Conversations with high-performing tech leaders, breaking down the decisions, failures, and strategies behind exceptional careers.
It all starts by asking "what makes you tick?"
Designed for founders and operators who want practical lessons from people who’ve built, scaled, and led in the real world.
No theory. No hype. Just insights you can use.
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E.79 - Vision, Grit, $20M Series A - The Human Side of Ido Shlomo’s Startup Journey
Episode 79
Wednesday, April 2, 2025 • Duration 58:45
What does it really take to raise $20M in today’s market?
How do you turn a childhood obsession with gaming into a world-class cybersecurity company?
And what actually matters when you're scaling a startup from the ground up?
In this episode of What Makes You Tick, Ido Shlomo, CTO and co-founder of Token Security, breaks down the mindset, lessons, and leadership evolution behind one of the most exciting identity security startups in tech.
This is the unfiltered, human side of startup success.
You’ll learn:
How Ido went from gamer to growth-stage founder
The real reason his Series A round got across the line
What most founders miss when building a high-trust team
Why empathy, not ego, is the future of leadership
How to build a product and culture people actually believe in
What it takes to earn investor confidence in a tough market
How to recruit world-class talent, even without brand name equity
The hiring strategy that helped Token stand out in cybersecurity
If you're a founder, operator, or future CEO, this episode will change the way you think about building, leading, and scaling.
E.78 - You Can’t Forecast What You Can’t See - Rachit Kataria on CRM’s Blind Spot
Episode 78
Thursday, March 27, 2025 • Duration 01:04:18
Most sales teams are flying blind.
In this episode of Making Revenue Tick, Richard Washington sits down with Rachit Kataria - Co-Founder of Centralize and Y Combinator alum to unpack why traditional CRMs are failing revenue teams, and how Centralize is building an entirely new category around visibility, relationships, and deal execution.
Rachit’s journey from Meta engineer to startup founder is grounded in one truth: sales is about people, not pipelines. And yet, most CRMs treat deals like databases - not dynamic conversations.
This episode dives into the reality of what founders and sales leaders are struggling with:
Forecasts that miss by a mile
Reps who are single-threaded and out of sync
Deal data scattered across Slack, Gong, email, LinkedIn, and nowhere
A complete lack of visibility into who matters, who’s missing, and what to do next
Centralize is solving that.
This is the founder’s perspective - from building community in college, to working on billion-user scale at Meta, to betting everything on a startup built around the idea that deals are won at the individual level.
If you’re a founder navigating messy go-to-market motions, or a sales leader tired of trusting gut feel over data, this conversation is for you.
E.69 - Does Your Salary Deserve A Raise? Executive Negotiation Secrets with Jacob Warwick
Episode 57
Thursday, January 23, 2025 • Duration 01:56:49
What if you could walk into any negotiation - whether it’s for your salary, a job offer, or even a critical business deal - and know you’re about to win? That’s exactly the kind of confidence Jacob Warwick instills in his clients, and in this episode, he’s sharing the secrets with you.Jacob Warwick isn’t just another "career coach". He’s the go-to strategist for executives navigating high-stakes negotiations. From building multi-million-dollar compensation packages to helping leaders position themselves as indispensable assets, Jacob’s been there, done that, and has the receipts to prove it.Here’s what we tackle in this episode:Why most people sabotage their salary potential before they even start negotiating.How to reframe your mindset from “being chosen” to “choosing your next role.”The power of scarcity and timing: Jacob’s framework for gaining leverage.How to answer tough compensation questions without losing your upper hand.Why “leading the interview process” is critical for sales and executive candidates.Breaking patterns: Why disrupting expectations makes you memorable.How to create confidence by designing low-risk talk tracks for tough situations.The truth about value-based pricing and how Jacob turned his insights into a thriving business.Jacob’s personal journey: From homelessness to coaching top-tier executives.What happens when you treat your career like a product and your job search like a go-to-market strategy.Jacob doesn’t just talk theory—he backs it up with real-world stories and actionable advice that you can start using immediately. Whether you’re a mid-level professional looking to break into leadership or a seasoned exec ready to negotiate your next big move, this conversation is for you.Got a negotiation challenge - ask Jacob in the comments!Connect with Jacob on LI: https://www.linkedin.com/in/jacobwarwick/Connect with Richard on LI: https://www.linkedin.com/in/richwash/Connect with Tolu on LI: https://www.linkedin.com/in/toluadebekun/Subscribe to Execs and the City - Jacob's newsletter with 11k other top execs: https://www.linkedin.com/newsletters/execs-and-the-city-6896843145213018112/Subscribe to Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/#ExecutiveNegotiation #CareerGrowth #LeadershipDevelopment #JacobWarwick #RichardWashington #WMYT #WhatMakesYouTick
E.68 - Celebrating 18 Months of the What Makes You Tick Podcast (WMYT LIVE)
Episode 56
Thursday, January 9, 2025 • Duration 18:56
Tolu and Richard reflect on 18 months of the What Makes You Tick: Tech Leaders Career Stories podcast.
Only this time we're together, in the STUDIO!
18 months of speaking with 55 of the best tech leaders in the world.
The Intrapreneurs driving growth in some of the most innovative companies on the planet.
Across our main pod, WMYT, and our Masterclass specials - Making Revenue Tick, we've learned so much from our conversations.
And we're so glad we decided to record them for you to enjoy too.
The feedback we have had from our 118k listeners and the incredible relationships we've built have been way beyond our expectations.
And we're going to keep bringing you the best GTM leaders there are right here on this channel for you to enjoy.
Meet a new virtual mentor every week only here, on the WMYT podcast.
10 topics we cover:
The Core Principles of Leadership:
Curiosity, bravery, and kindness as recurring traits of successful leaders.
The importance of humility and the absence of ego in high achievers.
Intrapreneurship and Career Growth:
How to cultivate an intrapreneurial mindset within companies.
Insights from personal career journeys, including the challenges and rewards of navigating internal corporate growth paths.
Leadership vs. Management:
The distinctions between managing and leading, and why both require different skill sets.
E.67 - 5 Assumptions Preventing Early-Stage SaaS from Scaling Past Series A/B w/ Joseph Jenkins
Episode 55
Thursday, January 2, 2025 • Duration 01:02:22
In This Episode:
What’s stopping your SaaS startup from breaking through the Series A/B barrier? Assumptions. They’re the silent killers of growth, the cracks in the foundation that can stall even the most promising businesses.
In this episode of Making Revenue Tick, Joseph Jenkins and I break down the 5 most common assumptions holding early-stage SaaS companies back—and how to fix them. We dig into the specific challenges that founders and sales leaders face when navigating this crucial growth phase, from hiring and scaling sales teams to validating product-market fit.
💡 Here’s what you’ll take away:
Product-Market Fit isn’t forever: Why founders overestimate PMF and how to keep it alive.
Humility Metrics: Understand CAC payback, NRR, and gross margin to guide smarter decisions.
Hiring entrepreneurial sales leaders: The traits and skills that make or break early-stage sales teams.
Building challenge networks: Why diverse perspectives are essential for spotting blind spots.
Feedback loops: How to design systems that keep your team and customers aligned for success.
Joseph also shares real-world stories of startups navigating these challenges—some that cracked the code and others that struggled to escape the assumption trap.
🎯 Who is this episode for?
Early-stage SaaS founders (Seed to Series B) looking to scale beyond the first $5M ARR.
Sales leaders building teams of 1-20 sellers who want to create repeatable processes.
Entrepreneurs seeking to challenge their blind spots and build sustainable growth.
E.66 - Abi Williams on Leadership: Building Success & Culture Through Character-Driven Leadership
Thursday, December 12, 2024 • Duration 56:00
In this episode of What Makes You Tick, Abi Williams - a dynamic Chief Revenue Officer (CRO) who’s led growth at Oracle, LinkedIn, Meta, and Udemy - shares her journey, her mission, and her belief that leaders can grow revenue while building a people-first culture.About Abi WilliamsAbi started her career in sales, quickly learning that success isn’t just about hitting numbers - it’s about solving real problems. As she moved into leadership, she proved time and time again that you can drive exceptional results without sacrificing empathy or ethics. Now, as a CRO, Abi partners with businesses to align teams and strategies for sustainable growth. Her purpose? To show leaders that growth and humanity are not mutually exclusive - they’re essential partners.Episode Highlights- Leadership Reimagined: Abi challenges outdated leadership norms and shows how ethics and empathy create lasting results.- Discovery Done Right: Why uncovering your client’s true pain points is the secret to closing deals.- People and Results: How to lead teams in a way that boosts engagement and delivers exceptional outcomes.- Learning Through Leadership: Lessons Abi has taken from great (and not-so-great) leaders in her career.- The Leadership Playbook: Why treating leadership like a sport—with constant learning and coaching—is the ultimate game-changer.Key Takeaways- Ethical leadership isn’t just idealistic—it’s transformative.- Managers have the power to shape culture and drive success but are often undervalued.- Real power is about positive influence and impact, not just authority.- A people-first approach builds culture that’s rooted in respect and collaboration.- Feedback is only as good as the motive behind it—evaluate critically.- Character outranks competency because it determines how you lead and inspire others.Abi’s insights will leave you questioning the way you think about leadership, growth, and your own approach to creating impact.🎥 Don’t miss this conversation with Abi Williams—it’s packed with practical advice, candid stories, and lessons to lead by.Connect with Abi https://www.linkedin.com/in/abiolawilliams/Connect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet newsletter: https://www.linkedin.com/newsletters/7083793079794556928/#leadership #peoplefirst #ethicsmatter #salestips #growth #whatmakesyoutick #wmyt #AbiWilliams
E.65 - The Truth About Sales Leaders - Why Intrapreneurs Are Built for Startups w/ Shane Jamison
Thursday, December 5, 2024 • Duration 56:36
Startups don’t win without intrapreneurs.
These entrepreneurial-minded sales leaders thrive in resource-strapped environments and know how to turn chaos into clarity.
I’ve been in those roles for 16 years, and now I dedicate my time to helping founders find the right intrapreneurial talent to scale.
That’s why I created Making Revenue Tick: Masterclass Edition—to break down the mindset, stories, and systems of the people who make startups tick.
In this episode, I’m joined by Shane Jamison, a sales coach and leader who’s helped companies scale from $1M to $250M.
Shane is a master of building scalable sales systems and coaching teams to win consistently—even when the odds are stacked against them.
If you’re a technical founder overwhelmed by the idea of building a sales team - or a leader wondering how to hire someone who’ll care as much as you do - this episode will give you the blueprint.
Together, we dig into the BIG questions founders are asking:
🧠 What is an intrapreneur, and why are they essential for early-stage startups?
- What are the most common mistakes founders make when hiring their first sales leader?
- What traits separate a game-changing sales leader from someone who’s just good on paper?
- Why do 84% of sales reps miss their targets—and how can startups avoid this trap?
- How can startups attract and retain entrepreneurial sales talent in a competitive market?
Big Takeaways:
- You don’t need all the shiny tools to succeed. Shane breaks down why going back to the basics—like knowing your ICP and crafting meaningful conversations—matters more than automation and tech stacks.
- Hiring a "big name" can backfire. Founders often fall for resumes that look great but don’t translate to scrappy startup environments.
E.64 - Why 99% of Startups Fail to Scale - How to Break Through Growth Plateaus w/André Bressell
Thursday, November 28, 2024 • Duration 50:45
Startup Masterclass: Breaking Through Growth Plateaus to $100M ARR.
Truth: Most startups don’t fail from lack of funding—they plateau because they lack the systems and strategy to scale sustainably.
Reaching $100M ARR? It’s a dream for many, but only 1.2% of funded startups make it.
Why? ➡️ Stagnation. Misaligned teams, over-reliance on founder-led sales, and scattered go-to-market strategies all create barriers that are tough to break.
In this episode of Making Revenue Tick, join Richard Washington as he sits down with Andre Bressel, Winning by Design Ambassador and Pavilion University Dean, to uncover proven strategies for scaling past revenue plateaus.
Andre shares actionable frameworks to help founders and GTM leaders align their teams, reduce churn, and build repeatable, scalable revenue systems.
What You’ll Learn:
- Why only 1.2% of funded startups scale to $100M ARR
- How to identify and solve the key symptoms of stagnated growth
- The transition from founder-led sales to scalable team structures
- How to shift from paid marketing to demand generation
- Why understanding churn is critical to long-term growth
- Three frameworks for sustainable scaling
If you’re a founder or revenue leader aiming to smash through growth barriers, this episode is packed with real-world insights to help you scale smarter.
Key Topics:
- Overcoming Growth Plateaus
- SaaS Growth Strategy
- Founder-Led Sales vs. Team-Led Systems
E.63 - Tech Founders’ Guide to Hiring Sales Leaders (Steer Clear of the 60% Failure Rate)
Thursday, November 21, 2024 • Duration 49:44
60% of first-time sales hires fail - and the cost of getting it wrong could sink your startup. But what if you could avoid the most common mistakes and hire a team that drives real growth? This episode is your roadmapIn this episode of Making Revenue Tick, our Masterclass edition, Richard Washington teams up with Dan Hurwitz, a veteran CRO and startup advisor, to tackle a critical growth challenge: building sales teams that deliver results without costly mistakes. Whether you're hiring your first salesperson or bringing on a sales leader to transition from founder led sales, this guide is packed with the strategies you need to avoid becoming part of the 60% failure statistic.What you’ll discover:Why 60% of first-time sales leader hires fail and the common traps founders fall into.The one interview question that reveals a candidate’s resourcefulness - a trait more valuable than any “black book” of contacts.How to determine the right moment to hire your first salesperson, marketing lead, or customer success manager.The non-negotiable importance of a sales playbook to guide your early hires.How to align expectations with investors, boards, and teams to create realistic, scalable growth goals.Key Moments You'll Hear:“You shouldn’t be attracted to someone’s resources; you should be attracted to their resourcefulness.”→ Dan explains why hiring flashy résumés from big companies often leads to failure in startups.“60% of first-time sales leader hires fail—but not because they’re bad hires. It’s because they’re not set up for success.”→ Discover how to align your team, tools, and expectations to buck the odds.“If you’re hiring someone for their Rolodex, you’re hiring a 90-day solution for a long-term problem.”→ Learn why you’re better off hiring an athlete who can adapt and scale with your business.“The right sales leader doesn’t just bring experience—they ask the tough questions that challenge your assumptions.”→ Find out the red flags to watch for when evaluating candidates.“Your sales playbook isn’t optional. Without it, you’re setting your team up for failure.”→ Dan breaks down why founders must document successes, failures, and processes before making their first sales hire.SubscribeGrowth Magnet : https://www.linkedin.com/newsletters/7083793079794556928/Connect with Richard : https://www.linkedin.com/in/richwash/Connect with Dan : https://www.linkedin.com/in/dahurwitz/#StartupGrowth, #SalesLeadership, #HiringSuccess, #FoundingTeams, #RevenueStrategy #ticktalent #podcast #wmyt #revenuegrowth #entrepreneur #makingrevenuetick
E.62 - How to Find the Perfect Tech Startup for Long-Term Sales Career Success w/ Ben Aghion
Thursday, November 14, 2024 • Duration 45:21
“If you're a company that's looking for the top, top salespeople, you may want to be a little bit adaptable in your process - or maybe even let the salesperson drive it.”Whether you're a company looking to hire the best in the market, or a person looking to nail their job search - this episode is for you!In this episode of Making Revenue Tick, host Richard Washington talks with Ben Aghion, Enterprise AE at Attention, about finding the right tech startup for a lasting sales career. Ben shares his journey, from MakerBot to Neverware and Google, and why he ultimately chose the incredibly interesting and flourishing startup Attention as his new professional home.Ben reveals how Attention’s unique approach to AI-driven sales enablement, visionary leadership, and growth-centered culture won him over. How to Find the Perfect Tech Startup for Long-Term Sales Career Success w/ Ben AghionHe and Richard talk about their experiences of:The importance of company culture in job satisfaction.Why adaptability in hiring is key for companies seeking top sales talent.How sales technology is transforming today’s market.Practical job search strategies for sales pros.If you’re in tech sales or looking for career insights in startups, this episode offers advice from someone who’s navigated it all.Main Things You'll Learn About:Why Attention Stood Out: How innovative AI and a growth-focused culture won Ben over.Finding the Right Tech Startup for Long-Term Sales Success: Ben’s tips for choosing companies that align with your goals.Sales Strategies for Early-Stage Startups: Tips for making an impact in high-risk, high-reward environments.The Neverware Journey: Ben’s path to growing ARR and achieving a successful exit to Google.Adapting the Hiring Process for Top Talent: Why companies should let top sales candidates drive part of the process.Building a Fulfilling Sales Career: Aligning personal values with professional goals in tech sales.LinkedIn: Ben AghionLinkedIn: Richard WashingtonLearn More About Attention: https://www.linkedin.com/company/attentiontech/Read Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/🔔 Subscribe to Making Revenue Tick for more insights from top tech sales leaders and career strategies!#Sales, #Career, #Startups, #Attention #WMYT #Technology. #Leadership #SeriesA #Podcast #Salescareer
What you’ll learn:
Why sales leaders are operating blind, and how to fix it
What YC teaches you about building for revenue, fast
How AI can finally make relationship data actionable
Why unlocking your company’s network might be your biggest growth lever
What it really takes to build a company from zero, as a founder
Rachit’s not just building a product = he’s building a category. And it starts with flipping the script on how we think about customer relationships.
Subscribe for more founder conversations on what it takes to scale smarter, and make revenue tick.
Connect with Rachit Kataria:
https://www.linkedin.com/in/rachitkataria/
Learn more about Centralize:
https://www.usecentralize.com/
Hosted by Richard Washington, Founder @ Tick Talent
https://www.ticktalent.com
Read Growth Magnet on LI: https://www.linkedin.com/newsletters/growth-magnet-7083793079794556928/
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Personal experiences on the transition from individual contributor to leadership roles.
Navigating Career Transitions:
The significance of stepping outside comfort zones, including moving from being a "big fish in a small pond" to thriving in larger, challenging environments.
Real-life examples of unconventional career paths, including a scientist turned successful salesperson.
Building a Growth Mindset:
Stories of failure and resilience, with guests sharing key lessons learned from setbacks.
How these moments shape leadership styles and principles.
The Value of Non-Traditional Mentorship:
Providing listeners with "virtual mentors" by sharing unfiltered career stories of industry leaders.
Empowering professionals to seek inspiration beyond celebrity entrepreneurs.
Leveraging Personal Branding:
The challenges executives face in establishing personal brands after years in corporate roles.
Practical tips on how to stand out and build a professional voice in a crowded market.
The Importance of Diverse Perspectives:
Highlighting stories from unique and unconventional career journeys.
Examples include guests who transitioned from DJs to entrepreneurs or from corporate executives to thought leaders.
Expanding Network Value:
How long tenures in large companies can limit external networking opportunities.
Strategies for rebuilding professional networks and finding new growth opportunities.
Podcast Impact and Future Goals:
Reflections on the podcast’s growth and its role in amplifying diverse leadership stories.
Plans for creating actionable resources (e.g., cheat sheets, guides, and ebooks) based on podcast insights.
Here's episode ONE https://youtu.be/fr96I_ppH70?si=f3z3E7ke4Wd8BIMd
Looking for more actionable insights on scaling SaaS startups? Check out Growth Magnet for strategies, frameworks, and stories from industry leaders. [Insert link]
🔗 Connect with Joseph Jenkins:
https://www.linkedin.com/in/josephdanieljenkins/
🔗 Connect with Richard Washington:
https://www.linkedin.com/in/richwash/
📢 Let’s Discuss:
What’s one assumption that nearly derailed your business?
- Good sales isn’t about closing deals; it’s about creating clarity. We unpack how intrapreneurs guide prospects to articulate their own challenges and co-create solutions.
- Failing at discovery = failing at sales. Most closing problems? They’re really discovery problems. Shane shows how asking the right questions unlocks real results.
Connect with Shane Jamison on LinkedIn: https://www.linkedin.com/in/shanejamison/
Visit www.salesredemption.com
Connect with Richard: https://www.linkedin.com/in/richwash/
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