From First Hire to IPO: Bryan Rutcofsky on scaling sales to $100M at Yext

Bryan Rutcofsky, Co-Founder and CRO of Marqii, shares how he grew sales at Yext to over 140 team members and $100 million in revenue.

Inflated job titles are a bit of a cliche at startups. You see a lot of C-suite and VP-level roles that probably shouldn’t have been handed out.

But when Bryan Rutcofsky grew sales at Yext to 140 team members and over $100 million in revenue, he certainly earned the Senior VP title.

When Bryan joined Yext, they were called GymTicket.com — a local listings website that sold leads to gyms. They later expanded into other categories, like veterinarians and TV repairmen, before wrapping everything into one website: Yext.

By the time Bryan left Yext in 2017, they were listed on the New York Stock Exchange.

In today’s episode, Bryan shares:

• What it was like to lead sales as they built and re-built Yext
• The challenges of selling a new product category to several SMB verticals
• Why he hired primarily junior sales reps for their first 100 hires
• How he came to co-found his new company, Marqii
• What it's like selling into the hospitality industry

Enjoy the conversation!