Carles Reina is VP of Sales at ElevenLabs, where he was the first investor and fourth employee. Carles has scaled the revenue org from Day 1 to over $350M in just 3 years. Carles is also an active investor with investments in ElevenLabs, Revolut, Happy Robot and more.
AGENDA:
00:00 - Is the Traditional CRO Dead in the Age of AI?
01:01 - Building the AI Sales Machine: Agents that Actually Generate Revenue
08:35 - Will AI Shrink the Sales Teams of the Future?
09:51 - The ElevenLabs Masterclass: Why We Set a 20x Sales Quota
11:00 - How to Structure Explosive Sales Accelerators
12:15 - Why You Should Stop Paying Commission on Pilots
14:00 - Customer Success: Is it 'Total Bullshit' or a Growth Engine?
16:15 - The 'Global-First' Fallacy: Why You Need to Open Every Market Now
17:23 - Why Startups Are Wrong to Ignore 20-Year Sales Veterans
19:15 - The Pipeline Construction Secret: Liquidity vs. Whales
24:30 - Forecasting the Unpredictable: How to Hit a $1B Revenue Target
31:55 - The Substitution Threat: Is AI Voice Just a Commodity?
34:10 - Verticalization Mistakes: Lessons from Scaling India
38:40 - The 'IBM Effect': Does Brand Actually Shorten Sales Cycles?
40:15 - Extreme Expectations: Why ElevenLabs is a Hard Company to Work For
42:15 - Internal Leaderboards: How to Use Public Competition to Drive Results
44:20 - Hunting the Obsessed: Identifying the 'Inner Psychopath' in Hires
46:40 - The SaaS Apocalypse: Will Companies Build Their Own CRM?
48:30 - Formula 1 Branding: The Mindset Behind the Audi-Revolut Deal
50:15 - Dinner vs. Conferences: Which Marketing Channels Actually Scale?
52:45 - Designing Un-Salesy Content: How to Run a Legendary Summit
54:20 - CVC Strategy: Turning Corporate Investors into Distribution Channels
01:01:45 - The Globalization Nightmare: Why You Can't Sell in English Everywhere
01:06:45 - Operator-Investors: Can You Be a High-Performer and a VC Simultaneously?
01:11:30 - Unit Economics in AI: Why Good Early Numbers Might Mean Failure
01:18:25 - The Next Wave: Why Foundational Model Consolidation is Inevitable
