GTM 39: Leveraging Scarcity and Turning it Into Abundance with Stevie Case

Stevie oversees Vanta’s go-to-market team to support the company’s rapid growth. Stevie brings over 20 years of sales and business development experience to the role, most recently serving as Vice President of Mid-Market Sales at Twilio, running a $425 million business for the market-leading cloud communications platform. Joining as one of their first account executives, Stevie played a pivotal role in establishing Twilio’s enterprise business with key Fortune 500 customers. She helped to grow the sales team from a dozen to over 1,000 team members. Stevie also supports startups, serving as an angel investor and advisor for the past decade.

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What you will learn

• How to succeed in technical sales as a non technical person and a non technical resume
• How to look for curiosity in candidates when in the hiring process 
• Turning a lack of belongingess into an abundance mindset and greater success
• Don't undermine the power of networking

Highlights

(1:48) What Stevie attributes her early success to

(4:20) How revenue leaders and their teams are currently using AI today - building a team for AI revops

(10:48) What made Stevie reach all time success in sales during her time at Twilio & how to break into technical sales as a non technical person

(13:30) 2 fundamental ways to test for curiosity in an interview process

(16:10) Stevie’s career shaping story that turned rejection into fuel

(22:45) Transitioning from changing from a scarcity mindset to an abundance mindset

(26:35) Stevie’s mindset shift on the importance of networking in your career

(33:28) The struggle to hire talent in todays market

(35:47) *Vantas open roles as of May 2023*

(37:40) Hot take: Resumes don’t matter 

Quotes

“While RevOps is a partnership with engineering we’ve gotta have our own resources to build these great customer experiences and AI is going to be at the heart of these experiences within weeks not years”

“I think we’re so leveraged, we’re having so many great conversations, and rather than take AI and try to optimize how we work today my hope is to really transform it completely”

“Transitioning from changing from a scarcity mindset to an abundance mindset”

“There’s no value in keeping these things you know a secret, the value is in sharing them with other people”

Links and Resources

Stevie Case's LinkedIn: https://www.linkedin.com/in/steviecase/

Vanta's Wesbite: https://www.vanta.com

Vanta's Career Page: https://www.vanta.com/company/careers#open-roles

The GTM Podcast

Don’t miss The .GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

And…monthly bonus podcast episodes dropping the first Thursday of every month.

 

The GTMfund website - www.gtmfund.com