#StartupsUnedited

Jorge Soto
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#StartupsUnedited is a long-running podcast founded by Jorge Soto in 2015, originally recorded out of his San Francisco apartment and now evolved into a modern founder-led media platform. The show features interviews, roundtables, and live conversations with top entrepreneurs, operators, investors, and GTM leaders. New episodes are released regularly, covering what actually works in building, scaling, and surviving startups - no fluff, just real conversations and timeless insights.

  1. EP 97 - SDRs Are NOT Dead: How Top Teams Are Winning in the Age of AI

    10 HR AGO

    EP 97 - SDRs Are NOT Dead: How Top Teams Are Winning in the Age of AI

    Is sales development dead in the age of AI? Not even close.In this episode of #StartupsUnedited, I sit down with John Moore, Head of Business Development at Cimulate (now part of Salesforce), to break down what actually works in modern outbound sales. While most teams are chasing AI tools, John is quietly building one of the highest-performing SDR/BDR teams in today’s market - proving that fundamentals, discipline, and smart execution still win. 👉 In this episode, you’ll learn: Why SDRs and BDRs are still critical in 2026 The exact traits of top-performing sales development reps How to balance personalization vs. scale in outbound Why most SDR teams fail (and how to fix it) Cold calling strategies that actually convert today The habits that separate elite reps from average ones How great sales leaders coach - not just manage If you're a founder, sales leader, SDR, or building a GTM team, this is a must-watch. ⚡ KEY MOMENTS 00:00 – Intro to #StartupsUnedited01:00 – John Moore’s journey into sales 05:30 – What makes a great SDR in today’s AI-driven world 10:00 – Habits of top-performing BDRs 14:00 – Personalization vs scale (critical outbound strategy) 18:00 – What great SDR leaders do differently 25:00 – Building high-performing sales teams 🎯 WHO THIS IS FOR SDRs / BDRs trying to stand out Founders building outbound motion Sales leaders scaling teams Anyone navigating AI + sales If you’re building or scaling a GTM team, subscribe for more real conversations with operators in the trenches. Follow me on Linkedin: https://www.linkedin.com/in/startupjorge/ Follow me on Twitter: https://twitter.com/startupjorge

    28 min
  2. EP 96 - “AI Agents Will Replace Jobs” - DataGrail CEO on Privacy, Shadow AI & Startup Growth

    1 DAY AGO

    EP 96 - “AI Agents Will Replace Jobs” - DataGrail CEO on Privacy, Shadow AI & Startup Growth

    In this episode of #StartupsUnedited, I sit down with Daniel Barber, Co-Founder & CEO of DataGrail, for a candid conversation on AI agents, data privacy, shadow AI, startup leadership, and what it really takes to build a SaaS company in a rapidly changing market. Daniel breaks down how AI is reshaping hiring, privacy operations, and the future of work, why shadow AI is becoming one of the biggest risks inside modern organizations, and how DataGrail is helping companies manage privacy in a world filled with SaaS sprawl, automation, and evolving regulation. This episode covers: How AI agents are already replacing certain jobs Why privacy teams may soon spend more on AI workflows than headcount The rise of shadow AI and hidden risk inside organizations What founder-CEOs get wrong when building in complex markets How DataGrail is thinking about responsible AI adoption internally The future of privacy, compliance, and AI-powered business operations If you're a startup founder, SaaS operator, privacy leader, security professional, or AI builder, this conversation is packed with real insight on where the market is heading. Subscribe for more unfiltered conversations with founders, operators, and builders on #StartupsUnedited. #StartupsUnedited #JorgeSoto #DanielBarber #DataGrail #AI #AIAgents #DataPrivacy #PrivacyCompliance #ShadowAI #SaaS #StartupFounder #Cybersecurity #FutureOfWork #B2BSoftware Follow me on Linkedin: https://www.linkedin.com/in/startupjorge/ Follow me on Twitter: https://twitter.com/startupjorge

    21 min
  3. EP 95 - Why Partnerships Are the New GTM Moat in AI SaaS | Sean Kester on VC & Founder Strategy

    11 MAR

    EP 95 - Why Partnerships Are the New GTM Moat in AI SaaS | Sean Kester on VC & Founder Strategy

    What do founders, CROs, and go-to-market leaders keep getting wrong about partnerships? In this episode, I sit down with Sean Kester to break down why partnerships are no longer a side channel in B2B SaaS - they are becoming a real competitive moat, especially in an AI-driven market where product advantages are getting compressed fast. Sean shares hard-earned lessons from building in SaaS, scaling go-to-market motions, and now working closely with startups through venture capital. This conversation covers how founders should think about partner-led growth, GTM fit, product-market fit, AI leverage, capital efficiency, founder-market fit, and what investors actually want to see in 2026. If you’re a startup founder, CRO, VP of Sales, product marketer, VC-backed operator, or SaaS leader, this episode will help you rethink how you build durable growth. What you’ll learn in this episode: Why partnerships should be architected early, not added later The biggest myth founders believe about partner channels Why “signing the right logo” rarely creates real revenue What true partner enablement looks like in B2B SaaS Why product-market fit alone is no longer enough What go-to-market fit looks like in the AI era How VCs are evaluating startups differently now Why founders need revenue systems, not just revenue How AI is changing startup operations, valuation, and team design What separates strong founders from everyone else in today’s market Key topics: partnerships, partner enablement, channel sales, co-selling, B2B SaaS, startup growth, venture capital, AI startups, go-to-market strategy, GTM fit, product-market fit, founder advice, sales leadership, CRO strategy, startup fundraising, revenue systems, capital efficiency, founder-market fit Who should watch: B2B startup founders SaaS CEOs CROs and revenue leaders Product marketers Partnership leaders VC-backed operators Early-stage startup teams Anyone building in AI and GTM If you’re trying to build a modern SaaS company in a world where AI is changing everything, this is a conversation worth watching. #Partnerships #B2BSaaS #StartupGrowth #VentureCapital #AIStartups #GTM #SalesLeadership #FounderAdvice #ProductMarketFit #ChannelSales #PartnerEnablement #SaaS #RevenueGrowth #VC #SalesLoft

    23 min
  4. EP 94 - Can Traditional SaaS Survive the AI Era? Craig Rosenberg’s Brutally Honest Take (Scale VP)

    4 MAR

    EP 94 - Can Traditional SaaS Survive the AI Era? Craig Rosenberg’s Brutally Honest Take (Scale VP)

    Is traditional SaaS dead… or just in a survival era? In this episode of #StartupsUnedited, I sit down with Craig Rosenberg (Chief Platform Officer, Scale Venture Partners) - aka the “funnelholic” and co-host of The Transaction - to break down what’s actually happening in B2B software right now. Craig’s take: it’s not just “AI.” It’s AI + the weirdest buying environment in years + changing buyer behavior - and together it feels… “nuclear.” We get into: Why so many “traditional SaaS” companies went from ~40% growth to ~15–20% The real reason Salesforce, Marketo, Gong, Outreach aren’t getting ripped out (yet) The hidden truth: most teams still run an 80% traditional SaaS stack Why AI is winning in low-risk workflows (account research, messaging, data) Why AI SDRs aren’t mainstream - and where they do make sense (inbound) The Intercom + Finn blueprint: ship AI without nuking your legacy brand What changes when buyers feel like their job is on the line: “make sure it works.” The uncomfortable reality: CAC is going up and you can’t hand-wave AI competitors away If you’re a founder, GTM leader, or investor trying to separate AI hype from GTM reality — this is the episode. Subscribe for more conversations with the best GTM minds: #StartupsUneditedComment: What’s one AI workflow you’re actually using weekly — and what’s still hype? #AI #SaaS #Sales #GTM #B2B #Startups #VentureCapital #Revenue #SalesTech #ScaleVenturePartners #Intercom #Gong #Salesforce #Outreach

    28 min
  5. EP 93 - How AI Is Changing Venture Capital, Founder Judgment & Go-To-Market | Brian Wong (ASCII Ventures)

    24 FEB

    EP 93 - How AI Is Changing Venture Capital, Founder Judgment & Go-To-Market | Brian Wong (ASCII Ventures)

    In this episode of Startups Unedited, I sit down with Brian Wong, General Partner at ASCII Ventures, to break down how AI is fundamentally reshaping venture capital, startup defensibility, and what investors actually look for in founders today.Brian has lived both sides of the table - scaling and exiting venture-backed startups, then raising a fund focused on what he calls “boring tech”: overlooked, behind-the-scenes businesses with real staying power. In a world where products can be vibe-coded and technical moats are disappearing, Brian explains why judgment, coachability, and go-to-market execution are now the true competitive advantages.We cover:Why AI is destroying traditional technical moatsWhat is and isn’t “vibe-codable” in 2026How venture valuations are being completely re-writtenWhy GTM and domain expertise matter more than codeThe biggest red flags Brian sees when founders pitchCoachability as the #1 predictor of founder successHow investors really think about accountabilityWhy first-time founders should avoid VCs in their first roundHow to raise your first $250K the right wayWhat founders get wrong about “bad VCs”This episode is a must-watch for:First-time foundersOperators navigating AI disruptionBuilders raising capital in 2026GTM-focused leaders and non-technical founders📌 Learn more about Brian & ASCII Ventures:Website: https://ascii.vcConnect with Brian on LinkedInIf this episode resonated, like, subscribe, and share it with another founder who’s building in today’s AI-driven market.

    25 min
  6. EP - 92 AI Is Killing Jobs, But Saving Meaning? Anthony Kennada on Brand, Identity, & The Future

    18 FEB

    EP - 92 AI Is Killing Jobs, But Saving Meaning? Anthony Kennada on Brand, Identity, & The Future

    In this episode of #StartupsUnedited, I sit down with Anthony Kennada, Co-Founder & CEO of Goldenhour, for a wide-ranging, deeply human conversation about AI, identity, work, and what actually matters next.This isn’t another surface-level AI or go-to-market playbook.It’s a real discussion about what happens when:80–90% of knowledge work gets automatedMarketing ops, testing, and optimization are handled by machinesSoftware creation is radically democratizedAnd founders, CMOs, and operators are forced to ask: “Who am I without my job?”Anthony breaks down why brand, storytelling, creativity, and community are becoming the last true moats in B2B — and why the future of marketing looks far more human, emotional, and purpose-driven than most people expect.In this episode, we cover:Why AI will automate most marketing - and why that’s actually good newsThe coming identity crisis for knowledge workersHow brand becomes the primary differentiator in a world of AI parityWhy the old B2B playbooks no longer workWhat CMOs should actually prioritize in the next 12–24 monthsWhy events, storytelling, and community are resurgingHow founders should think about meaning, wellness, and work in a post-AI worldIf you’re a founder, CMO, marketer, or operator trying to navigate AI without losing your soul - this conversation will challenge how you think about work, brand, and what it really means to build something that lasts.🎧 Listen now - and join the conversation in the comments.

    28 min
  7. EP 90 - Former-CEO Turned VC Explains How to Tell If Your Startup Is Nice-To-Have or Must-Have

    12 FEB

    EP 90 - Former-CEO Turned VC Explains How to Tell If Your Startup Is Nice-To-Have or Must-Have

    Too many founders don’t fail because the product is “bad.” They fail because they mistake polite interest for real demand. In this episode of #StartupsUnedited, I sit down with Ellen Rubin, Operating Partner at Glasswing Ventures - multi-time founder (CloudSwitch → Verizon, ClearSky Data → AWS) and former marketing Netezza leader - to break down the hardest transition in startups:➡️ “Nice-to-have” → “Must-have”…and how to prove it before you waste years building. What you’ll learn (no fluff): How to tell if strangers, not just your network, actually want what you’re building Why “That makes sense” is the most dangerous feedback a founder can hear The real question founders avoid: are customers actually in pain right now? The uncomfortable test: can anyone besides the founder sell it? Time-to-value in enterprise - why you must show real value in the first 5 minutes Pricing traps: why cheap revenue creates false positives and poisons roadmaps What VCs actually look for now: velocity to revenue + workflow stickiness (not “cool AI”) Why vertical AI and end-to-end workflow ownership is where the next giants are built If you’re building B2B, enterprise, AI-native, vertical AI, or infrastructure, this is a masterclass in signal vs. noise. 👇 Drop a comment:What’s the clearest must-have signal you’ve seen - or missed - as a founder?Subscribe for more real founder/operator conversations: #StartupsUnedited#StartupAdvice #B2B #VentureCapital #CustomerDiscovery #Founders #AIStartups #EnterpriseSales #ProductMarketFit #GoToMarket #GlasswingVentures

    29 min
  8. EP 89 - From Operator to VC: Max Altschuler on Why GTM Is the Last Real Moat in the Age of AI

    10 FEB

    EP 89 - From Operator to VC: Max Altschuler on Why GTM Is the Last Real Moat in the Age of AI

    In this episode of Startups Unedited, I sit down with my longtime friend Max Altschuler - serial entrepreneur turned General Partner at GTMfund - to break down one of the biggest questions founders are facing right now:If AI has commoditized product… what actually matters anymore?We cover:The real transition from operator → VC (spoiler: it’s not easier)Why GTM is one of the last true defensible moats in softwareHow AI and LLMs are reshaping valuations, fundraising, and competitionWhy dashboards are dead - and actionable products winWhat pre-seed and seed founders must show to raise capital in 2026How brand, distribution, and community now rival product as advantagesThe GTMfund flywheel: fund + community + media as a venture platformWhy modern SEO is now GEO (Generative Engine Optimization)Max also shares how GTM Now and the GTMfund LP network are changing what it means to be a “hands-on” investor - and why founders should expect real support, not just a check.If you’re a B2B SaaS founder, GTM leader, or investor navigating AI-driven markets, this episode is required listening.👇 Follow Max on LinkedIn👇 Check out GTMfund & GTM Now👇 Subscribe for more unfiltered conversations with the people actually building the future of go-to-market#StartupsUnedited #GTM #AIinSaaS #Fundraising #VentureCapital #GEO #B2BGrowth #FounderAdvice #GoToMarketFollow me on Linkedin: https://www.linkedin.com/in/startupjorge/Follow me on Twitter: https://twitter.com/startupjorge

    22 min
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About

#StartupsUnedited is a long-running podcast founded by Jorge Soto in 2015, originally recorded out of his San Francisco apartment and now evolved into a modern founder-led media platform. The show features interviews, roundtables, and live conversations with top entrepreneurs, operators, investors, and GTM leaders. New episodes are released regularly, covering what actually works in building, scaling, and surviving startups - no fluff, just real conversations and timeless insights.

Information

  • Creator
    Jorge Soto
  • Years Active
    2020 - 2026
  • Episodes
    94
  • Rating
    Clean
  • Copyright
    © Jorge Soto
  • Show Website
    #StartupsUnedited