ElevenLabs: Why We Set a 20x Sales Quota | How to Structure Sales Compensation Plans | Customer Success: 'Total BS' or Growth Engine?

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 Robot and more.

In Today's Show We Discuss:

• Is the Traditional CRO Dead in the Age of AI?

• Building the AI Sales Machine: Agents that Actually Generate Revenue

• Will AI Shrink the Sales Teams of the Future?

• The ElevenLabs Masterclass: Why We Set a 20x Sales Quota

• How to Structure Explosive Sales Accelerators

• Why You Should Stop Paying Commission on Pilots

• Customer Success: Is it 'Total Bullshit' or a Growth Engine?

• The 'Global-First' Fallacy: Why You Need to Open Every Market Now

• Why Startups Are Wrong to Ignore 20-Year Sales Veterans

• The Pipeline Construction Secret: Liquidity vs. Whales

• Forecasting the Unpredictable: How to Hit a $1B Revenue Target

• The Substitution Threat: Is AI Voice Just a Commodity?

• Verticalization Mistakes: Lessons from Scaling India

• The 'IBM Effect': Does Brand Actually Shorten Sales Cycles?

• Extreme Expectations: Why ElevenLabs is a Hard Company to Work For

• Internal Leaderboards: How to Use Public Competition to Drive Results

• Hunting the Obsessed: Identifying the 'Inner Psychopath' in Hires

• The SaaS Apocalypse: Will Companies Build Their Own CRM?

• Formula 1 Branding: The Mindset Behind the Audi-Revolut Deal

• Dinner vs. Conferences: Which Marketing Channels Actually Scale?

• Designing Un-Salesy Content: How to Run a Legendary Summit

• CVC Strategy: Turning Corporate Investors into Distribution Channels

• The Globalization Nightmare: Why You Can't Sell in English Everywhere

• Operator-Investors: Can You Be a High-Performer and a VC Simultaneously?

• Unit Economics in AI: Why Good Early Numbers Might Mean Failure

• The Next Wave: Why Foundational Model Consolidation is Inevitable