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Low Ego and High Adaptability – The Secret to Staying in Seat from $0 to $100M
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Becca Lindquist, Vice President for the Americas at dbt Labs, tells Todd Busler how she helped grow the company from under $1M to over $100M in ARR, and what it takes to scale outbound without gimmicks.
In the episode, Becca digs into what separates good sales leaders from great ones: evolving your seat as the company grows, investing early in enablement, and building outbound muscle across the org, not just in the SDR team.
In this episode, you’ll learn:
- Why top reps generate their own pipeline
- What to look for in your first 50 sales hires
- What makes pipeline council meetings worth doing
Things to listen for:
(00:00) Introduction
(01:13) How Becca stayed in seat to $100M+ ARR
(03:01) Adapting your role as the company scales
(06:15) Building outbound systems from day one
(07:42) Keeping the PG culture as you grow
(09:40) Outbound challenges with open source leads
(11:34) Teaching reps to spot real business pain
(13:24) Scaling enablement without losing impact
(19:29) How dbt runs effective pipeline councils
(21:52) Making partner selling actually pay off
10 episodes
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