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20Sales: Inside ElevenLabs $330M ARR Sales Machine | The 20x Sales Comp Plan Reps Must Hit | How to Land and Expand in a World of AI | Why Product-Market-Fit is BS, Reps Should Not Be in the Office and Outbound is King with Carles Reina

Overview

Shownote

Highlights

Transcript

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20Sales: Inside ElevenLabs $330M ARR Sales Machine | The 20x Sales Comp Plan Reps Must Hit | How to Land and Expand in a World of AI | Why Product-Market-Fit is BS, Reps Should Not Be in the Office and Outbound is King with Carles Reina

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

Feb 14
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

Feb 14
OverviewShownoteHighlightsTranscriptChaptersPins

Shownote

Carles Reina is VP of Sales at ElevenLabs, where he was the first investor and fourth employee. Carles has scaled the revenue org from Day 1 to over $330M in just 3 years. Carles is also an active investor with investments in ElevenLabs, Revolut, Happy Rob...

Highlights

Carles Reina, VP of Sales at ElevenLabs and early investor, shares hard-won lessons from scaling the company’s revenue organization to over $330M in just three years.
09:58
The PLG motion provided a large volume of leads, most of which were bad, but patterns and areas of interest emerged.
13:14
Made 50–60 thirty-minute calls per week with developers, setting up trials on the spot and building close relationships via WhatsApp
17:51
To expand land-and-expand deals, find new use cases, show additional value, and turn inbound deals into outbound opportunities by reaching out to other relevant teams
24:10
Reps building enterprise pipelines in the UK may need more ramp time despite missing short-term numbers
26:54
Salespeople should be on the road talking to customers rather than only doing virtual meetings in the office
35:24
Forecast conservatively by putting the lowest possible number on each deal
40:11
Bringing in customer success earlier prevents chaos and boosts NRR
48:03
New sales reps at ElevenLabs are expected to sign their first contract within two weeks.
55:35
People care about how much you care, not how much you know.

Chapters

How I Turned $20K into $16M with Revolut Angel Investment
00:00
Why I Don't Believe in Product-Market Fit
10:45
How to do Land and Expand: Turning $12K Deals into Millions
15:40
The 20X Rule: A "Ruthless" Comp Plan for Elite Reps
19:40
Public Shaming? Why Honest Pipeline Reviews Save Companies
24:35
Why Your Sales Reps Should Never Be in the Office
28:50
The Outbound King: How to Pivot from 90% Inbound
35:45
"Vibe Coding" & The Death of Technical Ceilings
45:45
Why I'd Fire Myself: The Secret Psychology of High-Performers
55:35

Transcript

Carles Reina: We ask everyone to bring 20 times their base salary. That's your quota, right? So if I pay you 100K a year, your quota is $2 million. If you don't achieve your quota, then you're going to be out, right? And we're ruthless on that end. When I ...