Whispered Hiring

Whispered.com & Frontlines.io
  • 5.0 (4)
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Whispered Hiring - the podcast where we talk with senior GTM leaders about how they find, vet, attract and grow new talent.  Hosted by the team at Whispered, each episode uncovers the unwritten playbook for executive hiring that drives exponential growth.

  1. Whispered Hiring with Nicole Baer, CMO @ Carta

    2D AGO

    Whispered Hiring with Nicole Baer, CMO @ Carta

    In this episode of Whispered Hiring, Andy Mowat speaks with Nicole Baer, Chief Marketing Officer at Carta, about how she designs, sources, and evaluates senior marketing talent. Drawing from leadership roles at Logitech, Zendesk, and Aon, and having founded two marketing consultancies, Nicole brings a practitioner's perspective to the full hiring lifecycle. Her frameworks for using fractional engagements strategically, structured interviewing, and deliberate onboarding challenge several assumptions about how senior leaders should approach talent decisions. Topics discussed: Before posting any senior role, ask whether you actually need a full-time exec. When business strategy is still in flux, Nicole defaults to a fractional engagement to scope the role and clarify the remit before committing to a permanent hire. Fractional experience on a resume is a signal of adaptability, not instability. Nicole values candidates who have worked fractionally because they have proven they can ramp without a long runway, absorb complexity fast, and deliver under pressure. The only question worth asking: are they ready for full-time now? AI is reshaping marketing org design along two distinct tracks simultaneously: specialized content and go-to-market engineers who work within defined marketing functions, and generalist AI innovation roles where people apply domain expertise to solve problems that cut across the org. Nicole is actively building for both. Nicole's signature interview opener, which she has used for the past ten years, is: "Tell me about your professional journey in a way I can't read from your resume." Candidates who immediately recite their resume fail the assignment. She is looking for authenticity, self-awareness, and the ability to synthesize a narrative under pressure, skills she sees as especially non-negotiable for marketing leaders. For the middle portion of every interview, Nicole prompts ChatGPT with the role scenario to generate 25 questions, then selects five she finds genuinely interesting. It functions as a thinking partner that keeps her question set fresh and surfaces angles she might not have considered. Nicole backchannels references mid to late stage, never early. Her principle: she does not want to be biased until she is ready to be biased. Going too early contaminates her own read on the candidate before she has formed an independent view. Candidate questions that disqualify: asking about office attendance before receiving an offer, and asking too many strategic questions without demonstrating an ability to execute. At Carta, strategic thinking and strong execution are not optional. Onboarding for senior hires is intentionally uncomfortable. Nicole provides an intensive context transfer in the first few days, including resources, key internal introductions, and reading, and then steps back. She treats the ability to navigate ambiguity and figure things out without hand-holding as the real signal of whether a senior hire will stick. ABOUT YOUR HOST:  Andy Mowat has built GTM engines for top companies throughout his career. He led Revenue Operations and Demand Gen at four unicorns, including scaling from $10M to $100M ARR at both Upwork and Culture Amp, and helping guide Box and Carta through IPO scale. With a passion for connecting people, Andy has advised executives on their careers for years and launched Whispered to make searching for executive roles less intimidating.  Learn more about about Whispered: www.whispered.com Interact with AI Andy: www.whispered.com/whisper-search

    41 min
  2. Whispered Hiring with Adam Kuznia, SVP of Client Services @ Invisible

    MAR 31

    Whispered Hiring with Adam Kuznia, SVP of Client Services @ Invisible

    In this episode of Whispered Hiring, Andy Mowat speaks with Adam Kuznia, SVP of Client Services at Invisible, about the habits and frameworks behind his approach to GTM hiring. Adam has led teams across customer success, sales, marketing, and revenue operations at companies including DataCamp, Opal, and Sales Impact Academy. His philosophy on network maintenance, candidate evaluation, and psychological safety challenges nearly every default in how senior leaders think about hiring. Topics discussed: If you write the JD and go to market, you are ten years too late. The actual work of hiring happens long before a seat opens, through relationships built continuously over time. Adam holds monthly 1:1s with most of his former direct reports, maintaining a live talent map so when a role opens he already knows who is ready, who can refer, and who is heading somewhere relevant. The gift in July principle: do not reach out only when you need something. Send value year-round. He takes recruiter calls even when not looking because that investment compounds both ways. He does not help people. He helps people help themselves. Whether career advice or a job ask, his move is to ask questions until they can think through their own problem. His interview method centers on productive disagreement. He creates space for fun, probes for strong opinions, and will argue a position he does not hold just to see whether a candidate pushes back and whether that disagreement makes forward progress. The attribute he screens hardest for: unwillingness to let inertia or bureaucracy get in the way. Someone who bends rules thoughtfully and can defend exactly why. High leverage over individual heroics. A CFO once told Adam he would fire him for being too good, because everyone came to him for answers. He now screens for whether candidates make everyone around them better, not just whether they can carry the load. ABOUT YOUR HOST:  Andy Mowat has built GTM engines for top companies throughout his career. He led Revenue Operations and Demand Gen at four unicorns, including scaling from $10M to $100M ARR at both Upwork and Culture Amp, and helping guide Box and Carta through IPO scale. With a passion for connecting people, Andy has advised executives on their careers for years and launched Whispered to make searching for executive roles less intimidating.  Learn more about Whispered: www.whispered.com Interact with AI Andy: www.whispered.com/whisper-search

    40 min
  3. Whispered Hiring with Cody Guymon, President @ Zonos

    MAR 24

    Whispered Hiring with Cody Guymon, President @ Zonos

    In this episode of Whispered Hiring, Andy Mowat speaks with Cody Guymon, President at Zonos and former COO at Qualtrics and Workato, about how he built a career from rev ops to the C-suite and what that path taught him about hiring. Cody owns all of revenue at Zonos and has sharply defined views on which traits are irreplaceable now that AI is doing the order-taking. Topics discussed: How Cody made it from rev ops to president by forcing himself into deals. He never carried a quota, but jumping into sales conversations alongside reps gave him the customer context that back-office ops leaders never develop. The two traits he screens for in every senior GTM interview: insane curiosity and a high motor. He asks candidates what they know about Zonos and grades them on depth and follow-up questions, not surface familiarity. Why tell me something about you that is not on your resume is his dual test for curiosity and motor. He wants to hear what you are learning or building right now, not a decade-old accolade. English is the new coding language. Cody redesigned the Zonos website himself using Claude Code with no design or engineering background and submitted a PR to the engineering team for review. If you are just an order-taker, your job is already gone. Claude Code can execute orders. The people who survive are those who proactively form a point of view and use AI to act on it at scale. Take care of your best builders, and if they still leave, download their context into shared repositories before it walks out the door with them. Cody's primary sourcing channel for senior hires is a standing monthly poker night with 10 to 12 operators from his Qualtrics network, where back-channel conversations surface who can actually deliver. When the network runs dry, he stops looking for someone who has already done the job and bets on the up and comer who could step into a bigger role. He landed the Zonos president role exactly that way. Character is the foundation that makes every other trait worth anything. Two conversations ended immediately: a candidate who could not touch the Rubik's cube listed on their resume, and one who admitted to VPN masking their location from their current employer. ABOUT YOUR HOST:  Andy Mowat has built GTM engines for top companies throughout his career. He led Revenue Operations and Demand Gen at four unicorns, including scaling from $10M to $100M ARR at both Upwork and Culture Amp, and helping guide Box and Carta through IPO scale. With a passion for connecting people, Andy has advised executives on their careers for years and launched Whispered to make searching for executive roles less intimidating.  Learn more about about Whispered: www.whispered.com Interact with AI Andy: www.whispered.com/whisper-search

    42 min
  4. Whispered Hiring with Alla Mezhvinsky, VP of People @ Glean

    MAR 17

    Whispered Hiring with Alla Mezhvinsky, VP of People @ Glean

    In this episode of Whispered Hiring, Andy Mowat speaks with Alla Mezhvinsky, VP of People at Glean, about the preparation failures that derail executive searches before a single candidate is contacted. With deep experience leading talent acquisition at Instacart, Square, ClassPass, and Zynga, Alla brings a practitioner's view on what separates searches that close fast from searches that spin. Her frameworks are direct, field-tested, and built for the pace of high-growth companies. Topics discussed: Why not having a plan before opening a search is the single biggest hiring failure Alla sees. Without a defined talk track, role scope, value proposition, and at least directional comp, teams fail twice: they attract the wrong candidates, and when the right ones show up, they cannot engage them because they cannot answer basic questions about the role. How roles evolve faster than searches can close, and why scoping for today sets you up to hire the wrong person. In hyper-growth companies, a role that opens in Q1 looks materially different by Q3. Alla recommends thinking explicitly about what the team needs at 6, 12, and 18 months out, which is often a different candidate profile entirely. How AI has flipped the recruiting intake model. Rather than waiting on hiring managers to arrive with a fully formed brief, recruiting teams are now using AI to come to the intake meeting with a proposed job description and interview plan. The hiring manager iterates on a draft instead of starting from a blank canvas, compressing weeks of delay into a single session. The best answer ever given to the question of how long a search will take. An agency recruiter told a CEO: "I can guarantee I will present the right candidate to you within the first couple of weeks. What I can't guarantee is how long it will take you to realize it is the right candidate." Alla cited this as the clearest argument for doing alignment work before the search opens. Why AI has roughly doubled the number of applicants per role in under a year, and why the industry is still figuring out how to handle it. Alla referenced data from a recent talk showing twice as many applicants per role compared to the prior year. The volume is manageable. The challenge is doing it responsibly without rejecting strong candidates or removing the human from the decision. How the AI fluency question has completely inverted in 18 months. A year and a half ago, companies were designing interview processes to detect whether candidates used AI. Today, companies want confirmation that they can. The new test is whether AI is enhancing real expertise or masking a skills gap, and Alla's team runs live, real-time assessments instead of take-home case studies to find out. How Alla uses AI to turn candidate-provided references into targeted conversations. Her team feeds the full interview loop feedback into a prompt that generates reference questions built around exactly what the panel was still uncertain about, replacing generic endorsement calls with structured, context-driven conversations. ABOUT YOUR HOST:  Andy Mowat has built GTM engines for top companies throughout his career. He led Revenue Operations and Demand Gen at four unicorns, including scaling from $10M to $100M ARR at both Upwork and Culture Amp, and helping guide Box and Carta through IPO scale. With a passion for connecting people, Andy has advised executives on their careers for years and launched Whispered to make searching for executive roles less intimidating.  Learn more about about Whispered: www.whispered.com Interact with AI Andy: www.whispered.com/whisper-search

    40 min
  5. Whispered Hiring with Doug Hanna, Former President @ Kustomer

    MAR 10

    Whispered Hiring with Doug Hanna, Former President @ Kustomer

    In this episode of Whispered Hiring, Andy Mowat speaks with Doug Hanna, Former President at Kustomer, the AI powered customer service platform acquired by Meta and since spun out independently. Drawing on executive roles at Zendesk and Grafana, Doug shares the hiring frameworks he has built through hard experience, covering role design, leveling, recruiter selection, and reference strategy. Topics discussed: The three part executive role design framework Doug adapted from Cole Group: top two year outcomes (specific and measurable), a minimum experience threshold kept internal and never shared with candidates, and culturally specific attributes. The internal alignment this creates is what actually compresses time to hire. Why two years is the only defensible planning horizon in high growth companies. Optimizing for a leader who can take you public when you are at $10M ARR reliably produces the wrong hire for the stage you are actually in. How Doug handles leveling without losing the person: the reframe he uses is that even post leveling, the person is still in the biggest role of their career, and will be in an even bigger one twelve months later. He involves them in interviewing their replacement with an explicit upfront contract: demonstrate maturity and you have a real voice; become obstructionist and you are out. The operating altitude test as a better proxy for "builder" than anything AI related. The executives Doug most respects move from board level strategy to personal Gong call review without waiting for someone to surface conclusions for them. Why specialist recruiters win: Doug looks for a recruiter who personally knows 60 to 70 percent of the candidate list. The question he recommends asking peers when selecting a search partner: "Which recruiters do you actually return calls from?" Radical transparency as a hiring principle. Surprises do not benefit anyone. Doug tells candidates upfront that back channels will happen, then asks them to predict what he will hear. The gap between expectation and reality is its own signal. A pattern most hiring managers underestimate: Doug has encountered a non-zero number of candidate supplied references that were not positive. He treats this as a failure on multiple levels and calls every single reference provided, every time. ABOUT YOUR HOST:  Andy Mowat has built GTM engines for top companies throughout his career. He led Revenue Operations and Demand Gen at four unicorns, including scaling from $10M to $100M ARR at both Upwork and Culture Amp, and helping guide Box and Carta through IPO scale. With a passion for connecting people, Andy has advised executives on their careers for years and launched Whispered to make searching for executive roles less intimidating.  Learn more about about Whispered: www.whispered.com Interact with AI Andy: www.whispered.com/whisper-search

    47 min
  6. Whispered Hiring with Jon Dick, CCO @ HubSpot

    MAR 3

    Whispered Hiring with Jon Dick, CCO @ HubSpot

    In this episode of Whispered Hiring, Andy Mowat speaks with Jon Dick, Chief Customer Officer at HubSpot, about the hiring philosophy behind his decade-long rise from VP of Marketing to CCO. Jon's central argument cuts against conventional wisdom: stop searching for people who've seen the movie, and start finding people who can direct it. His frameworks for defining roles, evaluating AI capability, and onboarding senior leaders are specific, battle-tested, and immediately applicable. Topics discussed: Why "having seen the movie" is an increasingly hollow hiring signal. In a first-principles world, you don't need someone who's watched it before. You need someone who can direct it or star in it. Those are fundamentally different things from sitting in the audience. The most common exec hiring failure Jon sees: going to market before defining the non-negotiables. Writing a generic job description and planning to "calibrate through the process" is a recipe for shiny object syndrome and hires who were never set up to succeed. How HubSpot evolved its interview process over the last five to seven years to require every panelist to ask the same questions, enabling genuine cross-candidate calibration rather than a collection of disconnected impressions. Jon's "strong yes" standard for exec hires: if most of your panel comes back with a passing yes rather than a strong yes, you have a problem. Most interviewers lack the reps to take a firm stance and default to letting people through. A room full of soft yeses is a signal to stop, not proceed. Why Jon builds extended, unstructured time with exec candidates at the end of the final round, a practice borrowed from HubSpot's CMO Kip. A debrief dinner or afternoon whiteboard session isn't just better evaluation. It signals to the candidate exactly what kind of leader you'll be when things get hard six months in. Jon's two-part framework for evaluating AI capability: obsession with learning ("learn-it-alls" over "know-it-alls") and the ability to fly high and fly low, meaning a leader who can go genuinely deep on a workflow to actually implement AI, not just talk about it. His ultimate tell: how prepared a candidate is for the interview itself. If they don't show up knowing the basics about your business and role, they clearly aren't using the tools available to them. Why referencing starts inside the interview room. Jon's go-to question asks candidates directly what their back-channel references will reveal about their growth areas. The quality of that self-assessment is his most reliable indicator of self-awareness. How to close an exec candidate the right way: reflect back what you learned about them as a person throughout the process, in the offer structure, a thoughtful gift, or the closing conversation. Personalization at the finish line is the ultimate test of whether the hiring manager was actually paying attention. Yamini's onboarding practice for new senior leaders at HubSpot: before standard onboarding begins, the incoming exec spends several days with the core leadership team going deep on the business and each other. When HubSpot hired its Chief Sales Officer, it was five people for a couple of days. This replaces the "half-hour meeting shuffle" with the kind of depth that actually accelerates alignment and performance. ABOUT YOUR HOST:  Andy Mowat has built GTM engines for top companies throughout his career. He led Revenue Operations and Demand Gen at four unicorns, including scaling from $10M to $100M ARR at both Upwork and Culture Amp, and helping guide Box and Carta through IPO scale. With a passion for connecting people, Andy has advised executives on their careers for years and launched Whispered to make searching for executive roles less intimidating.  Learn more about about Whispered: www.whispered.com Interact with AI Andy: www.whispered.com/whisper-search

    39 min
  7. Whispered Hiring with Matt Martin, CEO @ Clockwise

    FEB 24

    Whispered Hiring with Matt Martin, CEO @ Clockwise

    In this episode of Whispered Hiring, Andy Mowat speaks with Matt Martin, Co-Founder and CEO of Clockwise, about his contrarian approach to executive hiring that prioritizes immediate fit over long-term potential. Matt shares his tactical frameworks for structuring board involvement, selecting recruiting partners, and conducting first-call conversations that accelerate funnel velocity while maintaining rigorous standards. His insights reveal why predictability matters more than growth trajectory when hiring senior leaders. Topics discussed: Why Matt shifts executive candidates to text messaging as early as possible to break through the priority threshold and create fluid, responsive communication that email scheduling can't replicate, especially critical during closing stages when speed determines outcomes. The two-year hiring horizon framework: How simultaneously predicting company evolution AND candidate growth creates compounding uncertainty that destroys hiring accuracy, and why explicitly setting a two-year performance window (with anything beyond that as "gravy") establishes clearer mutual expectations from day one. The mechanics of board-led recruiting: Assigning one board member per executive search creates repeat-player dynamics with recruiting firms (VCs hire constantly, CEOs hire occasionally), provides horizontal industry pattern recognition, enables deeper network mining beyond first-degree connections, and delivers third-party validation during closing conversations. How recruiter selection should prioritize storytelling capability over brand reputation: Since recruiters conduct initial calls (not CEOs), their ability to authentically inhabit your narrative and explain your company's unique positioning becomes the primary filter, especially for complex PLG-to-enterprise or non-obvious business models. The selling-first philosophy for initial candidate calls: Using the product onboarding "calorie budget" concept to build candidate excitement before spending it down through a demanding process, with post-call enthusiasm serving as a legitimate qualification signal that saves time on misaligned candidates. Red flag signals that reveal fundamental misalignment: Candidates who allocate significant early conversation time to compensation discussions indicate mercenary motivation, while those who don't probe team composition, decision-making structures, or cross-functional dynamics demonstrate they don't understand how executive leverage actually compounds. The emergency-access expectation for direct reports: Why requiring cell phone access doesn't signal unhealthy always-on culture but rather creates a clear bright line for rare, genuine emergencies (website down, major customer issues, urgent board needs) that distinguishes serious executives from those who compartmentalize too rigidly. Cole Group's reputation advantage in GTM hiring: How the "name brand college effect" creates self-reinforcing talent access regardless of whether quality differences are objectively measurable, since top candidates make themselves available to perceived top-tier firms, giving those firms better candidate pools by definition. ABOUT YOUR HOST:  Andy Mowat has built GTM engines for top companies throughout his career. He led Revenue Operations and Demand Gen at four unicorns, including scaling from $10M to $100M ARR at both Upwork and Culture Amp, and helping guide Box and Carta through IPO scale. With a passion for connecting people, Andy has advised executives on their careers for years and launched Whispered to make searching for executive roles less intimidating.  Learn more about about Whispered: www.whispered.com Interact with AI Andy: www.whispered.com/whisper-search

    46 min
  8. Whispered Hiring with Paul Staelin @ 3 Time CCO

    FEB 17

    Whispered Hiring with Paul Staelin @ 3 Time CCO

    In this episode, Andy Mowat speaks with Paul Staelin, Fractional CCO at CornerstoneX and former CCO at Vercel, Trifacta, and Birst, about building customer success organizations that drove 40-point NDR improvements. Drawing from his Siebel Systems training and two decades scaling post-sales functions, Paul shares why CS teams fail without three distinct DNA profiles, his "time machine" question that exposes growth mindset, and how mental flexibility matters more than age when evaluating executives. Topics discussed: Why every customer touchpoint must deliver tangible value through discovery questions, teaching moments, or solution guidance rather than conversations about kids and dogs, treating customer experience as a scalable product where each step must justify its existence. The customer advisory board scarcity exercise: give customers exactly 5 votes to distribute across a six-month roadmap in any combination, forcing authentic prioritization beyond reactive fire drills while making customers co-owners of tradeoff decisions. Why high-performing CS organizations require three DNA profiles like chili ingredients: implementation veterans with project structuring instincts, sales-trained professionals comfortable with "golden silence" instead of filling awkward pauses, and former customers who provide authentic empathy for buyer challenges. How professional services implementations at Birst drove 40 percentage points higher NDR, and why "forward deployed engineering" is brilliant PS rebranding that risks creating unsustainable 3,000-person field organizations without deliberate customer ownership transfer strategies. The "time machine" question that reveals growth mindset: "if I gave you the grace of a time machine and you could go back and do this project again, what would you do differently?" separates introspective leaders from those who don't examine their approach. Why ageism concerns miss the real criterion of mental flexibility: will executives be guided by experience or led by it? When Paul was 35-year-old co-founder at Birst, he needed assurance executives wouldn't just "run a play" regardless of unique company context. Vercel's AI support training discipline under Matthew Sweeney: 30 support team members grading 5 AI responses weekly drove resolution rates from 30% to 70% over nine months, freeing engineers from repetitive tickets to focus on complex technical investigations. The executive onboarding principle that jamming managers in over team objections never works, requiring team excitement about candidates and designing roles with enough "real estate" so executives aren't crippled by dependencies on other functions. ABOUT YOUR HOST:  Andy Mowat has built GTM engines for top companies throughout his career. He led Revenue Operations and Demand Gen at four unicorns, including scaling from $10M to $100M ARR at both Upwork and Culture Amp, and helping guide Box and Carta through IPO scale. With a passion for connecting people, Andy has advised executives on their careers for years and launched Whispered to make searching for executive roles less intimidating.  Learn more about about Whispered: www.whispered.com Interact with AI Andy: www.whispered.com/whisper-search

    38 min
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About

Whispered Hiring - the podcast where we talk with senior GTM leaders about how they find, vet, attract and grow new talent.  Hosted by the team at Whispered, each episode uncovers the unwritten playbook for executive hiring that drives exponential growth.

Information

  • Creator
    Whispered.com & Frontlines.io
  • Years Active
    2025 - 2026
  • Episodes
    43
  • Rating
    Clean
  • Copyright
    © Whispered.com & Frontlines.io
  • Show Website
    Whispered Hiring

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