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Pavilion

The Godfather of Modern GTM: This Is How To Measure AI Impact | Mark Roberge, Co-Founder @ Stage 2 Capital

June 27, 2026 11:01pm 1:15

Mark Roberge, founding CRO at HubSpot and co-founder of Stage 2 Capital, joins Sam Jacobs and AJ Bruno to tackle the question every board is asking in 2026: how do you actually measure AI's impact on a go-to-market team?...

The $1M Employee Is Here: Why ClickUp Replaced 22% Of Its Team With AI | Gaurav Agarwal, COO @ ClickUp

June 20, 2026 11:01pm 1:16

Gaurav Agarwal, COO of ClickUp, joins Sam Jacobs, AJ Bruno, and Asad Zaman after ClickUp, a company north of $300 million in ARR, parted ways with 22% of its workforce while rolling out pay packages up to $1 million a ye...

"Dead AI Startups Keep Landing On My Desk!" | CEO @ Clari + Salesloft, Steve Cox

June 13, 2026 11:01pm 1:07

Steve Cox, CEO of Clari + Salesloft, joins Sam Jacobs and Asad Zaman to argue that SaaS is far from dead. Steve took the CEO role in December 2025 to merge two of the biggest brands in go-to-market tech into what he call...

$100M+ Profit. Stock Down 72%. CEO Explains Why | Michael Walrath, Chairman & CEO @ Yext

June 06, 2026 11:01pm 1:12

Michael Walrath, Chairman and CEO of Yext, returns to break down why the market has left a profitable, $400 million mid-cap public software company trading at one times revenue, even with over $100 million in EBITDA. He ...

Build The World Class Team That Anthropic Won't Steal | Craig Rosenberg, CPO @Scale Venture Partners

May 30, 2026 11:01pm 1:06

Craig Rosenberg, Chief Platform Officer at Scale Venture Partners and co-founder of Topo, joins AJ Bruno and Asad Zaman to take on the question every founder is wrestling with: can you still build a world-class sales tea...

AI Marketing Has A Disease. Can The Cure Be Bought, Taught, or Caught? | Kyle Lacy, CMO @ Docebo

May 24, 2026 12:15am 1:07

Kyle Lacy, CMO at Docebo (previously Lessonly, Seismic, Jellyfish), joins Sam Jacobs, AJ Bruno, and Asad Zaman to push back on AI-era "efficiency" gospel in marketing. Topics include why product marketing under a sales-l...

Playbook: AI-Era Customer Success For Hyper Growth | Sam Slevin, Global SVP CS @ AlphaSense

May 16, 2026 11:01pm 1:09

Sam Slevin, Global SVP of Customer Success at AlphaSense, joins Sam Jacobs, AJ Bruno, and Asad Zaman on the AI-era customer success playbook. Topics include why service is the differentiator over the next 2 to 3 years, t...

AI Cyber Exec: Vibecoding Is A Security Time Bomb | Ryan Burke, VP Worldwide Sales @ Crogl

May 09, 2026 11:01pm 57 min

Ryan Burke, VP of Worldwide Sales at Crogl, joins Sam Jacobs, AJ Bruno, and Asad Zaman on the new economics of enterprise cyber risk. Topics include Anthropic's Mythos model, AI for the security operations center, why vi...

Top Investor: AI Killed Most Moats. These 4 Still Work | Liz Christo, Partner @ Stage 2 Capital

May 02, 2026 11:01pm 1:02

Stage 2 Capital General Partner Liz Christo joins the show to discuss the disconnect between venture expectations and reality in the software market. The conversation covers the hidden costs of the new build versus buy d...

VC Whisperer: There Will Be No Exits For... | Peter Walker, Head of Insights @ Carta

April 25, 2026 11:01pm 1:03

Peter Walker brings Carta's proprietary private market data from 60,000 startups and 85% of US unicorns to expose the brutal realities of today's tech landscape. While Q1 saw record capital raised, the money is highly co...

The #1 GTM Engineer In The World | Jordan Crawford, Founder @ Blueprint GTM

April 18, 2026 11:01pm 55 min

In this episode, Jordan Crawford outlines how revenue leaders can build an autonomous pipeline generation engine and transition away from static playbooks. The discussion covers practical methods for extracting competito...

How Top VCs Pick Winners In 2026 | Cassie Young, General Partner @ Primary Venture Partners

April 11, 2026 11:01pm 1:05

Cassie Young, Partner at Primary Venture Partners, joins the show to break down their contrarian $625 million seed fund and the reality of the coming gross retention apocalypse for tech companies. The conversation outlin...

What World-Class AI in GTM Looks Like | Kyle Norton, CRO @ Owner.com

April 04, 2026 11:50pm 49 min

Kyle Norton's AI-enabled revenue team at Owner.com has completely rewritten the economics of what's possible in sales. Kyle joins the show to share why decentralized AI rollouts fail, how to build a core intelligence eng...

Is This The End of Sales As We Know It? (CEO @ 1mind, Amanda Kahlow)

March 28, 2026 11:01pm 1:00

Amanda Kahlow raised $30 million to build AI sales agents that improve the buying experience. As the founder of 1mind and previously 6sense, she sits at the forefront of modern go to market strategy. In this episode, Sam...

Why Intercom Destroyed Its Predictable SaaS Revenue

March 21, 2026 11:01pm 55 min

Intercom gave up $60 million in contracted seat-based ARR to bet the entire company on an AI agent named Fin. The result? They passed $400 million in total ARR, with Fin driving over $100 million in revenue and 35% growt...

Do SaaS Teams ACTUALLY Need AI?

March 15, 2026 12:01am 23 min

Sam Jacobs (CEO, Pavilion), AJ Bruno (CEO, QuotaPath), and Asad Zaman (CEO, Sales Talent Agency) debate exactly how to handle team members resisting AI adoption. When to leave them, when to nudge them, and when to fire t...

This is How Tech Executives Will Get Hired in 2026

March 07, 2026 11:01pm 27 min

Is your traditional SaaS experience becoming obsolete? In this new 20-minute rapid-fire format, Sam Jacobs, AJ Bruno, and Asad Zaman tackle a specific listener question: How does a senior operator transition from a legac...

Citrini Needs to Chill (but SaaS DOES Need to Change)

February 28, 2026 11:01pm 57 min

Citrini Research claims AI agents will replace white-collar jobs by 2028, triggering a massive economic crash (and repricing of SaaS stocks). Sam Jacobs, AJ Bruno, and Asad Zaman analyze the validity of this thesis and t...

SPOTLIGHT: Raising $55M When You're Not "AI-Native" | Nick Turner, CEO @ Dreamdata

February 25, 2026 11:01pm 25 min

Nick Turner, CEO of Dreamdata, joins Sam in this special episode of Topline Spotlight. They unpack a challenge many B2B leaders are facing right now: how do you raise capital in a market obsessed with AI when you're not ...

"SaaS is Dead!" - So What Do We Do Now?

February 21, 2026 11:01pm 1:05

Over the course of a few days, $300 billion in market cap was wiped out from public SaaS companies. Looking at the ten most notable US publicly traded SaaS companies over the last six months, they have lost upwards of $6...

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