Inside The Pipeline: B2B Sales and GTM
Inside The Pipeline is throxy's B2B sales and go-to-market podcast, featuring conversations with founders, GTM leaders, and investors from fast-growing tech companies like OpenAI, Vanta, Pleo, ElevenLabs, Granola, Slack, and Seedcamp. Each episode dives deep on go-to-market strategy, sales leadership, and how AI is changing the way B2B companies sell, hire, and scale. The show emphasizes real operators and real numbers over theory, aiming to stand out in a crowded field of business podcasts by talking to people actually building pipeline and closing deals.
Episodes
18. Conor Hyland, RVP GTM EMEA at ComplyAdvantage - Why High-Performance Sales Teams Are Built on Trust
Conor Hyland is RVP GTM EMEA at ComplyAdvantage, the AI company helping enterprises fight financial crime. He started his career selling on the shop floor at Ted Baker, worked across the Middle East, then moved into SaaS before joining GoCardless as an Enterprise Account Executive and progressing into sales leadership. He later joined ComplyAdvantage to help build its sales-led growth motion, hire
17. Will Tomlins, RVP of Mid-Market & Enterprise at Wiz - Why "Pain and Champion" Still Wins Enterprise Sales
Will Tomlins is Regional Vice President of Mid-Market and Enterprise Sales at Wiz, the cloud security platform Google acquired for roughly $32 billion in the its largest acquisition to date. He spent almost 11 years at Canon, then three years at AWS leading commercial and financial services sales teams. He joined Wiz in June 2025, weeks after the Google deal was announced, and was still there nine
16. Jay Mirpuri, GTM Lead at Light - From a Failed AI Startup to Building an Outbound Sales Engine, Why Cold Calling Still Wins in B2B Sales
Jay Mirpuri leads GTM at Light, an AI native finance platform, and he built its cold calling program from nothing into a team that books 30 to 35 meetings a week. Before that, his first startup failed. He built Alchemy, an AI marketing agency, moved to London to launch it, and struggled without local connections or a clear customer profile. So he cold messaged Jonathan Sanders, founder of Light, u
15. Callum Matthews-Mackay, Head of Sales at Onetrace - Selling Compliance Software to Fire Safety's Hardest-to-Reach Buyers
Callum Matthews-Mackay leads sales at Onetrace, the compliance software fire protection subcontractors use to prove installations were done right, turning what used to be a paperwork scramble into a one click report. Before Onetrace, he spent over a decade selling into industries nobody else wanted to touch: corporate partnerships at Macmillan Cancer Support (Nestlé, Morrisons, a four year Pizza E
14. Max Greenbury, Startup GTM at OpenAI - Inside OpenAI's Sales Playbook
Max Greenbury is part of OpenAI's go-to-market team, working the startup side with around 14 later-stage accounts from the UK to Israel and Lithuania. He didn't get there in a completely straight line (although it was quite straight): three years running his own subscription platform for secondhand clothing came first, three years on AWS's startup team, then Google selling into regulated enterpris
13. Nick Taylor, Head of Customer Success at Granola - From Onfido to Synthesia, Building AI's Central Cortex for Business Context
Nick Taylor has spent his career inside three of London's most important AI and fintech companies. He worked with high-growth neobanks like Monzo and Revolut during his time at Onfido, watching the company pivot from background checks into an identity verification leader. He then joined Synthesia through its hyper-growth phase, helping scale the team from 40 people to over 600 as the AI video plat
12. Sacha Vauclin, GTM at Scarlet - From BeReal's US Growth to Certifying AI Medical Devices
Sacha Vauclin cold DM'd the founder of BeReal and talked his way into the French social app in its earliest days. He then ran the "underground" playbook that cracked the US market, campus ambassadors and frat party sponsorships, until the product hit product-market fit. From there he moved to London for Vauban, the platform that digitalised SPV creation and let angels back companies like SpaceX an
11. Alex Padgette, EMEA Partnerships at Vanta - Shadow AI Is the New GDPR, Compliance Automation and Building Partnerships That Actually Deliver
Shadow AI is already inside your company. Employees are plugging proprietary data into tools like ChatGPT without authorisation and most businesses have no visibility into it. Alex Padgette has seen this movie before. She was at OneTrust when GDPR landed and forced every company in Europe to take data privacy seriously. Now at Vanta, which just hit $300M ARR, she thinks AI governance is about to d
10. Mitchell Powers, VP Commercial at Pleo - Scaling Go-to-Market Teams Across Fintech, from GoCardless to Pleo
Mitchell Powers has spent the last decade building go-to-market teams inside some of fintech's most important companies. He started out coaching rowing at Oxford and trading physical commodities like coal and biofuels, then broke into tech sales by building the B2B function from scratch at Pact Coffee. At GoCardless he was the first head of SMB sales, ran the UK market top to bottom, and helped dr
9. Sophia Arora, Founding Growth at Jack & Jill - McKinsey to AI Startup, Building a Consumer Product That's Coming for LinkedIn
Sophia Arora did what most people from a consulting background talk about but never do. She left McKinsey, moved to New York for Oddity Tech, then came back to London and joined Jack & Jill as their Founding Growth hire - a seed-stage AI startup building an AI career agent for the next generation of workers.
In this episode, Sophia talks about what it actually looks like to go from structured
8. Will Caplan, Co-Founder of Tano - Using AI to Flip the Influencer Marketing Model
Will Caplan is the co-founder of Tano, an AI-native influencer agency that's automating everything agencies used to charge a fortune for - sourcing, contracts, payments, and rights management, end to end.
In this episode, Will talks about how Tano landed some of the fastest-growing companies in tech as early customers (e.g. Lovable), why the traditional influencer model is broken and how he's usin
7. AJ Tennant, Founder at Tenacity Capital - From Building Slack's Sales Org to Scaling Glean to $100M ARR
AJ Tennant was one of Facebook's early employees, built Slack's sales organisation from the ground up, and helped scale Glean to $100M ARR before it became one of the most talked-about AI companies around. Now he's running his own fund at Tenacity Capital, backing the next wave of B2B businesses.
In this episode, AJ breaks down what the early days at Facebook actually looked like, how he thinks ab
6. Holly Allen, Founding AE at FullEnrich - Cold Calling, Contact Data, How To Get 50,000 Followers on LinkedIn
Six months before this conversation, Holly Allen was ready to quit sales entirely. Today, she's the Founding Account Executive for UK&I at FullEnrich, a platform that helps sales, RevOps, and marketing teams enrich emails and mobile numbers through waterfall enrichment across 15+ data sources, and she's closing the biggest deals of her career.
In this episode, Tristan and Holly get into what a
5. Georgie Candy, Investor at PROfounders Capital - From Insurtech Lawyer at Allen & Overy to an Early Harvey AI Pilot That Led Her Into Venture
Georgie Candy trained as a lawyer at Allen & Overy, working insurtech deals, before an early pilot of Harvey AI changed her mind about where she wanted to spend her career. She joined PROfounders Capital in 2024 and now invests in the kind of AI and legaltech companies she used to work alongside as outside counsel.
In this episode, Georgie talks through what that Harvey AI pilot actually looke
4. Oscar Lanzendorf, GTM at ElevenLabs - Inside ElevenLabs' Run from Zero to $300M ARR and a $6.6BN Voice AI Valuation
ElevenLabs went from zero to $300M ARR in three years and is now valued at $6.6BN, and Oscar Lanzendorf is inside the go-to-market team making that happen. Before ElevenLabs, he worked at Nico Rosberg Ventures, and he joined the voice AI company just under a year ago as it moved into hyper-growth.
In this episode, Oscar talks through what hyper-growth actually looks like from the inside, how bruta
3. Christopher Mjelde, Kenobi Co-Founder - Building an AI Website Personalisation Tool After Two Years in Y Combinator Stealth Mode
Christopher Mjelde spent two years building Kenobi in stealth mode after going through Y Combinator, and this episode lands right as the product finally comes out of hiding. Kenobi automatically personalises a website for every visitor based on who they are, no manual segmentation required.
In this episode, Chris talks through what changed in his thinking after Y Combinator, why he chose to stay q
2. Amelia Miller, Ivee Co-Founder - From Dragons' Den to Reskilling the Workforce for AI
Amelia Miller walked onto Dragons' Den with her co-founder and sister, Lydia, and walked off with an investment from Steven Bartlett. What happened in the weeks after wasn't quite what she expected, and that's most of what this episode is actually about.
Amelia and Lydia are the co-founders of Ivee, a company reskilling a crucial part of the workforce for an AI-driven job market. In this episode,
1. Will Bennett, Investor at Seedcamp - From Operator at $5bn Fuse Energy to Backing Revolut and Synthesia's Earliest Rounds
What actually separates founders who make it from the ones who don't? Will Bennett has seen the question from both sides. He was an operator at Fuse Energy, which hit a £5bn valuation, before moving into investing at Seedcamp, one of Europe's earliest backers of Revolut and Synthesia.
In this episode, Will talks through the patterns he sees across the founders Seedcamp backs, where he's finding re
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