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Becca Lindquist

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2026-05-02
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2026-05-02
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  1. “And if it was a two year deal, every dollar in that two year deal, we got 33%. And I have never run harder at a goal in my life than when I knew that I was going to make 25% of every single deal that I closed.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  2. “Most salespeople are like, yeah, if I overperform, I want to make more money. And like, you know, those are the rules of the road. If I don't have my number, you're going to fire me. And so I understand, I think actually maybe the genesis of this is that a lot of these companies are like, they don't know how to do comp plans or they're like, what if, what if, what if? And so they're like, this is actually just easier. And I think that's maybe okay in certain areas. But like, I'll tell you the thing that Todd Todd, who I just hired at Clay, we were the first two reps at heap and we had a compensation plan that was dead simple. It was we had a base salary and like, I don't know, this was like 2015 San Francisco. I think our base salary was like 60K. Pretty low. And then every deal that we closed, we had to pay back our base salary. So like every month it was like, I don't know, five grand. So the first five grand of revenue was a wash. Beyond that, every dollar that we closed, we got 55%.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  3. “I think what it does is it just allows people to just hide. And the way that I actually say this to people when they're like, why? Oh, the variable compensation plan, what if? And I'm like, hold on here. You have a number today. You are being judged against your performance to that number. If you don't hit that number, I'm going to fire you. And if you overperform on that number, I'm not going to pay you more. Do you think this is a good deal for you?”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  4. “I saw that and I said, incredible that it's gotten you this far. Let's figure out how you reward and attract and retain the right talent. Because I'll give an example. We just hired a GTME, our version of a reps. You think of it as like a rep and a sales engineer rolled into one. We just hired a GTME out here in London. And I got off a red eye jet from JFK, got breakfast with her, and the conversation was, how do we go make a million dollars here? How do I W to a million dollars at Clay? Walk me through the math. And that's what the best reps want to know. I have a target. I'll run as fast as I can towards it. Tell me how to do it. And then they're like, if you don't have the right math, if you're like, can't walk them through it or you don't have the right percentages? They're like, you know, maybe you don't care about salespeople. But in this scenario, you're hiring what your first two salespeople. Yeah.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  5. “We just rolled out a variable compensation plan at Clay before everybody was just being paid a salary, whether you were the top performer or the bottom performer. As a salesperson, I saw that and I said, huh, okay. And like, you know, there's a lot of companies that have done that in the early days, like Stripe did that in the early days.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  6. “Equity, but they haven't done anything to allow people to, you know, there's definitely people who've been there longer than you. What are they doing with those folks? Just apply a certain, maybe you apply 0.3x to that, right?”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  7. “It's impressive. It's impressive. Here's how when people come to me and they're like, should I take this offer? How should I think about this? A company, let's call it Acme Co, right? High flying, fast-growing AI startup, they might give you, let's say they give you a million dollars of stock and you're like, holy shit, I'm rich. And by the way, this growing so fast, it's going to be $20 million soon. There's like a coefficient that I apply to that of liquidity. How liquid is that? Do they actually do tender offers? Because I think everybody's kind of been bit by a company that's like, oh, we're going so fast and we really care about employee liquidity. So we're going to do tender offers and then never does a tender offer, right? And so now you're sitting on however much stock you have that is probably life-changing for you. So like I actually just tell people, I'm like, what have they done, not what they say? What have they done that's shown that they're going to provide liquidity on that equity and just apply a coefficient to that? If they give you a million dollars of”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  8. “Which is great, which is incredible. It's amazing, but it's actually amazing for 2011, right? Like people get caught up on this.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  9. “It is easy in the beginning because you could grow as a company a thousand percent just by doing the thing, like having a moderate execution on your sales process. And if you have a really great product, it's going to fly off the shelves, right? But as you grow, it becomes very challenging to grow a thousand percent year over year, 250% year over year, right? So like a lot of what I focused on when I was evaluating clay was like, great that you're landing these logos. How many stick around? How many double their spend with you? And like the metrics that I got, I think I can share. They were like, we haven't churned a customer. Our NDR is close to 200%. Those are the types of things if you're talking to an AI company. That's the biggest green flag, right? Because it's not just, can you sell the thing? It's can you make the customer successful and successful enough that they want to go do more with you?”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  10. “I think that that could be a thing for you. And so, like, the real answer is, I don't really know, but I think about is there something that's not just AI that's defensible? Clay has this data marketplace. It's really, it's tough to build that. You could go, yeah, you could go do that. You could go buy 180 different data providers and build your own, but that's a lot of work when you think about just buying software to do that for you. And so like I would look for some sort of other defensibility outside of just we're automating this or like we're we're gonna automate this profession away or like a workflow and that's a really tough thing to find like like I can't even think of a company that I would shout out that's doing that right”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  11. “Honestly, it's really tough. And obviously, I hadn't intended to leave DBT, if I'm honest. Like, I was like, I'm going to finish out the fiscal year. And then maybe I'll start to think about what's next. And I met Varun. And you know Verun, we went for multiple walks around. He lives around the corner from me in Brooklyn. I feel like I got a little bit of the cheat code because I do think that Clay is like the most compelling company on the planet right now. And when you think.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  12. “This is actually the real problem that it's solving for us and the impact of that real problem is that, I don't know, our forecast is screwed up or we miss our revenue target or like our rep productivity sucks because of it. Can they tie? Can they tie your thing to a real business problem that they are facing and other people are facing and then tie a dollar outcome to it? Like those are the types of people that I want. And then I test for, okay, do they have the drive? Obviously I biased towards having college athletes because they've learned how to work hard. All you got to do is teach them how to work smart. If you teach them how to work smart, it's really tough to teach someone how to work hard.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  13. “I keep coming back to like thinking critically about your customers. So I'll give an example. Maybe you're selling an AI widget. Does this person come in and talk about the widget or do they talk about how, I don't know, JPMC would use it or the company that they're currently at, how they would use it and the impact that it has. What I mean by impact is like I give an example. Whenever we talk about AI tools, I feel like we talk about like the art of possible, like pie in the sky stuff. And I'm like, hey, hey, hey, bring it back here, right? Why don't you give me an AI tool that automatically tells my reps when they have a close date in the past? The basic shit, when we're single-threaded, let's start there. Let's help people do the basics well before we get to like, oh, it automates the outbound and then it automates the first deck and then you know what it automates the rest of the sales process. I'm like, okay, great, great, great. We can get there. Let's start with the basics. So like when they talk about your widget in the context of their company, are they talking about pie in the sky?”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  14. “So here's what we did at Heap. Basically, Matin and Ravi, it's like they showed they did the thing. We rode along. And then that shift started to happen of like, okay, now we run the call and maybe you're on a few. Now you have gong, so you can actually send the people that you hired all of your gong calls before. Like that's all the founders that I work with. I tell them, yo, do you have gong? And if they don't, I'm like, ooh, red flag. You got to go just go get just buy it. And then send whoever you hire all of the calls that you've done because they're going to, one, they're going to give you feedback on like how to sell. But two, they'll hear how you talk about it. And that's actually the most like, that's the most important thing to me is like, how do I take what's in my brain and put it in your brain?”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  15. “Yeah, Yeah, I take my whole team down to Barry's camp every day. Keither Boyle will be pleased. That's a little bit later stage thing. When I joined Heap and when I joined DBT, we didn't have a boot camp.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  16. “The signs are can they think critically about someone else's business? So, and that would be like the sign of a mishire. You put a prospect in front of them or you say, hey, here's your target account list. You've gone through boot camp. The two-week boot camp. Here's your 100 accounts. How do you stack rank them? And they just completely whiff it. Or they're like, I don't know, right? Like, ooh, that's a big red flag. The second thing is like, what are their activity metrics, right? Like, okay, you just exited bootcamp. First, I want to know how they didn't boot camp. Like, were they engaged? Were they failing alone? Were they asking questions? Were they leaning on other people? Once you get out of bootcamp, it's like, okay, are you thinking critically about your prospects, their business? How we can help them? Are you fucking hitting send? Are you picking up the phone? Are you hitting send? If you're not, you're not generating pipeline. It means you're not going to be successful, right? So like those are the early flags of like this person's not going to work out.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  17. “It's nice to see it naturally. I listen to one of your podcasts you were doing with someone else and you were talking about this. How do you know a big enterprise rep, big deals person? How do you know? Like they have a nine month ramp. How the fuck are you going to know in month three if they're good or not, right? You know for an IC, like within probably three weeks?”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  18. “And then you've got another shit situation versus if you come in as, I don't know how to sales or like go to market leader, whatever, right? There's always room to go up.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  19. “That's actually, if you think about, so like we talked about Todd, right? Me and Todd, we agree on that. I was like, I actually don't really care what my title is. I do care how much you pay me. I care about scope. But like, fuck, you can call me go to market like every other AI company. I don't really care. I actually think, and I tell people this, if you're joining a sub $50 million company and you're the CRO, I'm like, that feels my opinion feels like an ego play. And it feels like you are a little bit short-sighted because eventually you're going to stumble. And then what are they going to do? They're going to say, oh, we need to hire a CRO. You're out, right? Now you're not going to learn anything because you've shot your shot, right?”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  20. “Right? Yeah. It's the same thing. So if the recruiter gives them feedback and they're just, they treat the recruiter a certain kind of way, I'm out.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  21. “Yeah, I'll say, like, I'll give an example. I hired a guy in San Francisco who I'm really excited about. He went on a walk with Varun. Varun called me after, gave me a voice note and gave me some feedback. So I just called him and I was like, hey, how do you think it went? Like, you know, okay, great, great, great. Hey, this is something that I got. Like this was part of the feedback that I got. What do you think about that? And you just listen and it tells you everything that you need to know about what it's going to be like to work with that person. If they're like, oh, well, like he didn't really say it that, oh, interesting. Okay, but if they're like, okay, yeah, that's fair. How do I go and overcome that? And they're like, yo, what do I do? That's actually very interesting, especially in a company like Clay, where we're like, I don't know, building something new. There's a lot of like open white space, right? If someone's really defensive, that's actually the biggest red flag. And we need to incorporate it into the...”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  22. “Know what we actually incorporate this into my hiring flow for leaders. I give them feedback, or I have someone else give them feedback. Ideally, the recruiter. And you know why? Because if I give them feedback and they push back or they're kind of a dick about it, I'm like, oh, okay, probably not going to work. So this is feedback.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  23. “I think it was top three reps worldwide at DBT. So, like, that's actually what I look for outside of, you know, like domain knowledge is helpful for certain areas and certain profiles or certain levels. So like John Dalton, who I called out, like I'd hire John Dalton anywhere, but I'd hire him as like the first rep if I was in the data space. That's the kind of person you need early on with like a little bit of he has a lot of expertise, but you know, expertise, the drive to do it that has done it before as you get to rep 100 domain expertise becomes a little bit less important, but the high slope is the most important thing.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  24. “I don't know about that. Think about everybody that we've hired at Clay. We've hired kind of non-traditional sellers. And actually, the thing that you can't tell from a LinkedIn profile, but you can from things like back channels, having a conversation with someone is like, how high slope are they? So I think about someone like I had a rep at DBT who worked for me, spent six years at Bloomberg. We hired him as a commercial rep and like almost immediately, like in the interview process, I was like, oh, this could gets it. Like he's super smart. He's driven. He's super coachable. Let's go. Brought him as a commercial rep. I was like maybe a year, a year and a half later, we moved him into the enterprise segment and sat down with him. I was like, hey, what do you want to work on together? And he was like, I'm really screwing up in the cell cycle here. Can we work on that? We like did it. And it was like a quarter later. He was like doing it in every single deal. And that like just gave me the confidence to say like, I'm going to invest in this person. Came to me like a year and a half later and was like, put me into this role. I can do it. And I was like, okay, let's go do it together. And like.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  25. “A little bit. Like, think about there was a guy that worked for me. I actually think I gave you his contact info. His name's John Dalton. Yeah. And we work together, we built DBT. I mean, gosh, for four, four and a half years together. And if you look at his LinkedIn from the outside, you can see a very clear I am becoming the data, the early stage data sales expert. So like he was very early, he was like the first repet Cloudera, the first rep at StreamSets. Then he came to DBT. So all in the open source data transformation space. Now he's at Clickhouse, right? Which is obviously like in the data warehousing space. So like he's kind of built his career in this particular space. And if you're, let's say, I was a recruiter at Clickhouse and I saw everything before that. I'd be like, that is, that is our person. We are going to go do everything we can to hire that person.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  26. “Yeah, like, you know, people love to put like, oh, I was at President's Club, or like, here's what I did on quota, right? That's like a green flag. When I look at someone's LinkedIn and I can't tell the story for them, so like I'll give an example, all companies that I think are great I love, but imagine you're looking at someone's profile and they're like, yep, I did two years at Snowflake and then I did four years at Lattice and then I did three years at Marquetto. And you look at that and you're like, this is kind of a mishmash of companies. So like what's the story? Where's the expertise that you're building?”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  27. “Yeah. So, yeah, great, great, great job here, right? But like, you know, I look at my LinkedIn. It's like, I'm very critical of everybody else's LinkedIn profiles. I'm the most critical of mine. I need to take a new LinkedIn picture. I like have like a lazy eye in my picture. And it really bothers me every time I look at it. And so when I look at other people's LinkedIn profiles, I'm like, God, what do I think about mine? But when I look at a LinkedIn profile, what's a red flag? Obviously jumping around. I always like, here are some of the other tips, like you discount recommendations. I don't give a shit about how many recommendations I have, but some people do. I just discount that.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  28. “And then, like, you know, look, I don't know. I don't have the perfect LinkedIn. I should probably invest way more in that. You know, everybody at Clay is like a social media star. I'm actually very averse to that because I think that I'm always terrified of saying something really stupid. And like, you know, you look at My LinkedIn. Like you're on a podcast.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  29. “Well, actually, when I see that, I look at it and I'm like, okay, either you're like, I don't know, you're at SCO or the vast majority of them are them speaking at a wedding and you can tell.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  30. “But he was like, look, I'm learning, and yes, there is an end date. There is an expiration date. But like when I see something like that, especially at a company like Salesforce, I'm like, okay, you have your thing. You know what you're doing. You probably have great hobbies outside of work.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  31. “Yeah. I mean, I've spent the last decade at two companies and like I've built something, I've learned a ton. And when that learning curve starts to cap off, like, okay, you start to think about what's next and what's new. I think it's probably like seven years, six to seven years after that, if you've been in a company for eight, nine, ten years, it's like the company is kind of built around you probably. And you've built so much of it to, I don't know the best way to describe it. It's like maybe like putting on someone else's shoes. Now, like I gotta like, I don't know, redo the laces and the insoles all, you know, screwed up. Like, I think it's really tough for someone who's been at a company that long to adjust. And prove me wrong, right? Like I have a friend who is at Heap, which I was at two companies ago, right? He was there for like eight or nine years. And I'd actually like every time that, you know, the LinkedIn anniversary. Your friend has been there for this many. I just like one year I screenshotted it. I sent it to him. I was like, yo, blink twice if you need me to save you.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  32. “Why would I? He's a tever. So we pull up LinkedIn profile and I'd be like, okay, what do you like? What do you see that you like? What do you see that you don't like? And it's actually, there's a certain amount of time that if you spend at any company, it's like kind of a red flag because it's like, can you do something new? Can you operate outside of the bounds of what you've built and what you've done, right?”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  33. “I don't think it's a bad read. I actually, so we're recruiting a lot right now at Clay. And, you know, I see a lot of profiles. I actually ran a training for my team on recruiting last week, the week before. And one of the things that we talked about is like, how do you read a LinkedIn profile? Oh, wow. Right. And we just pulled up people's LinkedIns. We pulled up yours. It was actually really weird. We were like, don't hire this guy. No, I'm kidding. Egotistical action.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  34. “I mean, maybe you can move, maybe you can move into like a different role or like a different subsector of the company, but usually like if you've been there for four or five years, the company is pretty big. There's a lot of structure. There's a lot of process. There's not much more for you to innovate meaningfully. I mean, maybe you could go run the companies like VC fund or something, right? But at the end of the day, like if you leave a company like that and you move to, this is like partially why I joined Clay, right? Like if you leave a company like that and you go to a next gen AI startup, you're going to learn way more. The surface area of what you can actually go and impact is much, much higher. And I think that's what those types of people are excited about, right? Like if you've been at Salesforce for 12, 13, 14 years, like you've probably had an incredible run, you probably really enjoy that and you're probably going to stay there. But like most people are at companies for like four or five years.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  35. “Stay. So, I have a lot of these types of conversations both with peers and with folks that are having this kind of evaluation. And there's two ways to approach it, right? A lot of folks that I talk to are at software companies. They've been there for like four years, five years. The learning curve is kind of flattened out. The phrase that I use to describe how they might feel is like, hey, do you feel like you're kind of like rotting? Like you're not learning a ton more. The learning curve is flattened for you. You're not in an AI space, which I think is like the next phase of things to learn. Almost every time they're like, yeah, that's exactly how I feel. And I'm like, okay, let's fix that then because once you stop learning, like you actually as a person, I think start to settle and then it's just like a process of settling all the way down to the bottom.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  36. “Captured and actionable. You jot down rough notes like you Notepad that helps you focus during or after the call. Help you negotiate, write a follow Really hard to go back Forward slash 2 Three months That's Into clarity”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source

  37. “How do you read a LinkedIn profile? Our quote to OT ratio is like, I think it's like seven and a half. It should be heavily weighted towards overperformance. If I'm giving you a big quota and you're hitting 110% of that, I want you to be making good money. I think as best is when you have 60% of people over 100%, 80% over 80%. You're building a winning culture higher two at a time because then you'll actually see you hire one. You're like, is it good? Is it not good? I don't know. If you hire two, it's pretty clear. Outbound will never be dead.”

    2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source