ve got something to prove in that space it only increases your ambition. In this episode, we cover: How Matt’s plea to work for Google went viral - and why he hates social media. (01:48)Matt’s professional evolution from SigFig to employee #1 at Zenefits and his role in garnering the first customers. (08:04)Why Matt recommends generalists and marketing ops as the first hires in the SMB SaaS space - and a deep dive into how a “chip on your shoulder” and insecurity are powerful motivators for success. (17:00)Matt’s decision-making process from applying to Google to passing up on job offers from major tech companies - and Matt reflects on lessons learned at Zenefits. (24:16)How Rippling founder, Parker Conrad, convinced Matt to join the company - and Matt explores the next phase of Rippling’s app ecosystem. (34:26)Matt’s thoughts on Rippling’s recent product launch, marketing their catalog of products, and the challenges of scaling up at a startup. (44:32)A discussion about coping with pressure, why Matt looks for “the crazy ones” when hiring, and why he has no interest in being a founder. (53:26)Links:Connect with MattLinkedInEmail: mepstein@rippling.comRipplingConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

20 Joulu 20211h 7min

There is a litany of analogies for marketing. An art, a technique, a skill. Yet few strive to combine a multitude of approaches. For Meagen Eisenberg, Chief Marketing Officer at TripActions, she synthesizes a combination of art, science, and the essential ingredient–joy–to form a unique marketing strategy. Meagen is a no BS go-getter who demonstrates an encompassing approach to how she conducts business. She hones in on her own efficiency and ability to think quickly and adapt, and expresses how cultivating that skill has made her a fast decision-maker. To reinforce that speed is a desire to always learn, which is the underlying motivation for her own professional progress. Meagen offers her perspectives on organizational structure, the highly valuable takeaways from mistakes and failures, and how her work at TripActions has adapted, through her own love and joy of the flux of marketing, to the changes of COVID-19. Meagen’s straightforward approach carries a lot of weight and is a force we all can consider. In this episode, we cover: Why TripActions’ CRO, Carlos Delatorre, calls Meagen a superhuman - and why she believes in treating her sales team as a customer. (03:56)‘The key for executives is to keep learning’: Meagen discusses her favorite mediums for learning, her love of books, and the various ways she stays on the pulse. (11:58)A discussion about preparing for and executing board meetings - and a look at PG Tuesday. (19:31)Meagen’s perspective on company alignment from the top down and how it sets the stage for success. (25:44)The silver lining in failure and Meagen’s attitude towards not giving up - and what it means to “live in awkward.” (34:55)The art and science of marketing - and the impact of COVID-19 on TripActions and how that differed from its competitors. (44:46)Meagen reflects on the worst day in her career during the pandemic. (55:14)A walkthrough of Meagen’s hiring process during her first six weeks at TripActions, her take on hiring people who solve problems, and why she loves marketing. (01:01:52)Links:Connect with MeagenLinkedInTripActionsConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner PerkinsLinks Referenced:Dan DrukerPlay Bigger: How Pirates, Dreamers, and Innovators Create and Dominate MarketsMOVE: The 4-question Go-to-Market FrameworkThe Hard Thing About Hard Things: Building a Business When There Are No Easy AnswersThe Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney CompanyShoe Dog: A Memoir by the Creator of NikeAndre Agassi: Open: An AutobiographyElon Musk: Tesla, SpaceX, and the Quest for a Fantastic Future

13 Joulu 20211h 12min

For some, expanding their horizons is something that they, as individuals, strive to do. Fortunately, Philip Lacor, CRO at Unqork, takes those expansions to another level. Philip thrives as a cross-functional leader and leaves his own stamp by creating challenging and diverse environments for a wide variety of people. From his philosophy on building global teams, to how he rears his own children, diversity is the center of how Philip builds his approaches. Join the conversation as Philip takes us through his multifaceted career path. Coming from the Netherlands, but with a drive to develop a global vision, he offers unique comparisons between how Europeans and Americans work. Language is also a central priority for Philip, and his perspective on the importance of learning new languages and his implementation of that learning in his own life are paramount. We also explore how Philip shapes and values diverse teams, and the ways in which he enacts this conviction. He has a personal passion to see more women in leadership roles, and we learn how he honors his late wife and her amazing contribution to the world through The Lideke Wery Foundation.In this episode, we cover:The moment Philip realized that he wanted to experience the world outside of the Netherlands and start a global career - and his thoughts about the similarities between Europeans and Americans. (05:46)Philip’s personal tricks for mastering public speaking and how that plays into his conversations with customers. (08:49)A discussion about learning new languages and how Philip teaches his children to adapt to new environments. (15:51)Why Philip enjoys working cross-functionally and closely with customers - and a walkthrough of Philip’s process for building customer-centric teams. (21:10)A look at Philip’s short, yet successful time at Envoy and his transition into his role as Unqork’s CRO. (29:01)Four traits that successful reps should cultivate in an early-stage company. (38:23)Defining active mental recovery and how it contributes to long-term success - and why it’s important to embrace and enjoy where you are. (43:40)Philip reflects on his role as a leader and discusses time management on a global team and his passion for hiring diverse talent. (50:30)The Lideke Wery Foundation: In honor of Philip’s late wife, The Lideke Wery Foundation transforms the lives of students in Sri Lanka through learning English and computer education. (59:56)Links:Connect with PhilipLinkedInEmail: philip.lacor@unqork.comUnqorkLideke Wery FoundationConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

6 Joulu 20211h 8min

Language is without doubt the single most valuable tool we use, and in its use, it ironically builds barriers. Fortunately in recent years with the rise of companies like Duolingo, those barriers are becoming more opaque. In this episode, Bob Meese, Chief Business Officer at Duolingo, joins the show to discuss all the innovative ways that Duolingo is making language learning a more feasible aspect of our lives.Bob started at Google with a solid 8-year stretch that served as a proving ground for his own professional philosophy. An integral component of that philosophy is to be employee-centric in his vision and execution. In his move to Duolingo, Bob carried that thinking forward. Firmly established at Duolingo, Bob shares with us the impact that the company has on their customers, and even with his own family— namely in making language learning just plain fun. Bob also explores the importance of language, and how Duolingo is striking a firm balance between creating revenue and profit while providing such an altruistic product. In this episode, we cover: A quick look at Bob’s time at Google -  and how his philosophy on professional inertia played into his decision to move on to Duolingo. (02:47)Why Bob encourages his star employees to shine, even if it results in their decision to seek opportunities beyond their role and the company. (07:28)A risk worth taking: The journey that led Bob and his family back to Pittsburgh to begin his career at Duolingo. (10:57)An overview of Duolingo including current stats, its evolution, and what is on the horizon. (16:20)A discussion about the monetization of Duolingo, what the company looked like when Bob joined as CRO, and how Duolingo established its identity. (22:51)Bob reflects on his experience with changing company culture - and shares why he would do it all over again as he looks back on his years at Duolingo. (35:14)Duolingo’s revenue growth, the timing of the IPO, and why operating as a private company still works after recently going public. (41:05)Joubin and Bob discuss the impact of language and how it is a core part of human identity - and why Duolingo strives to make learning languages more accessible. (47:28)Links:Connect with BobTwitterDuolingoConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

29 Marras 202155min

To make the leap from HR to sales may seem like a significant obstacle to surmount. For Jennifer Brannigan, CRO at Pendo, it was an easy choice to make. Her decision to pursue her own interests and passion over a high salary set her on a path toward where she is today. And for her, the journey still continues. As she puts it, her professional roadmap is much like a jungle gym, as it is varied and intriguing. In this episode, Jennifer shares why she transitioned to sales in the midst of an accelerating HR career, and what she learned from her time at NBC Universal and LinkedIn. She also brings a refreshing take as she explains her unconventional subscription to JOMO (the joy of missing out) and provides insight on why she focuses on cultivating potential over check-the-box skillsets.In this episode, we cover:Jennifer’s exciting summer job in Ireland - and why she aspires to embrace JOMO (the joy of missing out). (03:18)A look into the neighborhood Jennifer grew up in, located in South Side, Chicago - and why Joubin thinks she would make a great podcast host. (09:07)How Jennifer’s experience at NBC Universal transferred into her next role - and what she learned from the challenges that came with her position at LinkedIn. (12:56)Jennifer’s perspective on leading LinkedIn’s large-scale layoff and how her HR experience prepared her for that difficult task. (17:54)From LinkedIn to Pendo: Jennifer’s journey towards her role as CRO - and her thoughts on her career trajectory. (21:55)Joubin and Jennifer explore the positive effect that running and exercise have on their mental health. (30:14)More on Jennifer’s path to Pendo: what she looked for in her search and how she spent her first 6 months. (35:15)Pendo’s cross-organizational hiring rubric - and Jennifer’s viewpoint on hiring potential vs success. (43:48)Jennifer uses her own experiences to rank career, money, company, and manager - and she shares her favorite simple habit and one she’d like to develop. (56:44)Links:Connect with JenniferEmail: jen.brannigan@pendo.ioPendoConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

22 Marras 20211h 7min