Pre-Sales Unplugged: Leadership Playbook

Arvi Carkanji

Pre-Sales Unplugged is where SaaS leaders go off-script to share what it really takes to build, lead, and scale elite pre/post-sales teams.Hosted by Arvi Carkanji, Founder of Elite Talent, each episode uncovers the playbooks behind the people shaping the future of Pre Sales and Post Sales teams from hiring and leadership to storytelling, growth, and enablement.If you’re a founder, sales leader, or aspiring SE looking to level up your leadership game, this is where you’ll learn how the best build winning pre-sales teams.

Episodes

  1. 5D AGO

    How to build a AI-Native Companies with Community-Led GTM in 2026 w/ Ben Hills, Founder of Iris AI

    Give us Feedback on this episode What does it actually look like to build a company in an AI-first world… instead of bolting AI on later? Most founders talk about AI as a feature. Ben Hills built  Iris AI with it at the core. And most B2B SaaS companies are still running the same old outbound, paid ads, and gated content playbook… hoping it works. Ben Hills is doing BOTH differently. He’s building an AI-native company from day one. And instead of relying on traditional lead gen, Iris AI has leaned heavily into community as a core GTM engine. So what happens when you combine: AI-native operations + Community-led growth? That’s what we’re breaking down. In this episode of PreSales Unplugged we’re shifting lens a little bit and we’ll talk about: → What “AI-native” actually means inside a company → Why community is outperforming traditional B2B lead gen → How trust inside peer networks shortens complex sales cycles → What founders get wrong about building distribution early → How AI changes the way GTM teams operate internally Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ All other resources: https://linktr.ee/elitetalentrecruiting

    32 min

  2. FEB 27

    How PreSales Leaders Scale Without Disconnecting from Customers with Scott Jaworski

    Give us Feedback on this episode Should you be a leader or an individual contributor? In a perfect world, you’d choose one. But startups aren’t perfect... and that’s okay. Sometimes the player-coach model is the only way to scale without losing touch. The problem? Most do it wrong. They get stretched thin, reactive, and their teams feel it. So how do you actually make it work? Scott Jaworski, Director of Sales Engineering at Dashlane, is joining me live to break it down. He leads SE teams across the US and Europe while staying close to customers and deals. We’ll cover: → Scaling SE across time zones without fragmentation → When the player-coach model works and when it breaks → Should SE leaders carry quota? → The difference between a solid SE and an A-Player → What top leaders look for when hiring If you’re building a PreSales org in 2026, this session could save you months of trial and error. Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ All other resources: https://linktr.ee/elitetalentrecruiting

    47 min

  3. FEB 10

    How SE Leaders Scale Teams, Influence GTM, and Stay Ahead of AI (with Chris Mabry)

    Give us Feedback on this episode In this episode of Pre Sales Unplugged: The Leadership Playbook, Arvi Carkanji (Founder of Elite Talent) sits down with Chris Mabry, Vice President of Solutions and Partnerships, to break down what actually separates a good Sales Engineer from an A Player Sales Engineer, and what modern pre sales leadership really looks like inside B2B SaaS. Chris Mabry shares his path from network engineer to solutions engineering leadership, plus the practical frameworks he uses to scale SE teams, build cross functional influence across Product, Marketing, and Sales, and create trust with Account Executives at the deal level. If you lead pre sales, want to become a Sales Engineering Manager, or you are a Solutions Engineer trying to stand out in a crowded market, this episode is built for you. You will learn: Why sales is a process (not a personality trait), and how SEs can master discovery, qualification, objections, and valueThe “solve a boring problem” strategy that gets you noticed and fast tracks leadership opportunitiesHow elite SE leaders run cross functional councils to improve GTM execution and give their team real influenceThe real signals of “hunger” in hiring, and why spray and pray job applications are losingWhy building a warm bench of talent beats reactive hiring when capacity breaksHow AI is changing demos, personalization, and buyer expectations, plus what SEs must learn now to stay competitiveElite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ All other resources: https://linktr.ee/elitetalentrecruiting

    45 min

  4. FEB 4

    Stop being a "Demo Person" and become a "Trusted Technical Advisor" for your clients and your team with Ramzi Marjaba

    Give us Feedback on this episode Join me and Ramzi Marjaba, Consultant, Solution Engineer Coach for a live conversation focused on what it really takes to be a high-performing Sales Engineer. We’ll talk through:  → What helps teams operate as one and avoid silos  → How strong Pre-Sales and AE collaboration really works  → What separates good Sales Engineers from true A-players  → What an effective interview process looks like when hiring for long-term fit This session is designed for leaders who are building, scaling, or evolving Pre-Sales and Post-Sales teams and want practical insight from someone who’s done it. Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ All other resources: https://linktr.ee/elitetalentrecruiting

    41 min

  5. JAN 26

    How Top Performers Stay Consistent When They Feel Like Quitting

    Give us Feedback on this episode In this solo episode, Arvi Carkanji breaks down the real version of mindset toughness that shows up in SaaS when the pipeline is messy, deals go dark, and you still have to perform even when your brain is not cooperating. You will hear a personal story from the trenches of SaaS recruiting where rejection is daily, plus the exact principles top performers use to stay consistent when motivation disappears. What we cover:  • What mental toughness actually is and why SaaS punishes inconsistency  • Why most people do not have a motivation problem, they have a discomfort problem  • The identity shift that stops you from running on mood  • The “do the hard thing first” rule that builds a real mental edge  • How to reframe discomfort as training instead of a stop sign  • Real examples for sales, sales engineering, and founders  • Book recommendations that actually shaped these principles  • A simple 7 day toughness challenge you can start today If you have been starting strong and fading out, this episode is your reset. ABOUT ELITE TALENT Elite Talent helps SaaS companies hire top-tier PreSales and PostSales professionals: Sales Engineers, Solutions Architects, Customer Success leaders, and more.  We partner with fast-growing startups and established SaaS organizations to build high-impact teams that drive revenue and customer success. Want to learn more about us?  Click here: https://linktr.ee/elitetalentrecruiting Website: https://elitetalentrecruiting.io/ LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ All other resources: https://linktr.ee/elitetalentrecruiting

    27 min

  6. JAN 20

    How Elite SEs Think, Adapt, and Win Deals with David Schultz

    Give us Feedback on this episode In this episode of Pre-Sales Unplugged: The Leadership Playbook, host Arvi Carkanji sits down with David Schultz, Head of Solution Consulting at Employe, to break down what it really takes to build a career and lead high-performing Sales Engineering teams. David shares how he accidentally found his way into Solutions Consulting, why raising his hand early changed his career trajectory, and what he learned stepping into leadership while still mastering the role himself. This conversation covers:  → The biggest mistakes new SE leaders make and how to avoid them  → Why trust and relationships matter more than process alone  → How to handle pushback and tough leadership decisions  → What separates good SEs from true A-players  → Skills vs. knowledge in hiring and why soft skills scale better  → When to hire proactively and when to pause  → Metrics that actually matter for SE performance  → Practical advice for breaking into Sales Engineering and standing out in interviews If you are a Sales Engineer, Solution Consultant, SE leader, or GTM executive building or scaling a pre-sales function, this episode delivers real, field-tested insight you can apply immediately. Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ All other resources: https://linktr.ee/elitetalentrecruiting

    42 min

  7. JAN 14

    What the Top SaaS CROs Are Doing Differently in 2026 with Matt Green

    Give us Feedback on this episode Join me and Join me and Matt Green, CRO & Co-Founder of Sales Assembly, for a tactical look at what’s working in today’s GTM landscape. Matt works with hundreds of CROs and VPs of Sales and sees what separates winning teams from the rest. We’ll cover: → Real AI use in sales → Pipeline-driving top-of-funnel tactics → The return of in-person selling → Sales & marketing misalignment → Building high-performing teams If you’re building pipeline or leading revenue into 2026, don’t miss it.  ABOUT ELITE TALENT Elite Talent helps SaaS companies hire top-tier PreSales and PostSales professionals: Sales Engineers, Solutions Architects, Customer Success leaders, and more.  We partner with fast-growing startups and established SaaS organizations to build high-impact teams that drive revenue and customer success. Want to learn more about us?  Click here: https://elitetalentrecruiting.io/ Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ All other resources: https://linktr.ee/elitetalentrecruiting

    48 min

  8. JAN 9

    The Revenue Impact of Enablement Most Teams Miss with Yotam Rotgoltz

    Give us Feedback on this episode In this episode with Yotam Rotgoltz ...we explore how unconventional careers lead to strong pre-sales leaders, why enablement is the first thing to break in startups, and how AI helps teams move faster without replacing human judgment.  Practical tips include structuring onboarding, preventing misalignment, and building true AE–SE partnerships. • distinguishing value proof in sales from training for independence post‑sale • aligning product, sales, SE, and customer roles early to reduce friction • using AI to speed drafts, troubleshooting, and demos without losing trust • explaining complex tech with personal metaphors buyers remember • designing a focused, fair SE hiring process with real demos • traits that matter in enablement and onboarding: mentor mindset, clarity, resilience • partnership models for AE–SE that share strategy and execution • what to prepare for next: AI as a tool, human connection as the differentiator If you get value from the conversation, make sure to follow, subscribe, or leave a review ABOUT ELITE TALENT Elite Talent helps SaaS companies hire top-tier PreSales and PostSales professionals: Sales Engineers, Solutions Architects, Customer Success leaders, and more.   We partner with fast-growing startups and established SaaS organizations to build high-impact teams that drive revenue and customer success. Want to learn more about us?   Click here: https://elitetalentrecruiting.io/ Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ All other resources: https://linktr.ee/elitetalentrecruiting

    41 min

  9. JAN 5

    Beyond the Demo: How PreSales Drives Real Growth w/ Michael McDowell

    Give us Feedback on this episode Join me and Michael McDowell, GTM leader and author of Demotainment, for an unfiltered conversation on how PreSales can drive more than just demos, it drives growth. We’ll cover:  → The role of PreSales in modern GTM strategy  → Why most demo experiences fall flat and how to fix them  → How to align Product, Sales, and Marketing for buyer impact  → Tactical tips from Michael’s experience scaling technical sales motions If you’re in PreSales, leading GTM, or care about how buying decisions actually happen, this one’s for you. Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ All other resources: https://linktr.ee/elitetalentrecruiting

    1 hr

  10. 12/29/2025

    The Six Habits of Highly Effective Sales Engineers with Chris White

    Give us Feedback on this episode Super Excited for this Episode with Chris White, Author of The Six Habits of Highly Effective Sales Engineers, for an exclusive LinkedIn Live. Chris is the founder & CEO of Tech Sales Advisors (now Tech Sales Mastery) and has spent decades in enterprise software, presales, and technical sales training. If you lead technical sales, presales, or revenue teams or want to elevate your organization’s technical selling maturity, you’ll want to listen to this value packed episode Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ All other resources: https://linktr.ee/elitetalentrecruiting

    53 min

  11. 12/23/2025

    How Chris Mabry Went from a "basement" Engineer to PreSales Leader (& How You Can Win in the AI Era)

    Give us Feedback on this episode Chris Mabry, VP of Solutions & Partnerships at Reprise and a leading voice in the PreSales space, joins Arvi Carkanji (Founder of Elite Talent) to break down: How he transitioned from a basement-dwelling network engineer to PreSales leadership The underrated power of solving “boring problems” to accelerate your career What separates good SEs from true A-players How AI is really reshaping the SE role (and how to stay relevant) Why cross-functional leadership is non-negotiable in modern SE teams How hiring managers spot real hunger—and why top talent doesn’t always have the best resume Tactical advice for breaking into tech sales from post-sales roles or engineering backgrounds Plus: actionable tips, personal stories, and unfiltered truths about the future of GTM. If you want to level up in sales engineering, leadership, or just be the kind of talent that hiring managers can’t ignore, this episode is for you. ABOUT ELITE TALENT Elite Talent helps SaaS companies hire top-tier PreSales and PostSales professionals: Sales Engineers, Solutions Architects, Customer Success leaders, and more.  We partner with fast-growing startups and established SaaS organizations to build high-impact teams that drive revenue and customer success. Want to learn more about us?  Click here: https://elitetalentrecruiting.io/ Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ All other resources: https://linktr.ee/elitetalentrecruiting

    45 min

  12. 12/19/2025

    How to create a career and grow as a Sales Engineer, with Brian Martynowicz

    Give us Feedback on this episode Join me and Brian Martynowicz, Head of GTM Engineering for an exclusive LinkedIn Live where we’ll cover: → SE Career Growth: What every aspiring SE leader should know → Hiring SEs: When to hire, who to hire, and how to avoid costly mistakes → A-Player SEs: The key skills that make top-performing SEs stand out → Balancing Tech & Communication: How to master both for career success. If you're in Sales Engineering, Pre-Sales, or hiring for SEs, this is a must-watch! If you're in Sales Engineering,   ABOUT ELITE TALENT Elite Talent helps SaaS companies hire top-tier PreSales and PostSales professionals: Sales Engineers, Solutions Architects, Customer Success leaders, and more.  We partner with fast-growing startups and established SaaS organizations to build high-impact teams that drive revenue and customer success. Want to learn more about us?  Click here: https://elitetalentrecruiting.io/ Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ All other resources: https://linktr.ee/elitetalentrecruiting

    31 min
  • 12 Episodes

Ratings & Reviews

5
out of 5
5 Ratings

About

Pre-Sales Unplugged is where SaaS leaders go off-script to share what it really takes to build, lead, and scale elite pre/post-sales teams.Hosted by Arvi Carkanji, Founder of Elite Talent, each episode uncovers the playbooks behind the people shaping the future of Pre Sales and Post Sales teams from hiring and leadership to storytelling, growth, and enablement.If you’re a founder, sales leader, or aspiring SE looking to level up your leadership game, this is where you’ll learn how the best build winning pre-sales teams.

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