GTM 39: Leveraging Scarcity and Turning it Into Abundance with Stevie Case

Stevie oversees Vanta’s go-to-market team to support the company’s rapid growth. Stevie brings over 20 years of sales and business development experience to the role, most recently serving as Vice President of Mid-Market Sales at Twilio, running a $425 million business for the market-leading cloud communications platform. Joining as one of their first account executives, Stevie played a pivotal role in establishing Twilio’s enterprise business with key Fortune 500 customers. She helped to grow the sales team from a dozen to over 1,000 team members. Stevie also supports startups, serving as an angel investor and advisor for the past decade.

What You Will Learn:

  • How to succeed in technical sales as a non-technical person and with a non-technical resume.
  • How to look for curiosity in candidates when in the hiring process.
  • Turning a lack of belongingness into an abundance mindset and greater success.
  • Don’t undermine the power of networking.


(1:48) What Stevie attributes her early success to.

(4:20) How revenue leaders and their teams are currently using AI today – building a team for AI revops.

(10:48) What made Stevie reach all-time success in sales during her time at Twilio & how to break into technical sales as a non-technical person.

(13:30) 2 fundamental ways to test for curiosity in an interview process.

(16:10) Stevie’s career-shaping story that turned rejection into fuel.

(22:45) Transitioning from changing from a scarcity mindset to an abundance mindset.

(26:35) Stevie’s mindset shift on the importance of networking in your career.

(33:28) The struggle to hire talent in today’s market.

(35:47) Vantas open roles as of May 2023.

(37:40) Hot take: Resumes don’t matter.

Guest Speaker Link:
Vanta’s Wesbite:

Host Speaker Links:

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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