April 23, 2025
Why Zuma Went from 3 AEs to 0 and Closed More Deals, with CEO Shiv Gettu
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Ryan Walsh went from CRO of a public software company to cold-DMing reps on LinkedIn to get his startup off the ground.In this episode, he breaks down how he built RepVue from zero to over 360,000 reviews and 30,000+ sales org profiles.
We cover his journey from founder-led sales to a repeatable sales motion, what it took to build the data flywheel, and how he layered on a second revenue stream when the hiring market crashed.
You’ll learn:
- Why Ryan waited until $2M ARR to hire his first AEs
- How RepVue built its outbound motion without SDRs
- The sales tech stack and onboarding plan they use for new reps- How they accidentally unlocked a second line of business selling data to investors
- What makes a sales org truly attractive to top-performing reps
Whether you’re building your GTM motion or figuring out when to scale beyond founder-led sales, this episode is packed with hard-earned insights.Watch the full conversation and subscribe for more episodes each week.
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