In this Founder Spotlight episode of Growth by Design, Diraj Goel sits down with repeat founder and operator David Abbey, CEO & Co-Founder of Endlss and Penny AI, for a raw, behind-the-scenes look at what it really takes to scale - and pivot - venture-backed companies.
David shares the full story of scaling Penny AI during the pandemic boom, raising over $32M USD, growing from 9 to 70+ employees, and navigating the emotional and operational pressure of fundraising with only months of runway left. He opens up about the realities founders don’t talk about - from being in the fetal position before a close to managing teams you’ve never met in person.
The conversation then shifts to the strategic pivot that led to Endlss, a platform built to help emerging DTC brands scale influencer and ambassador programs with enterprise-level capabilities - without enterprise cost or complexity. David breaks down how creator commerce has evolved, why micro-influencers are becoming a predictable growth channel, and how focus, positioning, and listening to customers created a powerful wedge in a crowded market.
This episode is a masterclass in founder resilience, market pivots, and building growth systems that actually work in today’s AI-driven, capital-efficient environment.
