Vibescaling Podcast

Fewer Reps, More Pipeline: How AI-Native GTM Teams Are Doing More With Less w/ Jason Miller, VP Sales @ Unify

Apr 14, 2026
Guest
Jason Miller
Jason Miller, VP of Sales at Unify and former Monday.com sales leader who scaled teams through hypergrowth and IPO. He dives into signal-based selling and bespoke buyer signals. He explains why some data sources are off-limits and how to combine signals, enrichment, and sequencing. He also covers hiring philosophy, building high-leverage reps, and the ideal AI-native GTM toolset.
Ask episode
AI Snips
Chapters
Books
Transcript
Episode notes
ADVICE

Hire Into Teams That Share Good And Bad Transparently

  • Vet founders for transparency and how they handle feedback during interviews before joining an executive team.
  • Jason chose Unify because founders openly shared strengths and weaknesses and solicited his input on GTM strategy.
ADVICE

Prevent Hiring On One Shiny Signal

  • Avoid letting one standout trait override an otherwise weak interview; use a structured scorecard and panel to keep the hiring bar high.
  • Jason regretted hiring a candidate who asked for a redo after feedback — a shiny signal that distracted from other weaknesses.
ADVICE

Treat Interviews Like Sales Cycles With High-Value Followups

  • Treat the interview like a sales cycle and deliver value in follow-ups instead of generic thank-yous.
  • Jason says few candidates reference what they learned or tie their background to a specific company insight in follow-ups.
Get the Snipd Podcast app to discover more snips from this episode
Get the app