Uncapped #54 | Sam Blond from Monaco

<p>Sam Blond is the co-founder and CEO of Monaco, an AI-native revenue automation platform built to replace the CRM as the system of record for sales. Before Monaco, Sam was a Partner at Founders Fund and before that one of the most accomplished go-to-market executives in the tech industry, having served as VP of Sales at EchoSign (acquired by Adobe), VP of Sales at Zenefits, and Chief Revenue Officer at Brex.</p>

<p>We discussed Sam's entire sales journey from EchoSign through Zenefits, Brex, and Founders Fund, and what he learned at each stop. Sam shared his framework for creating a demand-rich environment and why most founders misdiagnose their revenue problems as conversion issues when they're really pipeline issues. We got into why Sam believes Salesforce faces a classic innovator's dilemma and why the next category leader in sales will be a platform architected with AI in mind from day one. We also covered Monaco's go-to-market playbook, how Sam thinks about pricing when you're selling labor disruption rather than software, and his two pieces of advice for founders who are just starting to sell.</p>

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<p>Timestamps:</p>

<p>(0:00) Intro</p>

<p>(1:26) Sam's sales journey</p>

<p>(3:11) Echo Sign takeaways</p>

<p>(5:28) Building Zenefits GTM</p>

<p>(7:02) Parker's 0 to $10M thought exercise</p>

<p>(9:51) Creating a demand-rich environment</p>

<p>(14:20) People, brand, and revenue ops</p>

<p>(21:19) Why Sam went to Founders Fund</p>