Brendan Short

The Signal (.club)

• Separating the signal from the noise—a weekly newsletter the future of GTM/tech
• Subscribe for free: www.thesignal.club

Founder

GTMfund

• Limited Partner alongside great GTM leaders in the GTMFund

Limited Partner (LP)

Apollo.io

• 1,800 meetings/quarter, fully automated (Apollo doesn’t have SDRs), using Apollo "Workflows"
• Read more here: https://www.apollo.io/magazine/how-apollo-tripled-meetings-booked-using-its-own-platform

Product-led sales ("AutoSDR")

Groundswell

• Here is what we learned building Groundswell for 2.5 years: https://www.thesignal.club/p/what-we-learned-building-groundswell
• Started off building in "product-led sales" and then expanded to, what I call, "signal-based selling" (using gen ai to find signals and generate next-best actions)
• Raised $1.6M from Village Global, GTMFund, Henry Schuck, Lars Nilsson, Shaan Puri, and other founders and executives from the world's leading PLG companies including Slack, DocuSign, Rippling, Snowflake, TripActions, Workato, and others
• Had the best co-founders I could ask for, Hari and Nick

Co-founder & CEO

Zoom Video Communications

• Consulted for Zoom starting in Dec 2019
• Joined full-time in 2020 as things got busy due to the pandemic (it was a wild time to be there)
• Led Operations and Enablement for the Global SDR Org (150-person team)

Operations & Enablement (Global SDR Team)

The Revenue Engine (Consultancy)

• While figuring out my next move, I took on some consulting and advising gigs to help B2B SaaS companies build scalable, predictable revenue engines
• I've been lucky to work with some incredible companies and people, including: TripActions, Zoom, Snapwire, WellHealth, LoanBase, Edvo, among others

Owner

OutboundWorks - ACQUIRED

• I joined OutboundWorks as VP Sales as part of their acquisition of my company, Hexa.ai
• We were building “Automated Sales Development”
• I led Sales Development, Sales, Marketing & Customer Success 
• The company was acquired in October 2019

VP Sales

Hexa (acquired by OutboundWorks)

• SaaS Product to help automate XDR work ("AI to replace SDRs" was a horrible tagline... but man, wish LLMs existed back in 2016 when we were working on this problem...)
• Acquired the technology of Brisk.io and merged it with Proleads.io
• Class 17 of The Alchemist Accelerator (6 month program; #1 Enterprise B2B Accelerator in the World)
• Raised $800k in funding
• Acquired for 7-figures in Feb 2018, by OutboundWorks (backed by True Ventures)

Wiser Solutions, Inc.

• 1st full-time employee (started as SDR then AE then Manager)
• Was there from ~$15k MRR to $10M ARR 
• Personally closed $1M+ in first full year selling - online retailers, brands & manufacturers (mid-market and enterprise)
• Built and managed the Sales Team (SDRs, AEs, Sales Engineering, and Sales Ops)
• Wiser was acquired for 8-figures in September 2016

Head Of Sales

Avista Solutions, Inc. - now part of D+H

• Cold-calling from a cubicle from 9-5
• Avista Solutions was acquired by D+H, for $40M (45 employees, in business for 4.5 years)
• I left after Avista was acquired by D+H (cubicle life wasn’t for me)

SDR (before the title existed)

Playing long-term games w/ long-term people ✨ Building Groundswell

Currently writing about the future of gtm tech, at The Signal. Subscribe: www.thesignal.club (it's free!). 

I’ve worked at a couple of startups ($0-$10M), a couple of big companies (Zoom Video, Apollo.io), and I’ve started a couple of venture-backed SaaS companies (Hexa.ai, Groundswell).

I’ve been an SDR, AE, Head of Sales, SDR/Ops Leader, and CEO. Jack of all trades, master of none, perhaps. 

I like learning and building. 🤘

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