Shows
HeresyAli Mitchell on Why Europe Struggles to Build $10B Startups — and How to Fix ItAli Mitchell has backed more than half a dozen unicorns — but his story starts with failure.Before co-founding Huddle and later leading EQT Ventures, one of Europe’s most successful VC funds, Ali was a founder who learned firsthand how hard it is to build and scale. In this episode, we unpack what those early failures taught him about resilience, product-market fit, and what separates great founders from good ones.We also dive into:Why Europe still struggles to produce $10B startupsWhat the best founders get right about distribution and go-t...
2025-10-091h 04HeresyPhilip Su on Building at Meta & OpenAI — and How to Thrive in the Age of AIPhilip Su is an engineer and leader who helped build Microsoft, Facebook, and OpenAI from the inside. In this episode, he shares hard-earned lessons on thriving in the AI era — and staying human through it all.We cover:How AI is reshaping software careers (and what to do about it)Why “good enough” is no longer safeThe dangerous gap between exponential tech and human systemsBurnout, identity, and what working in an Amazon warehouse taught himThe rise of agentic tools, LLMs, and what CS students need t...
2025-08-041h 22HeresyHow Max Altschuler Built Sales Hacker, Scaled Outreach, and Is Rethinking Venture CapitalMax Altschuler (Sales Hacker, Outreach, GTMfund) joins us in London to talk about building category-defining companies, investing in breakout startups, and rethinking how venture capital works.We go deep on:Lessons from scaling Outreach with Manny MedinaThe birth of Sales Hacker and the GTMfund storyHow AI is reshaping go-to-market motionsWhy GTM is the last true moat in SaaSThe tension between being a founder vs fund managerHow Max picks winners—and his take on “The Death of VC”This is a m...
2025-08-041h 08
Peer EffectKnowing When to Exit as a Founder, with Dimitar Stanimiroff"Don't waste your chips on bad hands."Dimitar Stanimiroff has been through multiple exits, some successful, some painful shutdowns. He co-founded WePow(acquired) and Heresy (shut down after 3.5 years). His biggest financial return came from joining Stack Overflow, not founding his own company.In today's episode, I'm joined by Dimitar Stanimiroff, a seasoned SaaS founder, operator, and investor who's experienced both sides of the exit coin. After co-founding WePow and seeing it acquired, he started Heresy, raised $1M in venture funding, and ran it for 3.5 years before making the difficult decision to shut...
2025-07-1633 min
Peer EffectYour business or your health? with Dimitar Stanimiroff of CrossBeamDimitar is the VP and General Manager of CrossBeam, the world's first and most powerful partner ecosystem platform. Dimitar is also a two-time Founder, has been on Exec teams 3 times and is also an Angel Investor.Looking back, in the summer of 2019, Dimitar was in a different headspace.At the time, he had two young kids at the time and a company under two years old.Dimitar was juggling a lot of responsibilities.This led him to feel as if he wasn’t doing 100% in either place: at ho...
2023-10-1835 min
The PartnerHacker Audio ExperienceThe State of SaaS Partnerships in Europe: Opportunities & ThreatsThe State of SaaS Partnerships in Europe: Opportunities & Threats was originally a part of the remote experience The European Partner Moment brought to you by Superglue and Crossbeam.Speakers include:Rob RebholzDimitar StanimiroffAndrew SpaldingDavid PetersonSuperglue is a partner engagement platform with next-gen PRM capabilities. They ensure that everyone in your partner ecosystem knows you, trusts you, feels valued, and ultimately drives business your way.Crossbeam is a partner ecosystem platform that helps companies build more valuable partnerships. It acts as an escrow service for data, allowing companies to...
2023-01-1723 min
Protect the Hustle | A SaaS PodcastDimitar Stanimiroff on the efficiency of agile salesCheck out the detailed field guide hereTopics discussed in this episode:Having a clear understanding of valueConsolidating talent and toolsThe Efficiency of Agile SalesMaintaining target accountsHow to navigate fundingThis is a Paddle Recur production—the first media network dedicated entirely to the SaaS and subscription space.
2022-08-3035 min
Work: SmartEmerging Trends from the Early Career Space with Dimitar StanimiroffOn today's show, Johnny is joined by Dimitar Stanimiroff, Head of EMEA at Handshake. Handshake operates with such volume in the early career space that ‘trends on Handshake’ are actually trends of that talent demographic. So what new trends have emerged in 2020 in this space? Have things got easier or harder for graduates?
2020-10-2847 min
HeresyE19: The Final Countdown (The End of Heresy.io — and What Came Next)This episode originally aired as the final Heresy podcast, recorded shortly after the winding down of Heresy.io — our sales software startup.After a last-minute acquisition fell through, we had no choice but to begin closing the company. In this episode, I sit down with my co-founder Svilen and our first hire Jack Otis Barker (frontend engineer) to reflect on the journey:The highs and lows of startup lifeThe things we got right (and wrong)What we’d do differently if we had the chanceWhy we still woul...
2020-02-101h 29
HeresyHeresy E18 - Farlan Dowell, VP Sales @ CleanShelf on $0 to $10M in ARR 🚀In this episode of the Heresy podcast, Dimitar speaks to Farlan Dowell. Farlan is a sales pro & leader, but in reality what he brings is much more comprehensive approach to repeatable revenue. He has 15 years of startup experience in early stage B2B Saas companies. He currently serves as VP Sales at CleanShelf. Previously he was the VP of Sales at RainforestQA, where he increased ARR from $300k in founder-led sales to $10M ARR, increased ACV from 10k to ~100k, and built a 25-person sales team that continues to grow. In the past he’s held positions as the VP of...
2019-09-0437 min
HeresyE17: Andrus Purde (Founder @Outfunnel, Ex-CMO @Pipedrive) on Why Cold Email Is Dying & How to Pick the Right Marketing ChannelIn this episode of the Heresy podcast, Dimitar is joined by Andrus Purde — founder of Outfunnel and former CMO at Pipedrive.With over 20 years of experience across companies like Skype and Pipedrive, Andrus has seen it all when it comes to digital marketing and growth. But lately? He’s had enough of cold email.Tune in to hear:Why Andrus believes we're slowly killing email as a channelHis personal framework for picking the right marketing channel for your businessLessons from scaling Pipedrive’s user acquisition from the ground...
2019-08-2220 min
HeresyE16: Josh Allen, CRO @Drift — What It’s Really Like to Scale from $40M to $400MOn this episode of the Heresy podcast, Dimitar is joined by Josh Allen, Chief Revenue Officer at Drift.Josh shares his journey through tech — from LogMeIn and CarGurus to leading Drift’s revenue engine — and offers a candid, no-fluff take on what managing hyper-growth really feels like.Tune in to hear:What it takes to scale from $40M to $400MWhy it’s totally normal to feel like your “hair is on fire”Hard-earned lessons on leadership, pressure, and pacePractical advice for navigating the chaos of scale
2019-05-0943 min
HeresyE15: Jeremey Donovan on 5x-ing Reply Rates and Sales Engagement That WorksIn this episode, Dimitar speaks with Jeremey Donovan, SVP of Sales Strategy at SalesLoft — the world’s leading sales engagement platform.Jeremey brings a data-driven perspective to modern sales outreach and shares actionable tactics you can implement immediately, including:How long your emails actually should beThe subject lines that get opened (and why)How to achieve up to 5x higher reply ratesWhere and how to use video to break through the noisePractical tips for SDRs, AEs, and Sales Enablement prosWhether you're buil...
2019-04-1638 min
HeresyE14: Jason Lemkin’s No-BS Guide to Building a SaaS Sales MachineJason Lemkin — SaaStr founder, serial entrepreneur, and investor — joins Dimitar for a candid, practical deep dive on building a high-performing SaaS sales engine.First, hear Jason’s story — from his early career and first two exits to the hard lessons learned along the way.Then get actionable advice on:Why founder-led sales is criticalThe importance of closing your first 10 deals before hiring salespeopleWhat to look for (and avoid) in your first Account ExecutivesWhen and which type of VP Sales to hireWhether to hire VP...
2019-03-1455 min
HeresyE13: Operationalising Your Messaging with Munyaradiz Hoto, Director of Digital Marketing @ FoundryStruggling to get your message to truly connect with prospects?Munyaradiz Hoto, Director of Digital Marketing at Foundry and London Revenue Collective teammate, breaks down how to operationalise your messaging for maximum impact.In this episode, you’ll learn:Why traditional prospect qualification is often misleadingWhy most deals aren’t lost in competitive bake-offsHow to help prospects uncover their “undiscovered needs”Techniques to destabilise “preference stability” and displace existing solutionsHow to address objections tied to “anticipated regret”Whether you’re an individual contrib...
2019-02-0631 min
The Predictable Revenue Podcast079: Aaron Ross recently sat down with Dimitar Stanimiroff – founder and CEO of workflow and analytics platform Heresy – to discuss all about outbound sales on Dimitar's Heresy podcast"Aaron Ross recently sat down with Dimitar Stanimiroff – founder and CEO of workflow and analytics platform Heresy – to discuss all about outbound sales on Dimitar's Heresy podcast." On this episode Dimitar speaks to best-selling author and internationally-recognised sales leader, Aaron Ross . Stay tuned to find out: - What motivated Aaron to write his first book, Predictable Revenue; - How he manages to run two businesses, look after his 9 children and still find time to work on new projects; - Plus lots of tactical advice on how to cut through the...
2018-11-1535 minThe Predictable Revenue Podcast079: Aaron Ross recently sat down with Dimitar Stanimiroff – founder and CEO of workflow and analytics platform Heresy – to discuss all about outbound sales on Dimitar’s Heresy podcast"Aaron Ross recently sat down with Dimitar Stanimiroff – founder and CEO of workflow and analytics platform Heresy – to discuss all about outbound sales on Dimitar’s Heresy podcast." On this episode Dimitar speaks to best-selling author and internationally-recognised sales leader, Aaron Ross . Stay tuned to find out: - What motivated Aaron to write his first book, Predictable Revenue; - How he manages to run two businesses, look after his 9 children and still find time to work on new projects; - Plus lots of tactical advice on how to cut throug...
2018-11-1535 min
HeresyE12: Building a World-Class Outbound Team with Aaron Ross, Author of Predictable RevenueHow do you build an outbound sales machine that consistently delivers?Best-selling author and sales leader Aaron Ross joins Dimitar to share:What inspired him to write Predictable RevenueHow he balances running two businesses and raising nine kidsTactical tips to cut through the noise and keep your outbound strategy razor-sharp in a crowded marketIf you want to master outbound sales, this episode is packed with actionable insights.For more from Aaron, visit predictablerevenue.com.
2018-10-0935 min
HeresyE11: Building a High-Performing Sales Team at DocuSign with Jacqueline De Gernier, VP Commercial Sales EMEAHow do you build a sales team that consistently delivers?Jacqueline De Gernier, VP Commercial Sales EMEA at DocuSign, joins Dimitar to share:The secret sauce behind hiring top-tier sales talent—including the use of aptitude testsHow to onboard and train new reps for successWhat truly separates the best performers from the restTerritory planning strategies that minimize conflict and boost collaboration across regionsPlus, plenty of actionable sales advice from a seasoned leaderWhether you’re scaling a team or refining your proc...
2018-09-0726 min
HeresyE10: Pipeline Mastery & Sales Wisdom with Patrick Traynor, VP Sales @The Dots (Ex-LinkedIn EMEA)Want to run pipeline review meetings that actually drive results?Patrick Traynor, VP Sales at The Dots and former Head of Enterprise Sales EMEA at LinkedIn, shares his proven frameworks and hard-earned sales wisdom including:How to run pipeline reviews that uncover real blockersUsing BANT (Budget, Authority, Need, Timeline) to qualify deals and flag risks earlyWhy ego kills deals—and how to stay humble while winning bigIf you’re serious about leveling up your sales game, this episode is for you.
2018-08-1621 min
The Sales EvangelistTSE 864: Sales From The Street: “Drink Your Own Kool Aid”Sales From the Street gives us an opportunity to hear from other sales professionals about the challenges they face and how they approach them. Today’s challenge is scaling a sales force. On today’s episode of The Sales Evangelist, Dimitar Stanimiroff explains how he handled building and scaling a sales force while he was still managing […]
The post TSE 864: Sales From The Street: “Drink Your Own Kool Aid” appeared first on The Sales Evangelist.
2018-06-2717 min
HeresyE9: Scaling Sales Ops at Uber with Elaine Mao, Global Head of Sales Ops & StrategyHow do you build a world-class sales team at one of the fastest-growing tech companies?Elaine Mao, Global Head of Sales Ops & Strategy at Uber for Business, joins Dimitar to share:Why she’d hire a sales ops pro before any sales repsThe secret sauce behind Uber’s rapid sales scalingHow Sales Ops drives growth and efficiency in hypergrowth environmentsPractical tips for sales leaders looking to build ops from scratchIf you want to scale your sales org with operational excellence, this episode is a mu...
2018-06-0625 min
HeresyE8: Building a World-Class Customer Success Org with Daniel Farkas (VP Global Renewals & CS, Box)What does it take to build a truly world-class Customer Success team?Daniel Farkas, VP of Global Renewals and EMEA Customer Success at Box, joins Dimitar to share the blueprint—including when to invest, how to hire, and what to measure.You’ll learn:When to start building your CS org—and when it’s too earlyWhat traits to hire for in high-performing CS repsThe KPIs that actually matter (beyond NRR and churn)How to position CS as a strategic growth engine, not just a support...
2018-04-0535 min
HeresyE7: Selling Disruptive Tech & Disqualifying Like a Pro with Tom Castley (VP EMEA, Apptio)Disqualify to win. That’s one of many lessons Tom Castley, VP of Account Management EMEA at Apptio, has learned over 20+ years in SaaS sales.In this fast-paced episode, Tom shares:Why disqualifying early saves time—and closes more dealsThe 7 questions every rep should ask to avoid dead-end opportunitiesHow to sell disruptive tech into complex orgsA crash course in the Sandler sales methodologyBattle-tested stories and tactics from the frontlineWhether you’re a founder, AE, or sales leader, this episode is packed...
2018-03-1526 min
HeresyE6: Scaling from $2M to $10M ARR with Peter Crosby, CCO at TripteaseHow do you scale a SaaS sales org from $2M to $10M in ARR without losing momentum—or your mind?Peter Crosby, Chief Commercial Officer at Triptease, joins Dimitar to break down:What changes (and what doesn’t) as you move from early traction to real scaleHow to build the right sales motion for your growth stageMistakes to avoid when hiring, structuring, and forecastingHow Triptease navigated this critical growth windowIf you're scaling a SaaS business, this episode is a roadmap for the messy midd...
2018-03-0128 min
HeresyE5: Developer-Led Sales & Scaling Europe with James Parton (Former Head of Europe, Twilio)What does it take to launch and scale the European arm of a hypergrowth US tech company?Dimitar sits down with James Parton, Twilio’s former Director of Europe, to talk about:The early days of Twilio’s expansion across EuropeHow “developer-led” sales really worksThe role of pre-sales, sales engineering, and enablement in technical GTMWhat it's like being the first boots on the ground for a US startup abroadA must-listen for anyone scaling international teams or building go-to-market in dev-first businesses.
2017-11-1027 min
SaaS Insider078: Dimitar Stanimiroff on Helping Sales People Make Data-Driven DecisionsHave you been doing sales wrong all along? Why basing sales on data and not just intuition is important? What are the challenges when working with different countries? How to get your sales team work as one unit? Dimitar Stanimiroff talks to the host Shira Abel about pushing sales teams into using a new methodology in this week’s episode of SaaS Insider. About Dimitar Stanimiroff • Dimitar is the founder and CEO of Heresy - a workflow and analytics platform that helps salespeople make data-driven decisions and allows sales teams to always stay in sync. • Before...
2017-09-2644 min
HeresyE4: Sales Coaching at Scale – Lessons from Just Eat, Funding Circle & More with Terry RussellWhat do Just Eat, Funding Circle, GoCardless, and Property Partner have in common? They all turned to Terry Russell to help scale their sales teams.In this episode, Terry shares:How to design comp plans that actually motivateThe secret to developing sales talent in fast-growing orgsHard-won lessons from inside some of Europe’s best-known startupsWhether you’re a founder, sales leader, or coach yourself, Terry’s stories are full of practical takeaways you can apply right away.
2017-07-2030 min
HeresyE3: From Private to Public – Sales Lessons No One Tells You, with Alan Kenny (GM Europe, Mimecast)What changes when a company goes from private to public? Alan Kenny, GM Europe at Mimecast, shares the hard-earned sales lessons that rarely get talked about.We dig into:What salespeople and managers really need to know during hypergrowthThe leadership mistakes Alan would go back and fixHow to stay effective as the org scales and complexity kicks inPractical advice for navigating growth from startup to IPOIf you're in SaaS sales or sales leadership, this one's full of sharp, experience-backed insights.
2017-04-2633 min
HeresyE2: Trello’s VP of Sales Kristen Habacht on Freemium GTM, Comp Plans, and Scaling the Team Pre-AcquisitionJust days before Atlassian’s $425M acquisition of Trello, we sat down with Kristen Habacht, VP of Sales, to unpack what it really takes to build and scale a freemium SaaS sales org.We cover:How Trello’s sales team evolved from full-stack to role specializationWhy they simplified their commission structureThe realities of selling a freemium product—and why BANT doesn’t workManaging remote sales teams long before it was the normWhat Kristen wishes she knew earlierWhether you’re running SMB, enter...
2017-01-2645 min
HeresyE1: Stack Overflow COO Jeff Szczepanski on Building a Full-Stack Sales TeamWhat does it take to build a “full-stack” sales team from scratch? Jeff Szczepanski, COO of Stack Overflow, shares the company’s 3-phase GTM model and how it stacks up against Aaron Ross’s Predictable Revenue approach.We also dig into:Designing effective sales comp plansScaling from founder-led selling to a full GTM orgWhy Stack Overflow did things differentlyA must-listen for sales leaders, founders, and anyone building modern GTM teams.
2016-07-2037 min
Notion Capital - exceptional founders, extraordinary journeysNC15 - Using an agile framework to build and scale a sales organizationIn this episode, Dimitar Stanimiroff, Founder at Heresy, on using an agile framework to building and scaling a sales organization.
2016-07-0622 minNotion Capital - exceptional founders, extraordinary journeysNC15 - Using an agile framework to build and scale a sales organizationIn this episode, Dimitar Stanimiroff, Founder at Heresy, on using an agile framework to building and scaling a sales organization.
2016-07-0622 min
This Much I Know - The Seedcamp PodcastDimitar Stanimiroff, Managing Director, Stack Overflow Developer Insights at Stack OverflowDimitar Stanimiroff, Managing Director of Stack Overflow Developer Insights at Stack Overflow, a Q&A site for programmers with over 4 million members, joins Carlos and Dave for this deep dive into hiring.
Discussing everything from the hiring process, how to overcome challenges, hiring from within, and how to recruit technical talent if you're not technical.
2016-02-2550 min