Vibescaling Podcast Episode 1: Todd Busler, CEO @ Champify | The 0-1 Sales Playbook & GTM Career Guide
Pick Roles By Deal Size Versus Quota
- Evaluate the rep role by the ratio of average deal size to quota when choosing companies.
- Todd warns that 25 small deals/year makes blowouts hard, whereas one big deal can cover a large portion of quota.
Sabbatical Gave Clarity Before Joining VC Ops
- Todd took three months off, surfed in Peru, and reset before joining Unusual Ventures.
- That break helped him realize he needed distance and allowed him to evaluate VC as a learning step rather than an endpoint.
Fractional GTM Can Replace Founder Learning
- Early-stage GTM often duplicates founders' own work and may short-circuit founders' learning.
- Todd observed Unusual placing operators into startups to build initial sales motions that founders arguably should own.
Episode Description:
Todd Busler is the CEO of Champify, a sales intelligence platform helping teams build pipeline through champion and user tracking.
Before Champify, Todd was a founding AE at Heap, scaling the company from $300K to $40M in ARR over six years. He started his career as one of the first 10 sellers at Square after working as a sales engineer at SAP, and spent time in venture capital at Unusual Ventures leading go-to-market operations.
He joined us to talk all things 0 to 1 sales, how to choose your next GTM opp, the pros/cons of VC vs. operator, and plenty of other topics that touch on the intersection of GTM + AI + startups.
Discussed in this episode:
- How to stand out when applying to hot startups
- Why sales engineers might be the better starting point than BDR roles in the AI era
- The two criteria Todd used to pick every company
- Learning from mentors without working for them
- The real reasons to transition from operator to VC (and why Todd went back to operating)
- Why templated SDR cadences are dead and how email is becoming "low-cost advertising"
- The split in modern sales: nerdy clay users running scaled campaigns vs. reps doing highly personalized creative work
- What curiosity actually means in sales interviews
- The two flavors of curiosity that predict sales success: understanding the competitive landscape + learning business economics
- What books/podcasts Chris & Todd are reading/listening to
- How to be intentional about "what game you want to play" in your career
Episode Highlights:
(00:00) Standing Out: How to Get Hired at Hot Startups
(09:00) Navigating Career Decisions with Intention
(18:09) The Transition to Venture Capital at Unusual
(26:47) The Future of Sales: AI, Personalization, and Dead Tactics
(29:54) Exploring the Path from VC Back to Operating
(32:32) The Challenges of 0-1 Sales and Building Pipeline
(34:56) Building Champify: Product Insights and GTM Strategy
(39:28) Effective Strategies for Booking Meetings in 2025
(42:17) Leveraging AI in Modern Sales Organizations
(53:58) Personal Growth, Community, and Tribe Mentality in Business
About VibeScaling Podcast:
The VibeScaling podcast interviews GTM leaders and investors at top AI startups and early-stage companies.
Every week, host Chris Balestras, partner @ VibeScaling (an advisory, recruiting, investing, & media firm for seed through series D AI-natives) sits down with operators from the fastest-growing AI natives and SaaS companies to break down what's actually working in go-to-market today.
No fluff, no theory - just honest, tactical insights from people in the trenches building the next generation of AI breakouts.
About VibeScaling:
VibeScaling is an advisory, recruiting, investing, & media firm for seed through series D AI-natives scaling from 0 to $100M ARR.
Where to Find VibeScaling: