Gorish Aggarwal

Sybill

Sybill is the AI co-pilot for B2B sellers. We don’t just capture your sales conversations—we automate and execute your follow-ups, CRM updates, and next steps, so you can focus on closing deals, not admin work.

💥 What Sybill Does:
✅ Auto-executes next steps: CRM updates, follow-ups, meeting scheduling
✅ AI-powered research: Pulls prospect insights from the web
✅ Auto-customizes sales collateral
✅ Works where sellers work—email, CRM, and LinkedIn

🚀 750+ sales teams trust Sybill
🔥 70%+ revenue from word-of-mouth
🤖 AI that doesn’t just track, it executes.

Started as AI that read facial expressions on Zoom. Now? The most advanced AI assistant helping sellers close more while doing less.

🚀 Hiring, Partnering, & Scaling—Let’s Connect!

Founding AE and CEO

Humans of Sales

📍 Bringing the human side of sales to life

Sales is more than quotas and cold calls—it’s about people. Humans of Sales shares real stories of sales reps: their wins, struggles, lessons, and moments that make this profession special.

Not a sales blog. No tactics. Just authentic, inspiring stories that redefine the sales narrative.

📅 New stories every Tuesday
🔹 Real Stories. Real Sales. Real People.

Follow #HumansOfSales to join the movement. 🚀

Founder 

Stanford University

Lead instructor of EE 263 in Q4 '19 and '20. Grad course on optimization theory and linear algebra

Lecturer

Samsung Electronics

Senior ML Engineer

CEO @ Sybill | Generative AI for Sales

Once upon a time, I was building AI to cure blindness, predict blood glucose levels, and even make drones land on moving vehicles. Now? I'm making sure B2B sales reps never have to update their CRM again (which, let's be honest, is a far greater cause).

At Sybill, we don’t just take notes—we execute next steps automatically. Follow-ups, CRM updates, scheduling, research—done for you. Do less, close more. 

750+ sales teams trust Sybill to do the boring stuff, so they can close more deals—and we’ve raised $15M to make it even smarter.

Also started Humans of Sales—because sales is more than quotas and cold calls. It’s about real people.

Follow for AI, sales, and spicy takes. 🚀

Member

RevGenius is a community of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow with each other. Our community is remote-friendly, collaborative, and loves to help. You can consider us your alt work family!


If you're not onboarding customers in-person, can you really say you're "customer obsessed?" I kid (mostly) 😂 

Auditoria.AI signed up for Sybill recently, and Nishit Asnani (Hiring Founding AEs) and I got to onboard their team in person.

Did we actually need to be there in person? Not really.

Part of why teams love Sybill is that it's easy to get up-and-running on your own, so there's no real hand holding required.

But the chance to get their feedback, hear their questions, and watch them run Ask Sybill queries in person was worth it's weight in gold.

It also doesn't hurt that they're here in SF.

Cheers to many more in-person onboarding sessions 


Thank you to Akash Bose and David Osborne

My use of ChatGPT and Claude dropped by 99% in one day. 

Sybill has been able to answer directly from our calls and deals for a while now, but last week we shipped document upload and web search.

Now Sybill can search for answers in your calls, emails, and CRM, but if it can't find an answer, it will take to searching the web or working directly from a document I've uploaded.

So I straight up don't need ChatGPT or Claude for almost anything anymore.

It's wild.

If your teams are tired of copy+pasting transcripts from Gong into ChatGPT, let's talk.

Nishit Asnani (Hiring Founding AEs) Soumyarka Mondal Mehak Aggarwal

Yesterday, 50+ people showed up to see how Sybill is different from Gong.

We didn’t compare features.
We didn’t run a bake-off.
We didn’t take cheap shots at Gong.

We showed how Sybill and Gong are built on two completely different foundations with two completely different POVs about how revenue actually moves forward.

And those choices we made create massive differences in outcomes for revenue teams.

Recording in comments 🚀

Gong’s prices keep going up. But is anyone getting more value?

Not according to the sales leaders I talk to every day.

Not too long ago, Gong felt like the future of sales.

Clear value prop. Big campaigns. Category pioneer. Everyone wanted it.

But here's what sellers tell me now:

→ Prices are going up… again.
→ AEs pay $$$ for licenses but use it like a notetaker
→ Their AI can’t think it’s way out of a box
→ Forecasting is the only feature that works
→ CRM still needs manual updating after calls
→ No more innovation; copying competitors
→ Too many dashboards, not enough action

The real question: Has Gong become the ghost of revenue AI’s past?

We'll answer this question at next week's webinar:

Sybill vs. Gong: “The Ghost of Revenue AI's Past.”

(Can you guess our answer? :P)

We’ll cover:
→ How sales AI has evolved since Gong's hay day
→ Why Gong’s multi-agent architecture hurts, not helps
→ How Sybill uses AI to keep deals moving forward
→ Why some rip/replace Gong and others layer Sybill
→ And why sellers at Warmly, Aligned, Deal, Drata, and Perplexity are choosing Sybill for sales AI and execution.

Thursday, 12/4 at 8am PST.

Register and get all the deets below.

The moment you win a customer is also the moment you’re most likely to lose them.

The customer handoff.

That’s when momentum is fragile.

Excitement turns to uncertainty.

And one clumsy handoff can undo months of trust built during the sale.

Case in point: Cloudingo, a Salesforce-native data quality SaaS with a lean, full-cycle sales team.

Their sellers run everything - from first touch through renewal - juggling outbound, partners, demos, and onboarding.

When every deal crosses multiple hands, it’s easy for key context to slip.
And buyers feel it instantly.

As their VP of strategic alliances puts it: “We wear a handful of hats. What we needed wasn’t a heavyweight platform; we just needed to make sure the handoff from sales to onboarding didn’t feel like starting over.”

When we looked at their handoff flow, a few friction points stood out:
➡️ Long sales cycles with multiple discovery and demo calls
➡️ Onboarding starting with “remind me what you bought again?”
➡️ Notes scattered across calls, emails, and Slack

The result: slow onboarding, frustrated buyers, and lost momentum right after the close.

Here’s how we helped them fix it with Sybill.

1. Deal insights captured automatically
Sybill summarizes every call and email. Then then it writes details like pain points, goals, integration requirements, and migration risks straight into Salesforce fields automatically.
No manual entry. No missing context for customer success.

2. Standardized handoff templates
Before onboarding begins, reps use a saved templates in Sybill to generate a concise (and standardized) summary: what was sold, who the stakeholders are, and what matters most to them.
Everyone gets the same summary format. No surprises.

3. On-demand context for the next owner
Onboarding and CS can ask Sybill:
➡️ “What did we commit to during sales?”
➡️ “Who’s the main champion?”
➡️ “What are the success criteria for this account?”

And instantly get a clear, context-aware summary spanning every interaction.

The results?
➡️ Faster onboarding kickoffs
➡️ Fewer dropped balls between teams
➡️ Stronger customer momentum after the close

Because the sale isn’t really “won” when it closes.

It’s won when the customer’s confidence carries through to value.

Want to tighten your transition between sales and CS?

We built a free customer handoff AI prompt template, similar to the recent customer, a Salesforce native. uses to keep every customer handoff consistent and fast.

Link in comments below.

Another year of using Gong has come and gone, and here’s your Gong Wrapped.

➡️ 219 transcripts you copied into ChatGPT
➡️ 646 recordings you dug through to get answers
➡️ 37 trackers you made, still missing competitors
➡️ 429 times double-checking the AI summaries
➡️ 20+% pricing increases

And all the headaches that came with your “revenue intelligence”.
 
If this Wrapped feels familiar, come to our webinar tomorrow.

👉 Sybill vs. Gong: The Ghost of Revenue AI's Past 

We’ll put Gong and Sybill head to head, covering:

• Why Gong's legacy architecture can't match Sybill's AI-native architecture.
• Intelligence: How Sybill reasons across every deal, call, email, and CRM field
• Mid-Deal Execution: Why centering the AE is the way to improve sales performance long term
• Pricing: Why many sales teams say Gong feels like an overpriced notetaker
• Switching Paths: How teams either rip-and-replace or layer Sybill on top of Gong with zero workflow change

🗓️ Thursday, Dec 4 (tomorrow)

⏱️ 8am PST

🔗 Link to register in comments

Gong Wrapped Carousel

Sales teams don’t need 100 AI agents. Sorry.

They need just ONE truly agentic AI assistant.

There’s a growing trend in AI right now: everyone’s building “multi-agent architectures.”

Sounds impressive.

Like you get a whole team of AIs, each with their own specialty.

But here’s what most people don’t realize:

Agents ≠ Assistants.

An AI agent is a narrow tool triggered by rules you manage.

An AI assistant is one unified system that can perceive → reason → plan → act 
- with shared memory and context across everything it does.

In practice?

Most “multi-agent architectures” are just a bunch of glorified workflows passing half-understood context back and forth (like Zapier automations rebranded).

Agent A pulls notes from a call.
Agent B writes a follow-up.
Agent C drafts a Slack update.
Agent D updates the CRM.

Except none of them share a global memory, so each one is working off a slightly different version of reality.

Early on at Sybill, we had the same choice: build a multi-agent platform or a single-agent assistant.

We tried multi-agent. It broke constantly.

What we discovered was this:
Multiple agents retrieve slightly different contexts. 
They reason independently. 
They have no unified brain.

Every additional agent multiplies communication protocols, context handoffs, and error-handling headaches.

The truth: most teams building this stuff are running distributed chaos, not distributed intelligence.

So we do it differently now.

Sybill is one agentic system - not a swarm.

One reasoning brain with depth, not a collection of shallow task bots.

One shared memory across deals, not 100 disconnected mini-brains.

One autonomous assistant that takes initiative, not a stack of tools waiting for triggers.

When it learns something new about a deal, it applies that understanding everywhere, from follow-ups to CRM updates to coaching recommendations.

When we improve retrieval or reasoning, the entire system gets smarter overnight.

The tradeoff?

We give up the illusion of “more agents = more power” for something far more valuable:

Coherence. Reliability. Compounding intelligence.

Don’t buy the hype (or the headache).

Most “AI agents” out there are marketing sizzle, not real agentic AI.

Real agency isn’t about how many bots you have.

It’s about how well one system can understand, reason, and act.

I used Gong at my previous company, and I knew I didn't want to bring it here.

We hear a version of this all the time. 

Because teams aren't looking for another system to watch deals.

They want a system that actually works the deal with them.

That's the shift happening in revenue AI right now:

➡️ From dashboards ➡️ to decisions
➡️ From analysis ➡️ to action
➡️ From monitoring reps ➡️ to empowering them
➡️ From fragmented "agents" ➡️ to a single unified brain

Gong was designed for the last era.

Sybill was built for the next one.

And on Dec 4, we're breaking it all down.

Where Gong is going. Where Sybill already is.

Sybill vs. Gong: The Ghost of Revenue AI's Past
🗓️ Thursday, Dec 4 (in two days)
⏰ 8am PST

🔗 Link to register in comments

What we'll cover:
• Architecture: Why Gong's multi-agent stack can't match Sybill's unified AI brain
• Intelligence: How Sybill reasons across every deal, call, email, and CRM field
• Mid-Deal Execution: Why centering the AE is the only way to improve sales performance long term
• Pricing Reality: Why many sales teams say Gong feels like an overpriced notetaker
• Switching Paths: How teams either rip-and-replace or layer Sybill on top of Gong with zero workflow change

See you there!

Ghost of Gong

Nothing beats watching customers go to bat for you.

Thanks, Jeremy! ❤️

graphical user interface, text, application

Most sellers I've met are verbal processors.

They think out loud, talk through objections, and refine their pitch by saying it, not writing it.

But when it comes to prepping for calls or researching accounts? They're stuck typing into a search bar.

That's why we just launched Dictation in Ask Sybill.

Now you can ask questions about your pipeline the way you naturally think - out loud.

Just ask.

P.s. We'll be covering a ton of other new features in tomorrow's What's New webinar.

Link: https://lnkd.in/gq2W-b6W

I'm a CEO, but I am also a seller.

And I love and hate it.

I love the feeling of nailing a pitch, watching a prospects eyes light up when they see what Sybill can do.

But I hate, hate, hate the massive pile of mindless tasks that comes with being a seller.

The email follow-ups, the document collection, the calendar invites. They feel small when you're only doing one or two, but work 10, 20 deals and the "little" tasks add up.

It's like suffocating by 1000 small tasks.

And for my brain, it's a massive drain.

So when I say that the AI task execution our team built straight up changed my life, I'm not kidding.

I'd love to show it to you.

This Thursday Collin Mayjack and I are running What's New in Sybill, an hour live demo of all the newest stuff we've built.

No fluff. Just straight up before and afters of what our team has been building.

12/10 at 8:30am PST. Link in comments.

Konnor Andersen

Zluri

Responsible for Sales, Marketing, Account Management, Channel Partnerships, Sales Development, and Revenue Operations teams/functions. 

Zluri is a Next-Gen Identity Governance and Administration (IGA) platform that enables IT and security teams to discover identities and applications, streamline access management, and automate access reviews—all from a single, intuitive interface. With Zluri, organizations automate compliance readiness for SOX, HIPAA, SOC 2, and more—ensuring the right people have the right access to the right applications at the right time, with minimal time and manual effort. IAM, IGA, SMP, SSPM.

Joined at the Series B, backed by Lightspeed, MassMutual, Endiya, Kalaari Capital.

Recognized as a Leader in the 2024 Gartner® Magic Quadrant™ for SaaS Management Platforms.

G2 "Category Leader" in 2024.

“Emerging SaaS Startup of the Year” Award at SaaSBoomi Annual 2024.

IT-Harvest and Richard Stiennon's Cyber 150 List in 2024.

Identified as a "Strong Performer" in Forrester’s SSPM (SaaS Security Posture Management) Report in 2023.

Recognized in the GigaOm Radar for SaaS Management Platforms. 

G2 "High Performer" in 2023.

Nasscom 'Emerge 50' Award in the SaaS Category in 2022.

Awarded ITAM Review Certification for Enterprise SaaS Management in 2022.

Vice President, Worldwide Sales & Channels

Various Startups

Investor:
- Wander - Luxury Vacation Rentals, Series A Investor, 2024

Advisory Board Member:
- Neumont College of Computer Science, Advisory Board, 2025
- Aironworks - AI-Powered Security Awareness Training, GTM Advisor, 2024-2025

Angel Investor & Advisory Board Member

Vectra AI

Performance/Impact:
- Grew ARR 30%+ Y/Y while focusing on profitability. 

Vectra AI is the leader in AI-driven threat detection and response for hybrid and multi-cloud enterprises. The Vectra AI Platform delivers the integrated signal powering XDR, SIEM, SOAR —  whatever your pane of glass. This powerful platform equips SOC teams with hybrid attack surface coverage and real-time Attack Signal Intelligence, along with integrated, automated and co-managed response. Companies can choose the modules they need to achieve full coverage across identity, public cloud, SaaS and data center networks.

Vice President, Global Go To Market (GTM)

Darktrace

Performance/Impact:
- FY23 Team Quota Attainment - 125% (39% YoY Growth)
- FY22 Team Quota Attainment - 112% (52% YoY Growth)
- FY21 Team Quota Attainment - 139% (71% YoY Growth)
- 1 Promotion (VP Sales/GTM, GM Email & App Security Business Unit)
- Grew Global ARR from $200M to $700M.

Darktrace's (LSE:DARK) mission is to free the world from cyber disruption. Its AI technology is relied on by over 9,000 customers worldwide to prevent, detect, and respond to cyber-attacks. Headquartered in Cambridge, UK and San Francisco, CA , the company has 3.000 employees and over 30 offices worldwide. Darktrace was named one of TIME magazine’s ‘Most Influential Companies’ for 2021.

Global Vice President of Growth Sales (IPO: 2021)

Vice President of Sales, Email & SaaS App Security

Proofpoint

Performance/Impact:
- 2020 Team Quota Attainment - 109% (Only Team to Hit Quota During the Pandemic)
- 2021 Team Quota Attainment - 186%
- #1 Enterprise Sales Segment in 2020 and 2021 (Out of 24). 
- #1 Net New Enterprise Team in Q3'20, Q4'20, Q1'21, Q2'21 (Out of 24).
- 1 Promotion (RD, Enterprise West)

Proofpoint Inc. (NASDAQ:PFPT) is a leading next-generation security and compliance company that provides cloud-based solutions to protect the way people work today. Proofpoint solutions enable organizations to protect their users from advanced attacks delivered via email, cloud, social media, and mobile apps, protect the information their users create from advanced attacks and compliance risks, and respond quickly when incidents occur.

Regional Director of Enterprise Sales, West & Central (Exited: Thoma Bravo Acquisition)

Regional Director of Enterprise Sales, West

Stealth Startup

Performance/Impact:
- Grew Revenues from <$1M to $3M ARR
- 169% Growth in Qualified Opportunities

Joined Pre-Seed (Employee #9.) Led Sales, Sales Development, and Sales Operations.

Head of Sales, Strategy & Development (Exited: Acquisition)

Podium

Performance/Impact:
- 2019 Quota Attainment - 124%
- #1 AE in New Business Award (Out of 120)

Podium (Series B) is a leading communication and payment platform for small businesses. 
Backed by Accel, Album VC, Summit Partners, and Sorenson Capital.

Regional Director of Sales, International Accounts

Adobe Workfront

Performance/Impact:
- 2018 Quota Attainment - 171%
- 2019 Quota Attainment - 167%
- #1 Net New Rep 2018 and 2019 (Out of 60)
- 3 Promotions (AE, Sr AE, Team Lead)
- Acquired by Adobe for $1.5B.

Workfront is the first modern work management application that connects enterprise work, collaboration, and digital content into an Operational System of Record (OSR).

Team Lead | Enterprise Account Executive

Enterprise Account Executive

Associate Account Executive

University of Utah Athletics

Managed $70M Annual Budget and Department RFP Process

Associate Director Business Operations / Accounting

Hi! I’m Konnor 👋 

I am currently the Vice President of Worldwide Sales & Partnerships at Zluri. Zluri is an identity security platform that helps IT/Security teams identify, manage, review, and secure the countless SaaS applications that we use on a daily basis to do our jobs. We have physical offices in the San Francisco Bay Area(CA), Salt Lake City(UT), and Bangalore(India).

I’ve spent the better part of the past decade in tech sales and sales leadership roles.  From seed stage start ups as employee #9, to large $10B+ publicly traded tech companies, multiple acquisitions, unicorn IPOs and everything in between. It’s been a wild ride!

I feel extremely lucky to have worked side by side with some of the best operators and investors of today’s generation!

One thing I know for sure is that the best companies and businesses are built by great leaders, great teams, and great operators!

I share my experience on what I’ve seen, lessons I’ve learned, the mistakes I’ve made, and other perspectives on leadership and team building in the modern generation of work.

Would love to have you join the conversation so we can all learn from each other! Follow along for the ups and downs of the journey👆


*All thoughts are my own, not those of my past, current, or future employers*

Global Vice President of Sales & GTM | GM of Email / Cloud Apps Business

Darktrace (LSE:DARK), a global leader in cyber security AI, delivers world-class technology that protects over 7,400 customers worldwide from advanced threats, including ransomware and cloud and SaaS attacks. The company’s fundamentally different approach applies Self-Learning AI to enable machines to understand the business in order to autonomously defend it.  Headquartered in Cambridge, UK and San Francisco, CA, the company has over 2,100 employees and in 44 offices worldwide.  Darktrace was named one of TIME magazine’s ‘Most Influential Companies’ for 2021.

Global Head / GM of the Email and Cloud Applications Business Units:
 - Sales & Marketing
 - Go To Market Strategy & Operations
 - Channel/Partner Sales & Business Development
 - Product Management
 - Customer Success & Support Services
 - Sales Programs & Enablement

🔔 Cyber Market Monday Update - Headlines from last week 👇 

▪️After a yearlong legal battle the US Security and Exchange Commission (SEC) have officially dismissed the case and remaining claims against SolarWinds and their security chief following the 2020 cyberattack!

▪️Zscaler released FY26 Q1 earnings last week beating both earnings and revenue forecasts. Quarterly revenue came in at $788M up 26% YoY with ARR at $3.2B. Unfortunately the stock dropped 11% on the news of rising operating losses and billings for the quarter. Both negative signs for future revenue profitability. 

Fairly quiet week with the US Thanksgiving holiday but I hope everyone was able to spend time with their family and friends!

Fingers crossed for a better month for public cyber stocks to wrap up the year!

Hoping all of your Q4 deals come across smoothly!

See you all at AWS re:Invent!

#publicmarkets #cybersecurity #investing #stocks 
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♻️ Repost to share with other cybersecurity industry professionals
🔔 Follow Konnor Andersen for more tips on cybersecurity GTM
——————————————————————

Building Acuvity AI | Sharing lessons from building GTM teams at the intersection of Cybersecurity & Gen AI! Follow Along 👇

🔔 Cyber Market Monday Update - Headlines from last week 👇 

▪️Doppel, a social engineering defense startup, raised a $70M Series C led by Bessemer Venture Partners. A handful of unique investors also joined the cap table with George Kurtz, Aurum Partners (Affiliated with the San Francisco 49ers), and a handful of WNBA players Nneka Ogwumike, Breanna Stewart, and Kelsey Plum!

▪️Nudge Security raised $22.5M to expand their SaaS Security platform. They called out adding 200 customers and more than 3x’ing ARR in each of the last two years! Unclear on what revenue scale but either way tripling is solid!

▪️Palo Alto Networks announced a huge acquisition of Chronosphere for $3.3B. Revenue was reported at $160M and growing over 100% YoY. For those companies looking for a benchmark!

▪️Apono raised $34M Series B led by U.S. Venture Partners to continue their growth disrupting the privileged access management space!

▪️Guardio raised $80M from ION Crossover Partners, as a more unique B2C cybersecurity platform securing over 500,000 individuals!

▪️Safe Security acquires Balbix for an undisclosed sum. Balbix had raised $100M in venture prior to the acquisition. 

Busy busy week in both venture and M&A as companies try to wrap up deals before the holiday period!

Free cash flow is an important metric for public companies when looking at potential acquisition potential! 

Yes stock for stock is always an option as well. 

#publicmarkets #cybersecurity #investing #stocks 
——————————————————————
♻️ Repost to share with other cybersecurity industry professionals
🔔 Follow Konnor Andersen for more tips on cybersecurity GTM
——————————————————————

3 mistakes you are making when trying to build a cybersecurity channel sales motion: 

1️⃣ Treating the Channel like an extension of direct sales

Channel partners can sell dozens of different vendors, expecting them to understand and pitch your product with the same urgency, depth and expertise of your internal sales and SE teams is unrealistic

2️⃣ Overcomplicating onboarding, enablement, and incentives

YOU DON’T NEED TIERS DAY 1! It’s a hill I’ll die on. Too many startups waste so much time on complex MDF rules and tiering logic and then it falls flat! Keeping it super simple while you are standing up your partner program is crucial!

3️⃣ Picking the wrong partners 

Picking your “dream” partners is not the best way to get initial traction! Finding partners that match your current (not future) ICP is the best move! Nothing kills partner confidence and momentum faster than bringing you into deals outside your ICP and seeing you lose those opportunities! Less is more, especially early on!

PS - Don’t skip out on the MSP channel as a great opportunity early on! Too many go straight for F500 VAR/GSIs and miss a huge section of the market!

Starting in January I’m going to share more details about building cybersecurity GTM motions through a weekly newsletter, Check it out here: https://lnkd.in/gj9K6THx

1 startup mistake I’ll never repeat:

When making any business decision, put yourself in the other persons shoes!

This is my main takeaway from the various lessons shared by Dean Sysman from building 2 different cyber startups.

Seems simple but often in cyber we put ourselves in the shoes of the attacker and are like “Wow this would make it harder for me to hack in so customers must love it!”

Only to find out customer's aren't thinking that way and it really adds hurdles to your GTM motion!

Dean shared how his first startup, Cymmetria, stumbled even after YC because they were thinking like an offensive security professional because that was their background, and instead the needed to think like the customer trying to defend their network. The honeypot was brilliant from a hacker's perspective. But defenders? They needed something different.

This lesson applies everywhere:

▪️Building product? 

Think as your customer, not just as the builder. Building “cool” stuff that never sells is pointless.

▪️Trying to raise venture? 

Understand what your VC needs from the investment based on their fund thesis and timing of the investment! The best VC’s are advisors and really help point you in the right direction. 

▪️Leading a team with multiple management layers? 

See the work through the eyes of the front line, not only through your spreadsheet and models! Yes this means you need to sit down and speak with them, go visit customers together, and do the work side by side!

Too many incredible businesses struggle because they build from the wrong lens!

Thank you Dean for sharing your experience!

And as always Mahendra, Ross, Sid - Thank you for hosting Inside the Network!

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