Last Received
dingodavesubstack
Sun, 08 Mar 2026 01:55
pick
Sat, 07 Mar 2026 22:24
vanchina2
Sat, 07 Mar 2026 17:55
support
Sat, 07 Mar 2026 17:42
codenewsletter
Sat, 07 Mar 2026 16:06
fjart
Sat, 07 Mar 2026 15:32
eatingwell
Sat, 07 Mar 2026 15:13
geeksoutfit
Sat, 07 Mar 2026 15:00
drop
Sat, 07 Mar 2026 14:52
thedeepview
Sat, 07 Mar 2026 14:35
Newest Addresses
thedeepview
Tue, 03 Mar 2026 14:28
serviice
Fri, 27 Feb 2026 17:50
geeksoutfit
Fri, 20 Feb 2026 19:19
enron
Thu, 12 Feb 2026 00:25
eatingwell
Sun, 01 Feb 2026 18:13
snopes
Tue, 27 Jan 2026 14:05
stechnique
Mon, 26 Jan 2026 17:35
techniquee
Fri, 23 Jan 2026 20:58
n004123050
Wed, 07 Jan 2026 16:19
balmar
Wed, 07 Jan 2026 15:02
Last Read
ztr
Sun, 08 Mar 2026 02:08
china2
Sun, 08 Mar 2026 02:08
ail
Sun, 08 Mar 2026 02:08
bby
Sun, 08 Mar 2026 02:08
mydailymoment
Sun, 08 Mar 2026 02:08
by
Sun, 08 Mar 2026 02:08
nomailnn
Sun, 08 Mar 2026 02:08
jonbobby
Sun, 08 Mar 2026 02:08
liamonnn
Sun, 08 Mar 2026 02:07
cb322c5
Sun, 08 Mar 2026 02:07
Most Received
ail
129480
gp6
110822
jonbobby
85072
gp6dd
84471
bobby
64066
mydailymoment
61015
cb322c5
57039
vanchina2
56249
liamont
53714
funnyordie
52238
Available Messages
The following is a list of recent messages for ztr. Select one to see the content. Messages are removed frequently. Check early. Check often.
Subject
Received
Listen: Snowflake’s former CRO on scaling from $0 to $3 .5B (and surviving 4 CEOs)
Sun, 01 Mar 2026 15:13:27 GMT
Do you really need a forward deployed engineer?
Tue, 24 Feb 2026 16:57:21 GMT
Listen: Most CROs are salespeople. Vanta’s CRO says tha t's changing
Sun, 22 Feb 2026 16:10:14 GMT
Listen: Why Rippling’s VP of Design thinks speed improv es quality
Sun, 15 Feb 2026 16:04:14 GMT
A new podcast from First Round: How the top 0.001% of scaleup execs operate
Thu, 05 Feb 2026 18:42:24 GMT
Mastering the skill of company-building, from Applied Intuition ’s founder
Wed, 28 Jan 2026 16:45:52 GMT
What cold-calling from a closet taught Gusto’s founder about PMF
Tue, 20 Jan 2026 17:22:00 GMT
The unconventional growth levers that made Canva a $42B company
Tue, 13 Jan 2026 16:59:32 GMT
The best company building advice we heard in 2025
Tue, 06 Jan 2026 16:58:00 GMT
The most honest lessons about the path to product-market fit
Fri, 19 Dec 2025 17:34:48 GMT
Selected Message
From: review@...
To: [email protected]
Date: Sun, 22 Feb 2026 16:10:14 GMT
Subject: Listen: Most CROs are salespeople. Vanta’s CRO says that's changing
To: [email protected]
Date: Sun, 22 Feb 2026 16:10:14 GMT
Subject: Listen: Most CROs are salespeople. Vanta’s CRO says that's changing
- HTML Content
- HTML Source
- Plain Text
HTML Content
HTML Source
<!doctype html>
<html>
<head>
<meta name="viewport" content="width=device-width">
<meta http-equiv="Content-Type" content="text/html; charset=UTF-8">
<!--[if mso]><xml><o:OfficeDocumentSettings><o:PixelsPerInch>96</o:PixelsPerInch><o:AllowPNG/></o:OfficeDocumentSettings></xml><![endif]-->
<title>Listen: Most CROs are salespeople. Vanta’s CRO says that's changing</title>
<style>
.post-title-link {
display: block;
margin-top: 32px;
color: #15212A;
text-align: center;
line-height: 1.1em;
}
.post-title-link-left {
text-align: left;
}
.view-online-link {
word-wrap: none;
white-space: nowrap;
color: #15212a;
color: rgba(0, 0, 0, 0.6);
text-decoration: underline !important;
}
.kg-nft-link {
display: block;
text-decoration: none !important;
color: #15212A !important;
font-family: inherit !important;
font-size: 14px;
line-height: 1.3em;
padding-top: 4px;
padding-right: 20px;
padding-left: 20px;
padding-bottom: 4px;
}
.kg-twitter-link {
display: block;
text-decoration: none !important;
color: #15212A !important;
font-family: inherit !important;
font-size: 15px;
padding: 8px;
line-height: 1.3em;
}
.kg-cta-link-accent .kg-cta-sponsor-label a {
color: #62DCAD !important;
}
.kg-cta-text a:not(.kg-cta-link-accent .kg-cta-text a) {
color: #15212A;
text-decoration: underline;
}
.kg-cta-link-accent .kg-cta-text a {
color: #62DCAD !important;
}
.kg-audio-link {
color: #15212a !important;
color: rgba(0, 0, 0, 0.6) !important;
}
@media only screen and (max-width: 620px) {
table.body {
width: 100%;
min-width: 100%;
}
.hide-mobile {
display: none;
}
.mobile-only {
display: initial !important;
}
.hide-desktop {
display: initial !important;
}
.desktop-only {
display: none !important;
}
table.body p,
table.body ul,
table.body ol,
table.body td {
font-size: 16px;
}
table.header .post-excerpt {
font-size: 16px !important;
}
table.body .kg-callout-card {
padding: 16px 24px !important;
}
table.body .kg-callout-text {
font-size: 16px !important;
line-height: 1.5em !important;
}
table.body pre {
white-space: pre-wrap !important;
word-break: break-word !important;
}
table.body .content {
padding: 0 !important;
}
table.body .container {
padding: 0 !important;
width: 100% !important;
}
table.body .main,
table.header .header-main {
border-spacing: 10px 0 !important;
border-left-width: 0 !important;
border-radius: 0 !important;
border-right-width: 0 !important;
}
table.body .img-responsive {
height: auto !important;
max-width: 100% !important;
width: auto !important;
}
table.header .site-icon {
padding-top: 0 !important;
}
table.header .site-info {
padding-top: 24px !important;
}
table.header .post-title-link {
margin-top: 24px !important;
}
table.header .post-meta-wrapper {
padding-bottom: 24px !important;
}
table.header .site-icon img {
width: 36px !important;
height: 36px !important;
}
table.header .site-url a {
font-size: 13px !important;
padding-bottom: 16px !important;
}
table.header .post-meta,
table.header .post-meta-date {
white-space: normal !important;
font-size: 13px !important;
line-height: 1.2em;
}
table.header .post-meta,
table.header .view-online {
width: 100% !important;
}
table.header .post-meta-left,
table.header .post-meta-left.view-online {
width: 100% !important;
text-align: left !important;
}
table.header .post-meta.view-online-mobile {
display: table-row !important;
}
table.header .post-meta-left.view-online-mobile,
table.header .post-meta-left.view-online-mobile .view-online {
text-align: left !important;
}
table.header .post-meta.view-online.desktop {
display: none !important;
}
table.header .view-online {
text-decoration: underline;
}
table.body .footer p,
table.body .footer p span {
font-size: 13px !important;
}
table.header .view-online-link,
table.body .footer,
table.body .footer a {
font-size: 13px !important;
}
table.header .post-title a {
font-size: 26px !important;
line-height: 1.1em !important;
}
table.feedback-buttons {
display: table !important;
width: 100% !important;
max-width: 390px;
}
table.feedback-buttons img {
display: inherit !important;
}
table.body .feedback-button-text {
display: none!important;
}
table.body .latest-posts-header {
font-size: 12px !important;
}
table.body .latest-post-title {
padding-right: 8px !important;
}
table.body .latest-post h4,
table.body .latest-post h4 span {
padding: 4px 0 6px !important;
font-size: 15px !important;
}
table.body .latest-post-excerpt,
table.body .latest-post-excerpt a,
table.body .latest-post-excerpt span {
font-size: 13px !important;
line-height: 1.2 !important;
}
table.body .subscription-box h3 {
font-size: 14px !important;
}
table.body .subscription-box p,
table.body .subscription-box p span {
font-size: 13px !important;
}
table.body .subscription-details,
table.body .manage-subscription {
display: inline-block;
width: 100%;
text-align: left !important;
font-size: 13px !important;
}
table.body .subscription-details {
padding-bottom: 12px;
}
table.body .kg-bookmark-card {
width: 90vw;
}
table.body .kg-bookmark-thumbnail {
display: none !important;
}
table.body .kg-bookmark-metadata span {
font-size: 13px !important;
}
table.body .kg-embed-card {
max-width: 90vw !important;
}
table.body h1 {
font-size: 32px !important;
line-height: 1.3em !important;
}
table.body h2,
table.body h2 span {
font-size: 26px !important;
line-height: 1.22em !important;
}
table.body h3 {
font-size: 21px !important;
line-height: 1.25em !important;
}
table.body h4 {
font-size: 19px !important;
line-height: 1.3em !important;
}
table.body h5 {
font-size: 16px !important;
line-height: 1.4em !important;
}
table.body h6 {
font-size: 16px !important;
line-height: 1.4em !important;
}
table.body blockquote {
font-size: 16px !important;
line-height: 1.6em;
margin-bottom: 0;
}
table.body blockquote p {
margin-right: 15px !important;
margin-left: 15px !important;
}
table.body blockquote.kg-blockquote-alt {
border-left: 0 none !important;
margin: 0 !important;
font-size: 18px !important;
line-height: 1.4em !important;
}
table.body blockquote.kg-blockquote-alt p {
margin-right: 20px !important;
margin-left: 20px !important;
}
table.body hr {
margin: 2em 0 !important;
}
.feature-image-caption {
font-size: 13px!important;
}
.kg-card-figcaption {
font-size: 13px!important;
}
.kg-card-figcaption p,
.kg-card-figcaption p span {
font-size: 13px!important;
}
table.body .kg-cta-card {
padding: 0 20px;
}
table.body .kg-cta-card.kg-cta-bg-none {
padding: 0;
}
table.body .kg-cta-sponsor-label {
padding: 10px 0;
}
table.body table.kg-cta-content-wrapper:not(.kg-cta-bg-none.kg-cta-no-dividers table.kg-cta-content-wrapper) {
padding: 20px 0;
}
table.body .kg-cta-immersive.kg-cta-has-img:not(.kg-cta-bg-none):not(.kg-cta-no-label) table.kg-cta-content-wrapper {
padding-top: 0;
}
table.body .kg-cta-minimal .kg-cta-image-container {
padding-right: 20px;
}
table.body .kg-cta-immersive .kg-cta-image-container {
padding-bottom: 20px;
}
table.body .kg-cta-immersive.kg-cta-no-text .kg-cta-image-container {
padding-bottom: 0;
}
table.body .kg-cta-button-container {
padding-top: 16px;
}
table.body .kg-cta-minimal .kg-cta-image-container {
display: inline-block !important;
width: 100% !important;
padding: 0 !important;
padding-bottom: 16px !important;
padding-right: 0 !important;
}
table.body .kg-cta-minimal .kg-cta-content-inner {
display: inline-block !important;
width: 100% !important;
padding: 0 !important;
}
table.body .kg-cta-minimal img.kg-cta-image {
width: 52px !important;
height: 52px !important;
}
}
@media all {
.subscription-details p.hidden {
display: none !important;
}
.ExternalClass {
width: 100%;
}
.ExternalClass,
.ExternalClass p,
.ExternalClass span,
.ExternalClass font,
.ExternalClass td,
.ExternalClass div {
line-height: 100%;
}
.apple-link a {
color: inherit !important;
font-family: inherit !important;
font-size: inherit !important;
font-weight: inherit !important;
line-height: inherit !important;
text-decoration: none !important;
}
#MessageViewBody a {
color: inherit;
text-decoration: none;
font-size: inherit;
font-family: inherit;
font-weight: inherit;
line-height: inherit;
}
}
</style>
<!--[if mso]>
<style type="text/css">
ul, ol { margin-left: 1.5em !important; }
</style>
<![endif]-->
</head>
<body data-testid="email-preview-body" style="background-color: #fff; font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; -webkit-font-smoothing: antialiased; font-size: 18px; line-height: 0; margin: 0; padding: 0; -ms-text-size-adjust: 100%; -webkit-text-size-adjust: 100%; color: #15212A;">
<span class="preheader" style="color: transparent; display: none; height: 0; max-height: 0; max-width: 0; opacity: 0; overflow: hidden; mso-hide: all; visibility: hidden; width: 0;">Stevie Case joins Executive Function</span>
<!-- SPACING TO AVOID BODY TEXT BEING DUPLICATED IN PREVIEW TEXT -->
<div style="display:none; max-height:0; overflow:hidden; mso-hide: all;" aria-hidden="true" role="presentation">
 ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­  
</div>
<!-- HEADER WITH FULL-WIDTH BACKGROUND -->
<!-- MAIN CONTENT AREA -->
<table role="presentation" border="0" cellpadding="0" cellspacing="0" class="body" width="100%" style="border-collapse: separate; mso-table-lspace: 0pt; mso-table-rspace: 0pt; width: 100%; line-height: 1.4; background-color: #ffffff;" bgcolor="#ffffff">
<!-- Outlook doesn't respect max-width so we need an extra centered table -->
<!--[if mso]>
<tr>
<td>
<center>
<table border="0" cellpadding="0" cellspacing="0" width="600">
<![endif]-->
<tr>
<td style="font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; font-size: 18px; vertical-align: top; color: #15212A;" valign="top"> </td>
<td class="container" style="font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; font-size: 18px; vertical-align: top; color: #15212A; display: block; max-width: 600px; margin: 0 auto;" valign="top">
<div class="content" style="box-sizing: border-box; display: block; margin: 0 auto; max-width: 600px;">
<table role="presentation" border="0" cellpadding="0" cellspacing="0" class="main" width="100%" style="border-collapse: separate; mso-table-lspace: 0pt; mso-table-rspace: 0pt; border-spacing: 20px 0; width: 100%; max-width: 600px; background: #ffffff; background-color: #ffffff;" bgcolor="#ffffff">
<tr>
<td class="wrapper" style="font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; font-size: 18px; vertical-align: top; color: #15212A; box-sizing: border-box;" valign="top">
<table role="presentation" border="0" cellpadding="0" cellspacing="0" width="100%" data-testid="email-preview-content" style="border-collapse: separate; mso-table-lspace: 0pt; mso-table-rspace: 0pt; width: 100%;">
<tr class="post-content-row">
<td class="post-content-sans-serif" style="font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; vertical-align: top; font-size: 17px; line-height: 1.5em; color: #15212A; padding-bottom: 20px; border-bottom: 1px solid #e0e7eb; padding-top: 32px; max-width: 600px;" valign="top">
<!-- POST CONTENT START -->
<p style="margin: 0 0 1.5em 0; line-height: 1.6em; color: #15212A;"><em>Vanta CRO Stevie Case is on Executive Function this week to unpack how revenue leadership is evolving in the AI era.</em></p><div class="kg-card kg-image-card" style="margin: 0 0 1.5em; padding: 0;"><a href="https://email2.firstround.com/c/eJxUj0tq7DAQRVcjzdSUSp-SBho8eHgf-lUsYreDre5AVh_SZJLhvRw4nJZK0d7KnjSRJvI2kOx7HpsaLfkYCwauIUMJDAC6YwuuyjV1cqyZIQRAowmri9Zo7C5H33p2ciQE9ICI2kMAd7MYobgGjm22DUlY4HFe8zwe93arxy63tM75cQnzT-AicDn7c_TP21_q5xe4OKNjtp6EWXZh_pvCELCCarp6ZdkGFdGw4koUdTSNwMkzfc1TWNhG3o_7SzlTeWzv6lUsZ3pbj2v-rmfC7wAAAP__0a1Tcw" style="overflow-wrap: anywhere; color: #62DCAD; text-decoration: underline;" target="_blank"><img src="https://review.firstround.com/content/images/size/w1600/2026/02/Stevie-5.png" class="kg-image" alt loading="lazy" width="600" height="338" style="border: none; -ms-interpolation-mode: bicubic; max-width: 100%; display: block; margin: 0 auto; height: auto; width: auto;"></a></div><h3 id="listen-now-youtube-apple-spotify" style="margin-top: 0; font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; line-height: 1.11em; font-weight: 700; text-rendering: optimizeLegibility; margin: 1.5em 0 0.5em 0; font-size: 26px; color: #15212A;">Listen now: <a href="https://email2.firstround.com/c/eJxUj0tq7DAQRVcjzdSUSp-SBho8eHgf-lUsYreDre5AVh_SZJLhvRw4nJZK0d7KnjSRJvI2kOx7HpsaLfkYCwauIUMJDAC6YwuuyjUFjtkzlaqhe08xa-N0dahjcdn6KkdCQA-IqD0EcDeLEYpr4Nhm25CEBR7nNc_jcW-3euxyS-ucH5cw_wQuApezP0f_vP2lfn6BS46UOeYizLIL898UhoAVVNPVK8s2qIiGFVeiqKNpBE6e6WuewsI28n7cX8qZymN7V69iOdPbelzzdz0TfgcAAP__RrlUYg" rel="noopener noreferrer" style="overflow-wrap: anywhere; color: #62DCAD; text-decoration: underline;" target="_blank">YouTube</a> | <a href="https://email2.firstround.com/c/eJxUj81qLCEQRp9Gdw5lWVq6cHHh0u_R_lRG0j0depwJ5OlDhmyy_D4OHE7LpdhAumfLbJkDRdZ9X8dmRsshpYJRalyhRAEA27FFX_U122Zt545VgrBIKNAisxB4JCk16JERMAAi2gAR_IUwQfENvNBKDVkRyDjv8zwet3apx663fJ3z467cP4WLwuXsz9E_L3-pn1_h4mK3BMLKLbty_10RiFjBNFuDIaFoEjoxUpmTTa4xeH3mr3kqgm2s-3F7KWcuj-3dvIr1zG_X4z5_1zPjdwAAAP__iLxUZA" rel="noopener noreferrer" style="overflow-wrap: anywhere; color: #62DCAD; text-decoration: underline;" target="_blank">Apple</a> | <a href="https://email2.firstround.com/c/eJxUj0tqxDAQBU8j7WRarU-3FloEgu-hjxWL2ONgayaQ04cM2czyPQqKqjFn7a1coibSRN4yyWVPfVO9Rh9CRm6FE2RuAKAXrOyKXKMJyVMGrVGH4Mg4qzNbrpzZcC1O9oiAHhBRe2Bwk8UA2VVwzSZbkYSF1s9rnMf9Vqdy7HKL6xhflzBvAmeB87k8-vI9vVJ_v8A5uZAMZRRm3oV5N7kBYwFVdfHKNssqoGmqFaKgg6kETp7xZ5zCwtbTftyeyhHzfftUz2I54sd6XON_PSL-BgAA__9_flNF" rel="noopener noreferrer" style="overflow-wrap: anywhere; color: #62DCAD; text-decoration: underline;" target="_blank">Spotify</a></h3><p style="margin: 0 0 1.5em 0; line-height: 1.6em; color: #15212A;">“In 2028, CROs will need to be systems-first instead of human capacity-first. That's not to say we won’t have large go-to-market teams, but we’re going to have to have CROs who know both sides of that equation. <strong style="font-weight: 700;">And I think less than 10% of current CROs are capable of making that transition</strong>.”</p><p style="margin: 0 0 1.5em 0; line-height: 1.6em; color: #15212A;"><strong style="font-weight: 700;">Stevie Case</strong> is no ordinary revenue exec. A former pro gamer, she found her way into sales when a mentor took a chance on her, climbing her way up as a sales leader at <strong style="font-weight: 700;">Twilio</strong> before joining <strong style="font-weight: 700;">Vanta</strong> as CRO.</p><p style="margin: 0 0 1.5em 0; line-height: 1.6em; color: #15212A;">She sat down with First Round Partner Brett Berson to dissect how she operates as CRO today, and how she thinks her role is going to change over the next few years.</p><p style="margin: 0 0 1.5em 0; line-height: 1.6em; color: #15212A;">She shares:</p><ul style="margin: 0 0 1.5em 0; line-height: 1.6em; padding-left: 1.3em; padding-right: 1.5em; list-style: disc; max-width: 100%;"><li style="margin: 0.5em 0; padding-left: 0.3em; line-height: 1.6em; color: #15212A;"><strong style="font-weight: 700;">What founders get wrong about early sales hire</strong>: Founders filter for pedigree when looking for the first sales hire, when they should be looking for hunger. “A lot of times founders are hiring for someone with shiny logos on their resume. But the right profile for a first sales hire in your company is probably not that big logo person. You need what we call a Renaissance rep, somebody who’s more creative, more entrepreneurial. They're not necessarily going to have the prettiest resume.”</li><li style="margin: 0.5em 0; padding-left: 0.3em; line-height: 1.6em; color: #15212A;"><strong style="font-weight: 700;">Why “Midwest assassin” is such a powerful seller persona</strong>: "We've got this Midwestern vibe of people at Vanta who feel like they're outsiders and have this hunger," she says. To find those people, Stevie asks candidates to describe a time they had to grind to get an outcome they wanted, personal or professional, playing close attention to how they tell that story. “When people tell you the story of something they had to really work hard to achieve, you either hear somebody who is ultra-confident and tells you how everything went right, or somebody who can own the things they did wrong."</li><li style="margin: 0.5em 0; padding-left: 0.3em; line-height: 1.6em; color: #15212A;"><strong style="font-weight: 700;">Why the next generation of CROs will be technical</strong>: Stevie says CROs in 2028 won’t necessarily have a profile like hers. “You're going to see people who have enough exposure to sales, but also are technical and get systems. It could be someone with a growth, RevOps or GTM engineering background, and it won’t necessarily be somebody who came up through 10-plus years of selling.”</li></ul><table class="kg-card kg-button-card" border="0" cellpadding="0" cellspacing="0" style="border-collapse: separate; mso-table-lspace: 0pt; mso-table-rspace: 0pt; width: 100%;" width="100%"><tbody><tr><td class="kg-card-spacing" style="font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; font-size: 18px; vertical-align: top; color: #15212A; padding: 0 0 1.5em 0;" valign="top"><table class="btn" border="0" cellspacing="0" cellpadding="0" align="center" style="border-collapse: separate; mso-table-lspace: 0pt; mso-table-rspace: 0pt; box-sizing: border-box; width: auto;" width="auto"><tbody><tr><td align="center" style="font-size: 18px; vertical-align: top; color: #15212A; padding: 8px 20px 9px; background-color: #62DCAD; border-radius: 6px; text-align: center; font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif;" valign="top" bgcolor="#62DCAD"><a href="https://email2.firstround.com/c/eJxUj81q6zAQRp9G2jmMxvoZLbS4cPF7eDSaRtSOi6Ok0KcvDd10-X0cOBwpzC5624pLyaUUPSXb9rVvU5cSc2YkrbQCkwKAaygUqr0W9NFREFDKrFCVWQgEEksDRsq2FwSMgIguAkG4eMzAQSCoX71gMh60n_dxHo-bXOqx261cx_i4m_mfwcXgcrZnb5-Xv9TPb3BRReQ1BTMvu5n_z6xAWGESV-Pk1dOUcdZJa0rZ5VkSBHuWr3EaD1tf9-P2Uo7Cj-19ehXbUd6ux338rmfB7wAAAP__n-xUuA" style="overflow-wrap: anywhere; box-sizing: border-box; color: #FFFFFF; cursor: pointer; display: inline-block; font-size: 15px; font-weight: 600; margin: 0; text-decoration: none;" target="_blank">Listen to the episode</a></td></tr></tbody></table></td></tr></tbody></table><p style="margin: 0 0 1.5em 0; line-height: 1.6em; color: #15212A;">We’ve got a lot more interviews lined up in the coming weeks. Here are some of the incredible execs you’ll be able to learn from:</p><ul style="margin: 0 0 1.5em 0; line-height: 1.6em; padding-left: 1.3em; padding-right: 1.5em; list-style: disc; max-width: 100%;"><li style="margin: 0.5em 0; padding-left: 0.3em; line-height: 1.6em; color: #15212A;"><strong style="font-weight: 700;">Chris Degnan</strong>, former CRO at <strong style="font-weight: 700;">Snowflake</strong></li><li style="margin: 0.5em 0; padding-left: 0.3em; line-height: 1.6em; color: #15212A;"><strong style="font-weight: 700;">David Singleton</strong>, former CTO at <strong style="font-weight: 700;">Stripe</strong></li><li style="margin: 0.5em 0; padding-left: 0.3em; line-height: 1.6em; color: #15212A;"><strong style="font-weight: 700;">Katie Burke</strong>, COO at <strong style="font-weight: 700;">Harvey</strong></li><li style="margin: 0.5em 0; padding-left: 0.3em; line-height: 1.6em; color: #15212A;"><strong style="font-weight: 700;">Sheila Joglekar Vashee</strong>, CMO at <strong style="font-weight: 700;">Figma</strong></li></ul><table class="kg-card kg-button-card" border="0" cellpadding="0" cellspacing="0" style="border-collapse: separate; mso-table-lspace: 0pt; mso-table-rspace: 0pt; width: 100%;" width="100%"><tbody><tr><td class="kg-card-spacing" style="font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; font-size: 18px; vertical-align: top; color: #15212A; padding: 0 0 1.5em 0;" valign="top"><table class="btn" border="0" cellspacing="0" cellpadding="0" align="center" style="border-collapse: separate; mso-table-lspace: 0pt; mso-table-rspace: 0pt; box-sizing: border-box; width: auto;" width="auto"><tbody><tr><td align="center" style="font-size: 18px; vertical-align: top; color: #15212A; padding: 8px 20px 9px; background-color: #62DCAD; border-radius: 6px; text-align: center; font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif;" valign="top" bgcolor="#62DCAD"><a href="https://email2.firstround.com/c/eJxUj81qLCEQRp9Gdw5lWf4tXFy49HuopWlJ93TodiaQpw8Zssny-zhwOJxK0Y5kS9p77b2j4GXb89jU4ORiLBh6DRlK6ACgG3KwVa4JcqZoWSMxRlOzZm8sR6YY0GiT5UgI6AARtYMA9kYYoVgG2ykToxcEfZzXPI_HnW_12OWW1jk_LmH-CVwELmd7jvZ5-0v9_AKXYNG1ylmYZRfmvykdAlZQrKtT1CmoiKarXr2POhr2YOWZvuYpCLaR9-P-Us5UHtu7ehXLmd7W45q_65nwOwAA___-4FPz" style="overflow-wrap: anywhere; box-sizing: border-box; color: #FFFFFF; cursor: pointer; display: inline-block; font-size: 15px; font-weight: 600; margin: 0; text-decoration: none;" target="_blank">Take me to Executive Function</a></td></tr></tbody></table></td></tr></tbody></table>
<!-- POST CONTENT END -->
</td>
</tr>
</table>
</td>
</tr>
<!-- END MAIN CONTENT AREA -->
<tr>
<td class="feedback-buttons-container" dir="ltr" width="100%" align="center" style="font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; font-size: 18px; vertical-align: top; color: #15212A; padding: 32px 0 24px; border-bottom: 1px solid #e0e7eb; text-align: center; background-color: #ffffff;" valign="top" bgcolor="#ffffff">
<table class="feedback-buttons" role="presentation" border="0" cellpadding="0" cellspacing="0" style="border-collapse: separate; mso-table-lspace: 0pt; mso-table-rspace: 0pt; margin: auto; width: 100%;" width="100%">
<tr>
<td dir="ltr" valign="top" align="center" style="font-size: 18px; color: #15212A; display: inline-block; vertical-align: top; font-family: inherit; text-align: center; padding: 0 4px 4px; cursor: pointer; width: 30%;" width="30%">
<a href="https://email2.firstround.com/c/eJxUkc2K4zAMgJ_GubnI8v_Bh4Uh7yHbchOaJiV2u8w-_dLOaY5CH4LvU005K2cmTsp75b0zwU98p3WTa00uxoyhlUCQQwMAxViDLdOSlGkNEDmABu1KKDFUZKuqxdxiadOaENABIioHAezFYIRsK9hmyFT0wkBbzz7O47nXSznu05aWMR5d6D8CZ4Hzya-V_15-UwLnbe2Dd3k_-pDlPLqkk2WnjfuDj8fG8kX7oP7eyU7fXY6FRpdlof267tfPcS1wbsw1U7kJnD-muvJvU1UEzurN6_n5XKvQXzo3CFhAVlWcNM0EGVE32Yr3UUVdPViB7sbfQn9VVI5bRNKFlLZEpVlrECJHE6vXGByr6DB4JA816hYzqRq9p9KypulM_8YpDGwr3Y_9E2mk_Nxu8vOjaaTr8q7wM70S_g8AAP__foSMGA" target="_blank" style="color: #62DCAD; text-decoration: none; overflow-wrap: anywhere;">
<img src="https://static.ghost.org/v5.0.0/images/more-like-this-mobile.png" border="0" width="42" height="42" alt="More like this" style="border: none; -ms-interpolation-mode: bicubic; max-width: 100%; display: block; margin: 0 auto; vertical-align: middle;">
<p class="feedback-button-text" style="display: inline-block; font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; color: #15212A; font-weight: 500; margin: 1em 0 0 0; line-height: 1.4em; word-break: break-word; font-size: 13px;">More like this</p>
</a>
</td> <td dir="ltr" valign="top" align="center" style="font-size: 18px; color: #15212A; display: inline-block; vertical-align: top; font-family: inherit; text-align: center; padding: 0 4px 4px; cursor: pointer; width: 30%;" width="30%">
<a href="https://email2.firstround.com/c/eJxUkcuq4zAMQL_G2bnI8kP2wouBS_5DfjWhaVJit8Odrx_au7pLoYPgHJWYknJmqlERKSJnPE31zusm1xJdCAl9y54h-QYAqmLxNk9LxEaMoAyqxokKIBCSsViqAiJbpjUioANEVA482IvBAMkWsM2wKUjCQFvPPs7juZdLPu7TFpcxHl3oPwJngfNZX2v9e_lNCZy3tY-6y_vRh8zn0SWfVXbean_U47FV-eJ9cH_vZOfvLsfCo8u88H5d9-vnuBY4t1pL4nwTOH9Mdam_TVUWOMOb1_PzuRahv3Rq4DGDLCo7aZrxMqBusmWioIIuBFagu9Vvob8KKldbQNaZlbbMuVlrEEINJhTS6F1VwaEnZIISdAuJVQlEnFvSPJ3x3ziFgW3l-7F_Io2YnttNfn40jXhd3hV-plfE_wEAAP__hsOLcA" target="_blank" style="color: #62DCAD; text-decoration: none; overflow-wrap: anywhere;">
<img src="https://static.ghost.org/v5.0.0/images/less-like-this-mobile.png" border="0" width="42" height="42" alt="Less like this" style="border: none; -ms-interpolation-mode: bicubic; max-width: 100%; display: block; margin: 0 auto; vertical-align: middle;">
<p class="feedback-button-text" style="display: inline-block; font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; color: #15212A; font-weight: 500; margin: 1em 0 0 0; line-height: 1.4em; word-break: break-word; font-size: 13px;">Less like this</p>
</a>
</td> </tr>
</table>
</td>
</tr>
<tr>
<td class="wrapper" align="center" style="font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; font-size: 18px; vertical-align: top; color: #15212A; box-sizing: border-box;" valign="top">
<table role="presentation" border="0" cellpadding="0" cellspacing="0" width="100%" style="border-collapse: separate; mso-table-lspace: 0pt; mso-table-rspace: 0pt; width: 100%; padding-top: 40px; padding-bottom: 30px;">
<tr><td class="footer" style="font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; vertical-align: top; color: #15212a; color: rgba(0, 0, 0, 0.6); margin-top: 20px; text-align: center; padding-bottom: 10px; padding-top: 10px; padding-left: 30px; padding-right: 30px; line-height: 1.5em; font-size: 13px;" valign="top" align="center"><p dir="ltr" style="margin: 0 0 1.5em 0; line-height: 1.6em;"><span> Made with ✨ by </span><a href="https://email2.firstround.com/c/eJxUj81qLCEQRp9Gdw5l-VO6cHHh0u_RllZG0j0depwJ5OlDhmyy_D4OHE4rtdrodS-WyBJFn0j3fR2bGa3EnCsm4bRCTQIAtmNLgfW1OBDOPdsgAdgDZ6qRWSD2Ts4K6FEQMAIi2ggJwsVjhhoaBPGrb0jKg4zzPs_jcWsXPna9leucH3fl_ilcFC5nf47-eflL_fwKF8hro2hZuWVX7r-rAgkZTLMcjRefTEYnRpgo2-waQdBn-Zqn8rCNdT9uL-Us9bG9m1exnuXtetzn73oW_A4AAP__abFUWg" target="_blank" style="overflow-wrap: anywhere; color: #15212a; color: rgba(0, 0, 0, 0.6); text-decoration: underline; font-size: 13px;"><span>First Round Capital</span></a><span>.</span></p></td></tr>
<tr>
<td class="footer" style="font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; vertical-align: top; color: #15212a; color: rgba(0, 0, 0, 0.6); margin-top: 20px; text-align: center; padding-bottom: 10px; padding-top: 10px; padding-left: 30px; padding-right: 30px; line-height: 1.5em; font-size: 13px;" valign="top" align="center">First Round © 2026 – <a href="https://email2.firstround.com/c/eJxU0LuO2zAQheGnoToaw-FlOAWLAIbfY3iZWFjZDiRqF8nTBzHSbHmArzl_L7W6FJZRHJEjSiHTMh6ybnbtJTFXzNqyQM0KAG5gz7Et9yKM4iJQ8t0FzypCo9cIStq1xbSsBQETIKJLkCFeAjLU2CFqkNCRTABd92Pur_PZL-31WLZyn_PXYfwPgzeDt318ruPr8l0ZvJ3P46xH29c6_kF_O8-1G3_1VSFjA9tdSzZoyJbRq9VGxI59J4gG08f4bfy1o0tDGcU3cT6KNI0xIPDgwJ085jQcJ8yEQtDZK1dxnYmkafViMD3H17GNOcdu_BVaiB4S2uhysyFlthJztV5poGJA59qylz9zNwG2VR6v5_v0LPXcPuy7-TLLz_vrmP_XZ8G_AQAA__9dfnn_" style="overflow-wrap: anywhere; color: #15212a; color: rgba(0, 0, 0, 0.6); text-decoration: underline; font-size: 13px;" target="_blank">Unsubscribe</a></td>
</tr>
</table>
</td>
</tr>
</table>
<!-- END CENTERED WHITE CONTAINER -->
</div>
</td>
<td style="font-family: -apple-system, BlinkMacSystemFont, Roboto, Helvetica, Arial, sans-serif; font-size: 18px; vertical-align: top; color: #15212A;" valign="top"> </td>
</tr>
<!--[if mso]>
</table>
</center>
</td>
</tr>
<![endif]-->
</table>
<img width="1" height="1" alt="" src="https://email2.firstround.com/o/eJwszkFuAyEMQNHThF0i22XAXvgwGEODOpORCOmip68UZfn_6rmaYYqhKeaMOafIObSjjP06XJOIEffKBYw7AGAj562Gu1ovjpVB0Kx26aUJurQvYW4YGcNQAkpARJiAYbtFErDNYeuxRKd8idDHfK55vh5-q-cRpv6teYmwj3Kcj_daaq_95_oWhaXf9_O5PvWr9B8AAP__-8I40g"></body>
</html>
Plain Text
͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏
Vanta CRO Stevie Case is on Executive Function this week to unpack how revenue leadership is evolving in the AI era.
Listen now: YouTube [https://email2.firstround.com/c/eJxUj0tq7DAQRVcjzdSUSp-SBho8eHgf-lUsYreDre5AVh_SZJLhvRw4nJZK0d7KnjSRJvI2kOx7HpsaLfkYCwauIUMJDAC6YwuuyjUFjtkzlaqhe08xa-N0dahjcdn6KkdCQA-IqD0EcDeLEYpr4Nhm25CEBR7nNc_jcW-3euxyS-ucH5cw_wQuApezP0f_vP2lfn6BS46UOeYizLIL898UhoAVVNPVK8s2qIiGFVeiqKNpBE6e6WuewsI28n7cX8qZymN7V69iOdPbelzzdz0TfgcAAP__RrlUYg] | Apple [https://email2.firstround.com/c/eJxUj81qLCEQRp9Gdw5lWVq6cHHh0u_R_lRG0j0depwJ5OlDhmyy_D4OHE7LpdhAumfLbJkDRdZ9X8dmRsshpYJRalyhRAEA27FFX_U122Zt545VgrBIKNAisxB4JCk16JERMAAi2gAR_IUwQfENvNBKDVkRyDjv8zwet3apx663fJ3z467cP4WLwuXsz9E_L3-pn1_h4mK3BMLKLbty_10RiFjBNFuDIaFoEjoxUpmTTa4xeH3mr3kqgm2s-3F7KWcuj-3dvIr1zG_X4z5_1zPjdwAAAP__iLxUZA] | Spotify [https://email2.firstround.com/c/eJxUj0tqxDAQBU8j7WRarU-3FloEgu-hjxWL2ONgayaQ04cM2czyPQqKqjFn7a1coibSRN4yyWVPfVO9Rh9CRm6FE2RuAKAXrOyKXKMJyVMGrVGH4Mg4qzNbrpzZcC1O9oiAHhBRe2Bwk8UA2VVwzSZbkYSF1s9rnMf9Vqdy7HKL6xhflzBvAmeB87k8-vI9vVJ_v8A5uZAMZRRm3oV5N7kBYwFVdfHKNssqoGmqFaKgg6kETp7xZ5zCwtbTftyeyhHzfftUz2I54sd6XON_PSL-BgAA__9_flNF]
“In 2028, CROs will need to be systems-first instead of human capacity-first. That's not to say we won’t have large go-to-market teams, but we’re going to have to have CROs who know both sides of that equation. And I think less than 10% of current CROs are capable of making that transition.”
Stevie Case is no ordinary revenue exec. A former pro gamer, she found her way into sales when a mentor took a chance on her, climbing her way up as a sales leader at Twilio before joining Vanta as CRO.
She sat down with First Round Partner Brett Berson to dissect how she operates as CRO today, and how she thinks her role is going to change over the next few years.
She shares:
* What founders get wrong about early sales hire: Founders filter for pedigree when looking for the first sales hire, when they should be looking for hunger. “A lot of times founders are hiring for someone with shiny logos on their resume. But the right profile for a first sales hire in your company is probably not that big logo person. You need what we call a Renaissance rep, somebody who’s more creative, more entrepreneurial. They're not necessarily going to have the prettiest resume.”
* Why “Midwest assassin” is such a powerful seller persona: "We've got this Midwestern vibe of people at Vanta who feel like they're outsiders and have this hunger," she says. To find those people, Stevie asks candidates to describe a time they had to grind to get an outcome they wanted, personal or professional, playing close attention to how they tell that story. “When people tell you the story of something they had to really work hard to achieve, you either hear somebody who is ultra-confident and tells you how everything went right, or somebody who can own the things they did wrong."
* Why the next generation of CROs will be technical: Stevie says CROs in 2028 won’t necessarily have a profile like hers. “You're going to see people who have enough exposure to sales, but also are technical and get systems. It could be someone with a growth, RevOps or GTM engineering background, and it won’t necessarily be somebody who came up through 10-plus years of selling.”
We’ve got a lot more interviews lined up in the coming weeks. Here are some of the incredible execs you’ll be able to learn from:
* Chris Degnan, former CRO at Snowflake
* David Singleton, former CTO at Stripe
* Katie Burke, COO at Harvey
* Sheila Joglekar Vashee, CMO at Figma
More like this
Less like this
Made with ✨ by First Round Capital [https://email2.firstround.com/c/eJxUj81qLCEQRp9Gdw5l-VO6cHHh0u_RllZG0j0depwJ5OlDhmyy_D4OHE4rtdrodS-WyBJFn0j3fR2bGa3EnCsm4bRCTQIAtmNLgfW1OBDOPdsgAdgDZ6qRWSD2Ts4K6FEQMAIi2ggJwsVjhhoaBPGrb0jKg4zzPs_jcWsXPna9leucH3fl_ilcFC5nf47-eflL_fwKF8hro2hZuWVX7r-rAgkZTLMcjRefTEYnRpgo2-waQdBn-Zqn8rCNdT9uL-Us9bG9m1exnuXtetzn73oW_A4AAP__abFUWg].
Warning
Almost all the messages that arrive here are garbage! Resist the urge to click on any unexpected or questionable links.
It may happen that e-mail will claim to come from liamon.com, especially from some administrative role or process. These are certainly garbage. There are no accounts to expire. There are no passwords to leak. There aren't administrators sending messages to liamon.com addresses. These are certainly phishing attempts.
Absolutely ignore those links!