Low Ego and High Adaptability – The Secret to Staying in Seat from $0 to $100M

Becca Lindquist, Vice President for the Americas at dbt Labs, tells Todd Busler how she helped grow the company from under $1M to over $100M in ARR, and what it takes to scale outbound without gimmicks.In the episode, Becca digs into what separates good sales leaders from great ones: evolving your seat as the company grows, investing early in enablement, and building outbound muscle across the org, not just in the SDR team.In this episode, you’ll learn:Why top reps generate their own pipelineWhat to look for in your first 50 sales hiresWhat makes pipeline council meetings worth doingThings to listen for: (00:00) Introduction(01:13) How Becca stayed in seat to $100M+ ARR(03:01) Adapting your role as the company scales(06:15) Building outbound systems from day one(07:42) Keeping the PG culture as you grow(09:40) Outbound challenges with open source leads(11:34) Teaching reps to spot real business pain(13:24) Scaling enablement without losing impact(19:29) How dbt runs effective pipeline councils(21:52) Making partner selling actually pay off

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