HeyJaredInside The Pipeline
throxy (yc x25) helps businesses selling into traditional industries scale faster. Our new podcast brings our favourite founders, GTM specialists and investors into our London office.
- Indexed episodes, last 90 days
- 7
- Latest publication
- Sep 2, 2026
- Audience
- Checking…
- Earliest in this view
- Jul 7, 2026
Latest episodes
19. Laura Bartkiewicz, Senior Sales Manager at Ironclad - From LinkedIn and Figma to Ironclad, Why Sales Is Chess Not Checkers and How AI Speeds Up B2B SaaS Deals (opens the original)
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Laura Bartkiewicz is a Senior Sales Manager at Ironclad, the contract lifecycle management (CLM) platform that passed $200 million in ARR in February 2026. She graduated in Boston as the housing market collapsed, started in recruitment, then used LinkedIn to find a visa sponsor and move to Sydney. There she joined LinkedIn's sales team in 2014, two years before the Microsoft acquisition, running outbound with Outlook mail merges, Salesforce and cold calls. She later moved to London with Beamery,
18. Conor Hyland, GTM at ComplyAdvantage - Why High-Performance Sales Teams Are Built on Trust (opens the original)
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Conor Hyland is Regional Vice President of GTM for EMEA at ComplyAdvantage, the AI company helping enterprises fight financial crime. He started his career selling on the shop floor at Ted Baker, worked across the Middle East, then moved into SaaS before joining GoCardless as an Enterprise Account Executive and progressing into sales leadership. He later joined ComplyAdvantage to help build its sales-led growth motion, hire the team and bring more process and rigor to how the business goes after
17. Will Tomlins, RVP of Mid-Market & Enterprise at Wiz - Why "Pain and Champion" Still Wins Enterprise Sales (opens the original)
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Will Tomlins is Regional Vice President of Mid-Market and Enterprise Sales at Wiz, the cloud security platform Google acquired for roughly $32 billion in the its largest acquisition to date. He spent almost 11 years at Canon, then three years at AWS leading commercial and financial services sales teams. He joined Wiz in June 2025, weeks after the Google deal was announced, and was still there nine months later when it actually closed. Will breaks down why "pain and champion" remain the two thing
16. Jay Mirpuri, GTM Lead at Light - From a Failed AI Startup to Building an Outbound Sales Engine, Why Cold Calling Still Wins in B2B Sales (opens the original)
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Jay Mirpuri leads GTM at Light, an AI native finance platform, and he built its cold calling program from nothing into a team that books 30 to 35 meetings a week. Before that, his first startup failed. He built Alchemy, an AI marketing agency, moved to London to launch it, and struggled without local connections or a clear customer profile. So he cold messaged Jonathan Sanders, founder of Light, using a three pronged pitch built on his own founder story and a shared CFA Level 1. It worked, and h
15. Callum Matthews-Mackay, Head of Sales at Onetrace - Selling Compliance Software to Fire Safety's Hardest-to-Reach Buyers (opens the original)
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Callum Matthews-Mackay leads sales at Onetrace, the compliance software fire protection subcontractors use to prove installations were done right, turning what used to be a paperwork scramble into a one click report. Before Onetrace, he spent over a decade selling into industries nobody else wanted to touch: corporate partnerships at Macmillan Cancer Support (Nestlé, Morrisons, a four year Pizza Express deal, over £1m in new business), the £700bn interior design trade at eporta, and hospitality
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