WMYT - What makes YOU Tick? Tech Leaders Career Stories

Richard and Tolu @ Tick Talent
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Conversations with high-performing tech leaders, breaking down the decisions, failures, and strategies behind exceptional careers. It all starts by asking "what makes you tick?" Designed for founders and operators who want practical lessons from people who’ve built, scaled, and led in the real world. No theory. No hype. Just insights you can use.

  1. Investor Ready or Just Fundable? What Investors Really See Beneath the Pitch | Making Revenue Tick

    6d ago

    Investor Ready or Just Fundable? What Investors Really See Beneath the Pitch | Making Revenue Tick

    A great product isn't enough anymore. Investors are backing businesses that look scalable, organised, and operationally mature. In this Making Revenue Tick panel, Rich Washington is joined by three of Canada's sharpest operators to unpack what investors are really evaluating beneath the pitch. Dean Leesui brings the technology and digital maturity lens, Deanne Kelleher brings operations and workflow, and Neil Gray brings sales and marketing. Together they cover why operational maturity is now a genuine differentiator when raising funding, and what founders get wrong on the road to investment. The conversation covers why investors assess execution risk and operational maturity, not just product and vision, why scaling too early turns founder-led chaos into company-wide chaos, why AI amplifies whatever already exists (automate a broken process and you just break things faster), why operational maturity can add 12 to 15% to the value of a business, and why the best talent now evaluates your processes before they join. 🎙️ Guests:Dean Leesui — Fractional CIO: https://www.linkedin.com/in/deanleesui/Deanne Kelleher — Operations & Workflow: https://www.linkedin.com/in/deannekelleher/Neil Gray — Sales & Marketing: https://www.linkedin.com/in/neilsgray/🎙️ Host: Richard Washington — Founder, Tick Talent🔗 Connect with Rich: https://www.linkedin.com/in/richwash/🌐 Tick Talent: https://www.tick-talent.com/👉 Subscribe so you never miss an episode — Making Revenue Tick drops regularly on the  @WhatMakesYouTick  channel.#investorready #fundable #operationalmaturity #raisinginvestment #startupfunding #scalingup #digitalmaturity #AIinbusiness #founders #executionrisk #duediligence #seriesA #seedfunding #businesssystems #exitstrategy #makingreveneutick #whatmakesyoutick #ticktalent #richwashington #scaleup

    59 min
  2. WMYT Edition | Stop Banning AI in Hiring, and Start Planning for 2027 Now | Field Notes

    Jul 5

    WMYT Edition | Stop Banning AI in Hiring, and Start Planning for 2027 Now | Field Notes

    This is a WMYT takeover of Field Notes where Rich Washington and James Bissell cover two topics that every revenue leader should be thinking about right now.Topic one: AI in hiring. Most businesses are banning candidates from using AI in their application process — but Rich argues this is exactly the wrong response. If these people will have access to AI in the role, why ban it in the process? The better approach is to let candidates use it and ask them to show their workings. What prompt did they build? What was their thought process? How did they sense-check the output? That tells you far more about their resourcefulness, creativity, and problem-solving than any old-school role play. Anthropic already does this — they encourage candidates to use Claude and just ask them to show how they used it.Topic two: 2027 planning. It is June. Most revenue leaders won't start thinking about next year's headcount until December, when the new targets land and the panic begins. James breaks down why the planning conversation needs to start now — and how to work backwards from a February ramp target to show why recruiting needs to begin in August.🎙️ Hosts: Rich Washington & James Bissell🔗 Connect with Rich: https://www.linkedin.com/in/richwash/🔗 Connect with James: https://www.linkedin.com/in/james-bissell1/🌐 Tick Talent: https://www.tick-talent.com/👉 Subscribe so you never miss an episode.#AIhiring #recruitment #salesleadership #CRO #VPsales #2027planning #headcountplanning #GTM #B2Bsales #revenueleadership #promptengineering #AIskills #workforceplanning #salesrecruitment #alwaysonrecruitment #fieldnotes #whatmakesyoutick #ticktalent #richwashington #jamesbissell

    28 min
  3. E.139 - Are We Asking the Wrong Question About AI? w/ Jenny Hamrick

    Jul 1

    E.139 - Are We Asking the Wrong Question About AI? w/ Jenny Hamrick

    Jenny Hamrick has been working in AI since long before most people knew what to call it. In this episode, she joins Rich and Tolu to explore the questions most people aren't willing to ask about where artificial intelligence is actually taking us.The conversation covers why fear is the primary reason people avoid the AI discussion, what it means that LLMs are already operating at 67 to 78% of human capability on the benchmarks the labs use to measure them, and why the question "what value do I have as a human?" may already be the wrong question to be asking.Jenny explains why AGI is defined as the moment machine intelligence can perform 100% of the tasks humans can, what it means that the human brain is still 100 million times more energy efficient than any artificial intelligence that exists today, and why she believes AI could become the great equaliser.The episode also covers the state of humanoid robotics, why chip supply and energy are the two constraints currently limiting the pace of development, what the convergence of digital intelligence and physical form actually means, and why consciousness, not capability, may be the most important question humanity has never properly answered.🎙️ Guest: Jenny Hamrick🔗 Connect with Jenny: https://www.linkedin.com/in/jenny-hamrick/🎙️ Hosts: Richard Washington & Tolu Adebekun🔗 Connect with Rich: https://www.linkedin.com/in/richwash/🔗 Connect with Tolu: https://www.linkedin.com/in/toluadebekun/🌐 Tick Talent: https://www.tick-talent.com/👉 Subscribe so you never miss an episode — new episodes every Wednesday, Best Bits every Sunday.#AI #AGI #artificialintelligence #artificialGeneralIntelligence #futureofwork #humanoidrobots #robotics #consciousness #LLM #singularity humanvsAI #AIpodcast #whatmakesyoutick #ticktalent #richwashington #toluadebekun #jennyhamrick #anthropic #openai #elonmusk #chipshortage #energysupply #AIandjobs #wealthdistribution #quantumphysics #futureofhumanity

    1h 14m
  4. Best Bits: The Executive Communication Skill Most Leaders Miss (Being Right Isn't Enough)

    Jun 28

    Best Bits: The Executive Communication Skill Most Leaders Miss (Being Right Isn't Enough)

    In this Best Bits episode of Making Revenue Tick, Richard Washington sits down with Dustin Clinard, CEO of Ignis AI, former CRO of Gatekeeper, and a revenue leader who has spent more than 20 years helping companies scale across North America and Europe.The topic? Executive communication. More specifically, why being right isn't enough.Drawing on experience as a CEO, CRO, board member, and growth-stage operator, Dustin shares the communication principles that help leaders create alignment, build trust, and gain buy-in from teams, boards, and customers.In this episode:✅ Why the best leaders don't just provide answers — they create belief✅ The communication mistake that causes great ideas to fail✅ How to build alignment with boards and executive teams✅ Why showing your work creates stronger buy-in✅ The difference between solving a problem and getting people behind the solution✅ How AI can accelerate decision-making but cannot replace leadership✅ Why recruiting and selling are the same processAbout Dustin Clinard:Dustin is the CEO of Ignis AI, an AI-driven platform focused on developing critical human power skills including communication, leadership, collaboration, creativity, and AI fluency. Previously, Dustin served as CRO at Gatekeeper, VP of Strategic Partnerships at Betterworks, CRO and Managing Director at Risk Ident, Head of Revenue Americas at Universum, and held leadership roles at Mind Gym, Corporate Executive Board, and BASF.Across his career he has led commercial teams, advised boards, scaled international revenue organisations, and helped businesses navigate the challenges of growth from startup through enterprise scale.👉 Watch the full episode here: https://youtu.be/OtNXcpYZTeA?si=krdkWH7FVn70EEia🎙️ Guest: Dustin Clinard — CEO, Ignis AI🔗 Connect with Dustin: https://www.linkedin.com/in/dustinclinard/🎙️ Host: Richard Washington — Founder, Tick Talent🔗 Connect with Rich: https://www.linkedin.com/in/richwash/🌐 Tick Talent: https://www.tick-talent.com/Subscribe for more conversations with founders, CROs, GTM leaders, and operators sharing the lessons that make revenue tick.#executivecommunication #leadership #revenueleadership #salesleadership #CRO #startupLeadership #scaleup #B2BSaaS #AI #makingreveneutick #whatmakesyoutick #ticktalent #richwashington #dustinclinard #ignisai #boardcommunication #alignment #buyIn #challengersale #GTM

    21 min
  5. E.138 - How to Scale from $30M-$100M ARR in EMEA (Avoid These 6 Painful Mistakes) w/ Amit Stark

    Jun 24

    E.138 - How to Scale from $30M-$100M ARR in EMEA (Avoid These 6 Painful Mistakes) w/ Amit Stark

    Amit Stark has spent many years scaling revenue for American public listed companies across EMEA — taking businesses from tens of millions to north of 100 million ARR across multiple regions and markets.In this episode of Making Revenue Tick, Amit shares the fundamental mistakes that cause companies to fail when scaling to enterprise in EMEA — and what to do instead.Amit also covers why a 180-day plan will get you nowhere when thinking about EMEA scale, why mercenaries can get you to 30 million but will kill an organisation trying to reach 100 million, and why the channel is an extended sales force — not a double bubble.🎙️ Guest: Amit Stark — Executive Director & Co-Founder, Capparis Capital🔗 Connect with Amit: https://www.linkedin.com/in/amitstark1/🎙️ Host: Richard Washington — Founder, Tick Talent🔗 Connect with Rich: https://www.linkedin.com/in/richwash/🌐 Tick Talent: https://www.tick-talent.com/👉 Subscribe so you never miss an episode — Making Revenue Tick drops regularly on the What Makes You Tick channel.#makingreveneutick #whatmakesyoutick #enterprisescale #EMEA #gotomarket #CRO #revenueleadership #B2Bsales #salesleadership #scalingmistakes #EMEAexpansion #channelsales #productivityperhead #salesdiscipline #prematurescaling #revenuemodel #salesplaybooks #ARR #enterpriseGTM #ticktalent #richwashington #amitstark #cappariscapital #startupscaling #salesstrategy

    1h 13m
  6. Why Great Leaders Measure Behaviours, Not Results (Best Bits)

    Jun 21

    Why Great Leaders Measure Behaviours, Not Results (Best Bits)

    Why do good people miss quota and bad people hit quota? Revenue only tells you what happened — not why it happened.In this Best Bits clip, Douglas Mancini and Charles Talbot join Richard Washington to discuss why behaviours are a better predictor of long-term success than results, how to define what good looks like before you hire, and what happens when you only measure performance against quota.🎙️ Guests: Douglas Mancini & Charles Talbot🔗 Connect with Douglas: https://www.linkedin.com/in/domancini/🔗 Connect with Charles: https://www.linkedin.com/in/charlestalbot/🎙️ Host: Richard Washington — Founder, Tick Talent🔗 Connect with Rich: https://www.linkedin.com/in/richwash/🌐 Tick Talent: https://www.tick-talent.com/👉 Watch the full episode and subscribe to the channel for more.#salesleadership #hiringforbehaviours #salesrubric #quotavsculture #salesenablement #B2Bsales #GTM #salesmanagement #AEperformance #salescrafts #commercialacumen #whatmakesyoutick #ticktalent #richwashington #douglasmancini #charlestalbot #startuphiring #performancemanagement #coachingsalespeople #salesculture #bestbits

    21 min
  7. E.137 - AI and Leadership: How Do You Become Too Valuable To Replace? w/ Dan Hurwitz

    Jun 17

    E.137 - AI and Leadership: How Do You Become Too Valuable To Replace? w/ Dan Hurwitz

    Dan Hurwitz, CRO and one of New York's most respected revenue leaders, joins Rich for a wide-ranging conversation on AI, value, and what modern selling actually looks like in 2026.Fresh from a panel in front of 70 enterprise AI tech buyers at New York Tech Week, Dan shares what the room was really talking about — why 95% of AI projects fail to deliver value, why success is still largely undefined, and why the biggest risk right now is doing nothing.The conversation covers why AI is replacing critical thinking in sales reps and what to do about it, why the turkey tinfoil story explains everything wrong with how businesses make decisions, what it really means to deliver value to a customer — and why that's what keeps them from leaving, how to run a hiring process that treats candidates like buyers, the difference between the job you take and the job you do, and why prompt engineering is now one of the most important skills in business. 🎙️ Guest: Dan Hurwitz — CRO 🔗 Connect with Dan: https://www.linkedin.com/in/dahurwitz/ 🎙️ Host: Richard Washington — Founder, Tick Talent 🔗 Connect with Rich: https://www.linkedin.com/in/richwash/ 🌐 Tick Talent: https://www.tick-talent.com/ 👉 Subscribe so you never miss an episode — Making Revenue Tick drops regularly on the What Makes You Tick channel.

    1h 1m
  8. How To Get Hired Before The Job Is Advertised (The Job Search Playbook)

    Jun 14

    How To Get Hired Before The Job Is Advertised (The Job Search Playbook)

    We are taught to look for a job the wrong way. The same way we did 10 years ago.We update their CV.We click Easy Apply.We submit hundreds of applications.Then wonder why nobody replies.The reality?The best opportunities are often filled before they ever reach a job board.In this episode, Richard Washington, Founder of Tick Talent and host of @whatmakesyoutick breaks down the sales-led job search strategy that's helped hundreds of revenue professionals stand out, create conversations with decision-makers, and land opportunities before they're publicly advertised.Whether you're an SDR, AE, Sales Leader, Customer Success professional, Recruiter, Founder, or simply considering your next move, this episode will completely change the way you think about finding your next role.You'll learn:✅ Why your CV isn't the most important asset in your job search✅ The mistake 90% of candidates make before they've even spoken to a hiring manager✅ Why the KPI for your job search should be conversations, not applications✅ How to identify your ideal companies using an ICP-driven approach✅ Why the best candidates approach leaders before vacancies exist✅ How to position yourself as the solution to a business problem✅ The outreach strategy top salespeople use to create opportunities✅ How to stand out in a market flooded with generic applicationsIf you're tired of being ghosted, rejected, or stuck waiting for recruiters to get back to you, this episode is for you.Stop applying for jobs.Start creating opportunities.🎙️ About Richard Washingtonhttps://www.linkedin.com/in/richwash/Richard Washington is a revenue leader, recruiter, podcast host, and creator of the Multiplier Matrix framework. He helps high-growth technology companies hire exceptional talent and helps ambitious professionals accelerate their careers by thinking like top-performing salespeople.Subscribe for more conversations on sales, leadership, hiring, career growth, startups, and revenue.#JobSearch #CareerAdvice #SalesCareers #SalesLeadership #TechSales #JobSearchStrategy #Recruitment #Hiring #CareerGrowth #whatmakesyoutick #CVtips #resumetips #howtogetired #salescareers #salesjobs #AE #SDR #jobsearchstrategy #hiringmanager #B2Bsales #salesrecruitment #careertips #whatmakesyoutick #ticktalent #richwashington #jamesbissell #jobsearchtips #salesleadership #GTM #careeradvice #linkedinjobs #salesrecruiting

    21 min
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Conversations with high-performing tech leaders, breaking down the decisions, failures, and strategies behind exceptional careers. It all starts by asking "what makes you tick?" Designed for founders and operators who want practical lessons from people who’ve built, scaled, and led in the real world. No theory. No hype. Just insights you can use.

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