PLG can create explosive growth, but it can also mask fundamental gaps in execution, capacity, and long-term durability. As AI-native companies scale at unprecedented speed, revenue leaders face a new tension: how to convert bottom-up adoption into enterprise value without breaking the system that fueled growth. Brian McCarthy joins to unpack how Cursor is navigating this shift, why sales execution becomes the moat in a world of swappable technology, and what it takes to build a go-to-market machine that keeps pace with innovation while deepening customer trust.
Brian McCarthy is President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the company from $118M to $1.5B in ARR. He is known for building high-performance revenue organizations and execution-focused cultures in complex enterprise environments.
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Key takeaways from this episode:
- 03:30 – Why great leaders know when to step away, and how building a successor is the true test of an execution machine
- 09:50 – What to look for in a once-in-a-career opportunity, and why timing matters more than brand or hype
- 17:03 – How PLG success created a capacity crisis, and why too much demand can degrade customer experience
- 29:29 – The decision to radically reduce account load, and how focus enables better selling and better buying experiences
- 32:16 – Why champions, not features, drive revenue, and how to intentionally build them across the organization
- 38:19 – The required balance between bottom-up adoption and top-down value selling in technical markets
- 41:31 – Why “clock speed” is the defining trait of modern sellers, and how enablement must fuel continuous learning
- 49:09 – The shift from tools to AI factories, and what it means for the future of software development and selling
- 52:01 – Why culture, trust, and human relationships remain the durable moat in a world of rapidly changing technology
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
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