Behind every breakout SaaS company is a founder who saw a broken, invisible problem and chose to bring a solution to life.
Ace Founder is where we tell those stories. No corporate talking points. No polished PR. Just the unvarnished reality of the journey—the near-misses that almost broke the company, the hard-won lessons, and the sheer grit required to scale.
Whether they are disrupting cybersecurity, launching service models, or scaling SaaS, we talk to the people building what didn't exist yesterday.
Welcome to the reality behind the build.
Adit Trivedi is our guest in this episode of the Ace Founder podcast. (/ace-founder)
He’s the co-founder of HyperGTM (http://hypergtm.com), and in this episode we discuss how his team uses AI to solve the biggest bottleneck in enterprise sales: getting past the noise of automated outreach to book meetings with key decision-makers.
We cover his wild entrepreneurial journey—from selling a B2C language app with 6 million users to discovering the power of highly targeted, hyper-personalized Account-Based Marketing (ABM).
If you are a B2B founder struggling to cut through the spam and actually connect with strategic accounts, you will want to hear Adit's masterclass on doing the unscalable work to win massive deals.
📚 What We Talk About:
01:18 — The unglamorous reality of being a founder.
04:36 — Why founders need diverse co-founders.
06:46 — Adit's early journey from a struggling student to building an AI English-learning app that scaled to six million users and got acquired.
13:58 — The hilariously confusing original name of his company and how joining forces with former classmates birthed HyperGTM.
18:09 — How remote work isolation and the explosion of AI tools have made traditional online sales outreach completely ineffective.
21:55 — How he stumbled into Account-Based Marketing (ABM).
24:47 — How HyperGTM's AI agents research 21-person enterprise buying committees to deliver jaw-dropping, one-of-one personalized gifts.
31:16 — Why the best AI tools integrate seamlessly into existing workflows instead of forcing teams to learn new software.
37:38 — Why the rise of AI is a double-edged sword.
44:41 — Adit's ultimate advice for B2B founders: niche down aggressively, exhaust your market, and meet your customers where they are.
49:36 — The sheer hustle required to win in enterprise sales and why Adit will jump on a flight to New Zealand tomorrow to close a six-figure deal.
💭 Key Quotes:
"I don't think people realize how difficult it is and how many “Nos” you have to get through to get to your first YES."
"Only when someone's willing to pay you for this problem being solved in this way that you've presented to them—then I think you become a founder.
"You have to build personal relationships to earn the right to develop professional relationships.
"You can have a really big vision, but unless you're grounded enough, you're never gonna take the steps to crack a niche to move on to the next niche."
🔗 Connect With Our Guest:
Connect with Adit Trivedi: LinkedIn (https://www.linkedin.com/in/adittrivedi/)
Check out HyperGTM: hypergtm.com (http://hypergtm.com), LinkedIn (https://uk.linkedin.com/company/hypergtm)
Subscribe to the Ace Founder podcast: Spotify (https://open.spotify.com/show/7pr4vbbBEXSNIOJyCQeAgO?si=ffd3acd0153143c3&nd=1&dlsi=e69406b315e14767), Apple Podcasts (https://podcasts.apple.com/ie/podcast/ace-founder/id1896106957), or YouTube (https://www.youtube.com/channel/UCvDwiziwK6LK_A7EIK2hpng)
21 Sept 2026
The Story Of BIMASS With Kevin Baker
Our guest in this episode of Ace Founder is Kevin Baker, founder of BIMASS.Kevin's background is pretty interesting. A self-taught hacker who got his first warning from law enforcement as a teenager, he went on to build his own custom computer brand in Florida in the 90s, programme chips for Compaq, and eventually landed in state government as a Chief Information Security Officer — before walking away from the politics and betting on himself and founding BIMASS.12 years later, they’re still standing, still growing, and now building an AI-powered tool that could change how organisations manage cybersecurity risk altogether.In this conversation, Kevin shares the story behind BIMASS — and what it really takes to build a cybersecurity firm that survives recessions, a global pandemic, and a constantly shifting industry.📚 What We Talk About:00:33 From Commodore 64 to hacking bulletin boards — how it all started05:21 The moment government politics pushed him out and BIMASS was born08:43 How the name BIMASS came together at 2 am and why it stuck10:13 How COVID turned into their best trading period — pallets of laptops and all13:03 What BIMASS does — and the AI-powered tool they're building to replace the CISO workload20:37 Why being brutally honest in a client meeting landed them one of their biggest contracts27:19 Why every lucrative contract they've ever won came through referrals, not marketing31:59 Where Kevin sees BIMASS in five years — and why acquisition is the goal💭 Key Quotes:"AI doesn't have all the answers..""AI is only as good as the information you feed it. We human beings need to be careful not to get lazy and stop thinking.""Believe in your vision and have faith. Stick to it and take the risk.""When it's good, it's really good. When it's bad, it's really bad. You just have to adapt.""I could be dog-tired — I'm gonna get up and do it. It's in me."🔗 Connect With Our Guest:Website: BIMASS - https://www.bimass.com/LinkedIn: Kevin Baker - https://www.linkedin.com/in/kevinbaker/BIMASS LinkedIn - https://www.linkedin.com/company/bimass/
13 Sept 2026
The Story Of Black Knight Risk Management With Otuoze Baiye
Our guest in this episode of Ace Founder is Otuoze Baiye, founder of Black Knight Risk Management.
Otuoze is one of those founders you come across on LinkedIn and just have to get on the show.
A West Point graduate, former US Army Missile Defense Officer, and bank regulator who never planned to start a company — until the federal government gave him no choice.
In this conversation, Otuoze shares the story behind Black Knight Risk Management — a consultancy helping regulated firms and government agencies implement emerging technology, including AI, without falling foul of the regulators.
📚 What We Talk About:
00:06 From missile defense officer to bank regulator to founder — a career nobody planned
08:11 Why being in the bottom third at West Point led to one of the most unique career paths in cybersecurity
16:00 The story behind the name — and why Black Knight means more than just a chess piece
18:47 What Black Knight does — and why every AI implementation starts with the use case, not the tool
25:30 Why bringing AI into a regulated firm is a cross-functional problem, not an IT problem
32:51 What makes Black Knight different — and why nobody else has been both a missile officer and a bank regulator
35:44 How he uses LinkedIn — and why getting over the cringe factor changed everything
42:14 Final tip — say yes to more things and see where it takes you
💭 Key Quotes:
"I have never worked this hard in my entire life — and the Army is a 24/7 job."
"I don't come in and tell people to fire half their developers. I'm there to make the team they have better using technology."
"You have to just get over years of looking cringe on LinkedIn. That's the only way it's gonna happen."
"Whether people are talking about me good or bad — this is the only way I'm gonna make money."
"Make connections. Say yes to as many things as possible. Step out of your comfort zone and see where it carries you."
🔗 Connect With Our Guest:
Website: blackknightrm.com (http://blackknightrm.com/)
LinkedIn: Otuoze Baiye (https://www.linkedin.com/in/otuozebaiye/)
Black Knight LinkedIn (https://www.linkedin.com/company/black-knight-risk-management-llc/)
Black Knight YouTube channel (https://www.youtube.com/@Black_Knight_RM)
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