Pascal Unger

The Clay Playbook for Hyper-Targeted Outbound | How to Turn Multiple Signals Into One Story | Why Your List Matters More Than Your Message | The "Magic Wand" Framework for Finding Your Best Customers with Osman Sheikhnureldin, Head GTM Engineering at Clay

Most founders think GTM engineering is just cold outbound done better. Clay's Head of GTM Engineering Osman Sheikhnureldin reveals why that mindset will cost you month...

Why GTM Engineering is the Future | When to Hire Your First GTM Engineer | How to Treat GTM Like a Product | How Clay Scaled from PLG to Enterprise | Automate the Manual, Never the Important with Yash Tekriwal, Head of Education at Clay

Clay pioneered GTM engineering and went from $1M to $100M in ARR in 2 years. I talked to the person who invented the role of GTM Engineer at Clay.Yash Tekriwal, Clay's...

Why Horizontal Beats Vertical in AI Agents | The Compounding Error Problem Most Founders Miss | The Case For Research-Heavy Teams Win | How to Build AI That Actually Generalizes with Abhishek Das, Co-Founder & Co-CEO of Yutori

The Horizontal vs Vertical AI Debate: Why This Ex-Meta AI Researcher Is Betting Big on Horizontal Web AgentsShould you build narrow (vertical) or go broad (horizontal)...

Why 90% of B2B Launches Fail | The 10-Week Blueprint That Built 4 Unicorns | Why Different Beats Better in AI Marketing | How to Turn 10 Employees Into 500K Reach | Sumeru Chatterjee, Head of Growth at CoWorker AI

Stop launching into the void and start creating campaigns that actually get attention.Sumeru Chatterjee reveals the exact 10-week playbook he's used to generate millio...

Why Every AI Company Needs Forward Deployed Engineers | Why You Cannot Build Vertical AI Without Living at the Customer | The 10X Deployment Unlock Nobody Talks About | Pablo Palafox on Building Happy Robot from $0 to Millions in 2 Years

The forward deployed engineer model took Happy Robot from zero to millions in revenue in under 2 years.In this episode, Pablo Palafox reveals exactly how to implement ...

Why 8 To-Do Items Will Kill Your Startup | Why VC Money Is Rocket Fuel, Not Experimentation Money | How Reducto Hit Fortune 10 Deals With 4 People | The One Priority Rule That 10x'd Velocity | Adit Abraham, CEO & Co-Founder of Reducto

Why saying "no" is the secret to growing faster as a startup founderMost founders think raising $100M means spending aggressively. Adit Abraham raised $108M and spent ...

How Developer Tools Win Enterprise Without Losing Their Soul | How To Nail Pricing As A PLG Company | Why Building for Free Users First Nearly Cost Us the Market with Feross Aboukhadijeh, CEO & Co-founder of Socket

Every bottom-up PLG company faces this tension:PLG gets you in. Enterprise funds the future. They need vastly different products - how do you prioritize?If you try to ...

Why 99% of Startups Get Culture Wrong Until It's Too Late | Culture Is Actions Not Words | Founder Mode Is Not Micromanagement | Why Culture Problems Always Surface Too Late |Abhi Sharma, CEO & Co-Founder of Relyance AI

Most startup founders discover they have a culture problem when things are already breakingToday, we discuss how to build the right culture before the wrong one costs ...

Why Every SaaS Category Will Die | Why 93% Gross Margins Are Over | Why You Must Be 10x More Ambitious in AI | Why Software Becomes Like Fashion | Jacob Beckerman, CEO of Macro

The software industry's 30-year business model is becoming obsolete - this founder is betting his company on what comes next.Why listen: Jacob Beckerman reveals why th...

How Pump became one of the fastest growing YC companies | Why D1 Athletes Win at Sales | Why Experience is Overrated in Early-Stage Hiring | The 4:30am Cold Call Strategy | Paul Russo, Sales Leader at Pump.co

Pump.co is one of the fastest growing YC companies. They got there partially by building an incredible sales team, stacked with talent that was overlooked by many.In t...

Why "Don't Invest in Marketing Until PMF" is Fatal Advice | Why Production Quality Doesn't Matter | Why Brute Force Beats Strategy in Growth | Why Channels Take 90-120 Days to Work | Serial Founder Paul Veugen / Founder of Detail

Most founders wait too long to invest in marketing—and by the time they realize their mistake, they've already lost the race. That’s why Paul Veugen challenges the con...

Why Your Lowest Performer Sets the Bar | How We Fired Half Our Team and 10x'd Performance | Why You Must Fire Faster | Why Reference Checks Matter More Than You Think with Cat Noone, CEO & Co-founder, Stark

If you don’t enforce the bar, you lower it.This episode tackles the uncomfortable line between being humane and looking out for employees while also being a high-perfo...

Why Every Startup Should Separate Vision from Product Pitch | Why Customers Nodding Doesn't Mean They'll Buy | The Hidden Danger of Broad Positioning Too Early | Brutal Truth About Building What Developers Want | Simon Rohrbach, CEO & Co-Founder at Plain

 Stop pitching the end state. Sell the smallest step that proves you can provide value.This episode dives in on how to decouple a north‑star company vision from a scra...

The Science of First Call Exceptionalism | Why SDRs Matter More Than Ever| How Champion Empowerment Determines Close Rates | The Rule of Threes That Closes Enterprise Deals | Greg Costigan, Sales Leader at Box, Zuora & Zenefits

You have to be so much better than the incumbent if you want to have even the slightest change.This episode is a tactical masterclass on early-stage B2B sales. You’ll ...

Why Going Up Market Too Early Kills Startups | Why New Categories Cannot Do Traditional Sales | Why "Sell to Pain" is Terrible Advice for New Categories | The Hidden Truth About Box, Asana & HubSpot's Growth | Matt Harmon, GTM Advisor & Former Box/Asana

Moving upmarket, the right wayWhen should a startup go from SMB to enterprise - and when should you not?I break this down with a former revenue leader at Box, SurveyMo...

Building Without VCs Until $10M ARR | Why Most Popular Startup Advice is Dead Wrong | Why Titles Will Kill Your Startup | The $20M Series A That Changed Everything | How to Survive Burning $2M/Month When Markets Crash | Duncan Weatherston, CEO of Smile Di

Bootstrapping to $10M ARR was easier than raising the first $20M.This episode is a masterclass in founder decision-making: choosing (and parting with) co-founders, boo...

Why Demand ≠ Product Market Fit | How to Kill Your Golden Goose Before It Kills You | Why Pessimistic Founders Win | The $100M Pivot That Defined Arc's Future | Basile Senesi, Chief Revenue Officer at Arc

When every YC batchmate wanted their product and investors threw money at them, Arc made the unthinkable decision - abandon the business. Learn the framework for ident...

Why I Turned Down Apollo to Build a $100M+ Fintech | How 200 Rejections Led to 10 LOIs in 8 Weeks | Why Non-Dilutive Capital Is the Future | The 3-Point Checklist Before Quitting Your Dream Job | Don Muir, Founder & CEO of ARC

Don Muir turned down his dream job at Apollo to build the AI-powered bank Arc.This episode goes through the exact playbook the former BCG consultant and private equity...

The Triangle of Talent: Why Too Few Founders Hire Superstars | How Anti-Selling Filters Out 90% of Candidates | The Citadel Interview Method for Detecting Excellence | Why Work-Life Balance Kills Startups | Anis Bennaceur, Co-founder & CEO of Attention

In this episode, we dive deep into startup sales hiring with Anis Bennaceur, a masterful talent scout who's cracked the code on building exceptional early-stage teams....

The Sales Productivity Formula: Time × Conversion Rate × Average Deal Size | Why $10-36K ACV Is The Zone Of Death | Sales Reps Are Humans, Not Spreadsheets | Russ Thau, Former Revenue Leader at Intercom, Envoy, Box

Most founders get sales rep productivity wrong - and it kills their growth.If you’re thinking about hiring your first sellers - or wondering why the ones you hired are...