WMYT - What makes YOU Tick? Tech Leaders Career Stories

Richard and Tolu @ Tick Talent
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Hello founders, leaders and growth minded people. Welcome to the WMYT? What Makes You Tick Podcast - where we bring you the stories, strategies, and decisions that define the real success formula in tech = to learn from those who've been there and done it! Here’s the big idea: Everyone needs role models and mentors. The best ones come from the people who are doing it - those leaders like you who’ve taken bold steps, made the hard decisions, failed a bunch of of times, and built something real, that matters to people. That’s why we created this podcast. For your inspiration and growth!

  1. E.105 – How to Go to Market for Yourself: Reimagining Executive Job Search w/ Jacob Warwick

    3 DAYS AGO

    E.105 – How to Go to Market for Yourself: Reimagining Executive Job Search w/ Jacob Warwick

    Every executive says they want their next role to be more strategic, more aligned, more fulfilling. But most still approach their job search like a mid-level candidate — polishing résumés, hitting “Easy Apply,” and waiting for recruiters to notice. In this episode of Making Revenue Tick, executive coach Jacob Warwick reveals why that traditional approach fails and how top leaders are now going go-to-market for themselves. Jacob and host Richard Washington break down how to treat your career like a sales pipeline, build relationships that create opportunities before they’re posted, and lead your own job search like a growth strategy — not a panic move. You’ll learn practical, contrarian insights on positioning, storytelling, and mindset that help executives land the right role, not just the next one. 🎙️ In This Conversation, We Cover: Why most executive job search advice is built for the “messy middle” — and what to do instead How to apply enterprise sales thinking to your career search The single KPI Jacob gives every client (and why it’s not “applications sent”) How to build your “Dream 20” list of companies and network into them authentically The psychology of getting past recruiters and building champions inside companies How honesty and vulnerability become your biggest differentiators in interviews Why finding alignment matters more than sounding impressive The difference between inbound and outbound career strategy — and how to take control of your own 💡 Questions We Answer for Executives: How do I stand out in a sea of identical LinkedIn profiles? What’s the right way to reach out to potential employers or recruiters? How can I turn my network into opportunity without sounding desperate? How do I tell an authentic story about a layoff, firing, or short tenure? What are the small habits that compound into real momentum during a job search? How can I position myself as a “key person of influence” instead of a “worker bee”? The Payoff for You: By applying Jacob’s framework, you’ll: ✅ Build real momentum and opportunities faster than the job boards ever could ✅ Turn interviews into two-way strategic conversations ✅ Regain control of your career narrative ✅ Create roles that didn’t exist before — because companies see you as the growth catalyst About Jacob Warwick Jacob Warwick is an executive coach and founder of a global executive search firm specialising in placing and developing leaders who thrive in high-growth, high-pressure environments. He has advised hundreds of executives through board-level negotiations, high-stakes leadership transitions, and scale-up inflection points, giving him a rare, pattern-based perspective on what separates transformational hires from expensive misfires. Follow Jacob Warwick on LI: https://www.linkedin.com/in/jacobwarwick/ Read his top rated Substack newsletter: https://www.execsandthecity.com/ About Richard Washington Richard Washington is the host of Making Revenue Tick and a trusted authority for tech founders looking to hire and scale elite revenue teams. Known for his contrarian, practical approach, Richard helps startups avoid costly hiring mistakes, align GTM teams, and grow from early traction to sustained success. Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/ Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928 #ExecutiveJobSearch #Executivepositioning #ExecutiveHiring #ScaleUpStrategy #LeadershipHiring #WMYT #MakingRevenueTick #TickTalent #ThinkWarwick

    1h 19m
  2. Best Bits: What Google and Waze Taught Me About Leadership w/Finlay Clark

    6 DAYS AGO · BONUS

    Best Bits: What Google and Waze Taught Me About Leadership w/Finlay Clark

    What do you really learn about leadership when you’ve worked at giants like Google and scrappy startups like Waze? In this Best Bits from WMYT? What Makes You Tick Tech Leaders Career Stories podcast, Finlay Clark (ex-Google & Waze) talks about life inside Google A place he calls a “machine” where your business card gets you the first meeting, but only your thinking earns you the second. He shares how the systems, structure, and scale taught him a lot about strategy, but also what you don’t learn when everything is so well-oiled. We also get into what changed when he left that safety net to join Waze as their first UK hire. Suddenly it was a blank sheet of paper: no machine telling you what to do, just curiosity, risk, and the chance to build something from scratch. Fin opens up about how he decides which opportunities to take - using head, heart, and gut together - and why curiosity has been the thread through his whole career. He explains why “falling in love with the problem” matters more than chasing shiny logos, and what he learned (the hard way) about leadership: don’t just hire people like yourself, remember that all problems are people problems, and execution matters more than talk. It’s an honest look at what Google and Waze taught him about leadership, risk, and building teams - and why stepping into the unknown can often open more doors than following the safe path. 👉 Catch the full episode for Fin’s complete journey and lessons learned along the way: https://youtu.be/n8qpyygp3MM?si=VuxhJK0QsF5l_RnT Connect with Finlay on LI: https://www.linkedin.com/in/finlayclark/ 🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/ Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928 📩 Subscribe for more real-world hiring frameworks from startup operators who've scaled from $0M to $250M ARR. #Google #Waze #LeadershipLessons #CareerGrowth #WhatMakesYouTick #WMYT

    19 min
  3. E.104 - Your Network Is the Revenue Strategy (If You Use It Like This) w/ Jessica Robertson

    25 SEPT

    E.104 - Your Network Is the Revenue Strategy (If You Use It Like This) w/ Jessica Robertson

    Are you still relying on cold outbound to drive early-stage revenue? You might be missing the most effective Revenue Growth lever sitting right in front of you: your network. But how do you leverage it? In this episode of Making Revenue Tick, Jessica Robertson, Chief Revenue Officer at Orbb , breaks down the GoToNetwork strategy, a scalable, efficient way to unlock high-value conversations and accelerate pipeline through strategic relationships, embedded sellers, and warm introductions. This is not about skipping sales. It’s about augmenting your go-to-market with human signal - using trust, context, and connection to open doors that SDRs and sequences can’t. If you're a B2B SaaS founder, CRO, VP Sales, or RevOps leader looking to increase revenue without bloating headcount, this episode is a blueprint for action. In This GTN Masterclass: ✅ What “GoToNetwork” actually is, and why it works ✅ How smart CROs are deploying on-demand intro networks ✅ Why relationships outperform cold outbound for early-stage growth ✅ When to use embedded sellers vs. building internal teams ✅ How to convert trust into qualified pipeline ✅ Building a flexible, scalable revenue engine without overhiring Jessica shares firsthand experience from scaling multiple revenue teams - and reveals why the future of Revenue is network-led, insight-driven, and context-first. 🔗 Connect with Jessica Robertson: https://www.linkedin.com/in/jessicalrobertson/ 🎙️ About the Host – Richard Washington Richard is the founder of Tick Talent and host of What Makes You Tick. He helps VC-backed tech companies scale from $0M to $250M+ ARR by recruiting sales leaders that actually deliver revenue. 🔗 https://www.linkedin.com/in/richwash/ 📩 Join the Newsletter – Growth Magnet https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928 🎧 More Episodes → https://www.youtube.com/@WhatMakesYouTick 📣 Subscribe for weekly GTM masterclasses from real startup operators #GoToNetwork #GTN #B2BSaaS #CROstrategy #StartupGrowth #MakingRevenueTick #WMYT #TickTalent #Orbb

    1h 18m
  4. Best Bits: How to Hire Great Salespeople for Stormy Seas (Not Just Sunny Quotas) w/ Matt Marshall

    21 SEPT · BONUS

    Best Bits: How to Hire Great Salespeople for Stormy Seas (Not Just Sunny Quotas) w/ Matt Marshall

    Hiring great salespeople in a tough market? You’ll miss your best hire if all you care about is quota. In this Best Bits episode, Matt Marshall (former sales leader turned GTM recruiter) joins Richard Washington to reveal why some of the most capable reps have been overlooked — just because they missed a target. Watch the full episode: https://youtu.be/GQTDd8L1Z-I?si=PPComg3FlkLa6kjm They dive deep into how to assess context, mindset, and accountability, so you can spot high-potential sales talent others pass up — and avoid the $500K+ mistake of hiring for pedigree over performance. 🎯 What You’ll Learn: How to identify top sales performers — even if their resume shows a dip The real red flags (and green flags) in sales hiring Why “open to work” candidates are often your smartest hire How to assess underperformance without falling for excuses What founders get wrong when vetting sales talent Why honest client conversations are just as important as candidate screening The mindset that separates scrappy, high-growth sales talent from entitled job-hoppers 👤 About Matt Marshall GTM Recruiter | Ex-Sales Leader | Partner to high-growth tech startups across North America 🔗 Connect with Matt on LinkedIn https://www.linkedin.com/in/mattlmarshall/ 🎙️ About the Host – Richard Washington Richard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR. He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales. 🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/ Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928 📩 Subscribe for more real-world hiring frameworks from startup operators who've scaled from $0M to $250M ARR. 📺 If you’re a tech founder, GTM leader, or revenue recruiter — this episode will help you think better about who you hire. #SalesHiring #StartupTalent #B2BSaaS #GTMStrategy #TickTalent

    21 min
  5. E.103 - AI Agents in GTM? Here’s Why They Can Multiply Revenue (Masterclass w/ Justin GPT)

    18 SEPT

    E.103 - AI Agents in GTM? Here’s Why They Can Multiply Revenue (Masterclass w/ Justin GPT)

    AI Agents aren’t over hyped - they’re the new operating system for modern GTM teams. If your team aren't using them already, you're being overtaken. In this masterclass episode, Justin Parnell (aka Justin GPT) breaks down how elite revenue leaders are deploying AI-powered agents and workflows to multiply output, accelerate execution, and drive pipeline. If you’re still relying on manual tasks, bloated headcount, or outdated tools, this conversation will help you rethink how your revenue org should actually operate in 2025. This is not ChatGPT-for-cold-outreach fluff. It’s the real-world AI stack, battle-tested by startup operators and GTM leaders using it today. 🎯 What You'll Learn: ✅ What “AI agents” really are—and how to use them inside GTM ✅ The revenue stack top operators are building (and why) ✅ How to move from AI busywork → outcome-focused workflows ✅ How to boost sales productivity without adding headcount ✅ Why roles are being replaced by workflows in modern orgs ✅ How to evaluate tools and systems that actually drive revenue 👤 About Justin Parnell (Justin GPT) Early-stage operator. GTM advisor. AI workflow builder. Justin shares publicly how he’s using AI agents to run lean, scalable, and smarter GTM operations. If you want to get your team using AI, call Justin. 🔗 Connect with Justin on LinkedIn https://www.linkedin.com/in/justin-parnell/ 🎙️ About the Host – Richard Washington Richard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR. He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales. 🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/ 📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928 📌 If you’re a startup founder, GTM operator, or revenue leader scaling in B2B tech—this episode is your tactical AI roadmap. 💬 Drop your take in the comments: How is your team actually using AI right now? #aigtm #aiagents #aisales #aileadership #aistartups #wmyt

    1h 18m
  6. Best Bits: Why Founders Screw Up Their Sales Hires (The $500k Mistake) w/ Dan Hurwitz

    14 SEPT

    Best Bits: Why Founders Screw Up Their Sales Hires (The $500k Mistake) w/ Dan Hurwitz

    Featuring Dan Hurwitz - Startup CRO | GTM Advisor | Sales Hiring Expert Hiring your first sales leader? Most founders get it wrong, and it costs them $500K+. In this Best Bits episode, GTM advisor and fractional CRO Dan Hurwitz abd Richard Washington (Tick Talent founder) break down why most early-stage startups fail at their first sales hire, and how to avoid the most expensive hiring mistake in your go-to-market journey. If you're a tech founder, early-stage CEO, or operator scaling from $1M to $10M ARR, this episode is a must-watch. In This Episode: ✅ Why hiring a VP of Sales too early backfires ✅ The #1 mistake founders make in early GTM hiring ✅ Why “big logo” sales leaders rarely succeed in startups ✅ What to look for instead: operators, builders, and early-stage scrappers ✅ How to assess sales talent when there’s no playbook ✅ The cost of hiring for pedigree over context Dan shares lived experience from advising dozens of B2B SaaS startups—and gets brutally honest about what works (and what wastes time, money, and runway). 🔗 Connect with Dan Hurwitz: https://www.linkedin.com/in/dahurwitz/ Fractional CRO • Early-stage GTM Investor and Advisor • Sales Hiring Expert 🎙️ About the Host – Richard Washington Richard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR. He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales. 🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/ 📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928 🎧 Want the full episode? https://youtu.be/2kxegbXKUms?si=x12W9g7PeTNTa9sP 📩 Subscribe for more real-world GTM hiring strategies from startup operators who’ve done it. #startuphiring #salesleadership #B2BSaaS #GTMstrategy #foundertips #WMYT #TickTalent

    14 min
  7. E.102 - Why SaaS Growth Stalls at $10-30M ARR: Solve Problems Customers Really Care About w/Mike Muhlfelder

    11 SEPT

    E.102 - Why SaaS Growth Stalls at $10-30M ARR: Solve Problems Customers Really Care About w/Mike Muhlfelder

    Scaling SaaS from $10M to $30M ARR is one of the hardest growth stages. Founders, boards, and revenue leaders all face the same frustrating challenges: Pipeline is healthy, but revenue growth slows down. Sales cycles drag out and win rates fall. Big “hero deals” look promising but rarely close. Customers say they like your product, but don’t see enough value to buy. The SaaS growth trap is real: doubling down on what you do instead of what it actually does for the customer. In this episode of Making Revenue Tick, Michael Muhlfelder — SaaS interim CRO, board advisor, and growth operator — explains why so many SaaS companies stall at $10–30M ARR, and how to break through by solving the problem your customers actually care about. We cover: Why SaaS revenue stalls between $10–30M ARR. The real reasons customers don’t buy (and how to hear what they really think). Why chasing “hero deals” can kill repeatable growth.The danger of pivoting too quickly before reflecting. Why people don’t buy products — they buy outcomes and impact. How to align sales, marketing, and product around one core customer problem. The payoff for you: If you’re a SaaS founder or exec at $10–30M ARR, this episode will help you…Avoid the growth cliffs that stall so many SaaS businesses. Focus your GTM strategy on customer value, not just features.Build repeatable revenue instead of chasing one-off wins.Get unstuck and unlock scale beyond $30M ARR. This is a practical conversation for SaaS leaders who want clarity, alignment, and sustainable growth — without wasting precious cycles on the wrong problems..About Michael MuhlfelderMichael is an experienced SaaS sales leader, interim CRO, and board advisor who helps early-stage and PE/VC-backed SaaS companies scale revenue beyond $30M ARR. He specializes in diagnosing growth stalls, aligning GTM teams, and unlocking repeatable customer value.🔗 Connect with Michael: https://www.linkedin.com/in/mikemuhlfelder/🎙️ About the Host – Richard WashingtonRichard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR. He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales.🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#StartupGrowth#RevenueLeadership#GTMStrategy#ScalableGrowth#MakingRevenueTick #WMYT #TickTalent #CalmOceanSales

    1h 24m
  8. Best Bits: Handling Tough Conversations as a Leader | Empathy, Curiosity and Courage w/ Jelena Tarbuk

    7 SEPT

    Best Bits: Handling Tough Conversations as a Leader | Empathy, Curiosity and Courage w/ Jelena Tarbuk

    Some conversations can change the course of your career, but only if you're brave enough to have them! In this WMYT “Best Bits” episode, Jelena Tarbuk (VP Sales at Onfido, and a seasoned tech sales leader) shares how she learned to navigate the hardest conversations to rise up in her career, from IC to leader of teams. From growing up in a war-torn country to leading high-performing sales teams in the U.S. at some of the biggest scaleup names out there. This is a masterclass in real leadership and communication. Not the loud kind, but the kind built on curiosity, empathy, emotional intelligence, and the courage to speak up when it matters most. 🔥 What You’ll Learn: How to handle difficult conversations with empathy and strength Why intention + bravery beats aggression every time How to coach others through discomfort and help them grow The difference between being vulnerable and being unprepared How understanding people’s stories builds trust and drives performance Why being in a good place emotionally is essential for good leadership 🔗 Full episode with Jelena Tarbuk: https://youtu.be/YzhYMEVrubQ?si=cYGhU9EIMRzBNBD9 ⏱️ Clip Context: This moment captures Jelena’s philosophy on leadership - how she turns high-pressure, emotionally complex situations into breakthrough growth moments, for herself and her team. 💬 Join the Conversation: What’s a tough conversation you had to navigate as a leader, and what did it teach you? 📌 Don’t forget to: 👍 Like 💬 Comment 🔔 Subscribe for more stories from tech’s boldest leaders on What Makes You Tick About the Guest - Jelena Tarbuk Jelena Tarbuk is a VP Sales Americas, at Onfido - with over 15 years of experience leading high-performing sales teams across the tech industry. She’s known for her people-first leadership style, deep product curiosity, and ability to coach through complexity with clarity and care. 🔗 Connect with Jelena → https://www.linkedin.com/in/jelenatarbuk/ About the Founder of Tick Talent, Richard Washington Richard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $5M to $250M ARR. He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales. 🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/ 📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928 #LeadershipDevelopment #DifficultConversations #EmotionalIntelligence #SalesLeadership #WomenInTech #WMYT #TickTalent

    15 min
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Hello founders, leaders and growth minded people. Welcome to the WMYT? What Makes You Tick Podcast - where we bring you the stories, strategies, and decisions that define the real success formula in tech = to learn from those who've been there and done it! Here’s the big idea: Everyone needs role models and mentors. The best ones come from the people who are doing it - those leaders like you who’ve taken bold steps, made the hard decisions, failed a bunch of of times, and built something real, that matters to people. That’s why we created this podcast. For your inspiration and growth!

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