A podcast about how revenue gets built in early-stage startups from the people who started it all.
In the Trenches: Startups Edition
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12 episodes
Updated Daily
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Podcast Overview
A podcast about how revenue gets built in early-stage startups from the people who started it all.
Language
🇺🇲
Publishing Since
1/22/2026
1 verified contact email on file for In the Trenches: Startups Edition
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Recent Episodes
April 15, 2026
ABM Without Signals Is Just Spam | How Top Startups Build Pipeline
<p>Our biggest takeaway after 10 episodes of In The Trenches?</p><p>GTM isn’t a playbook. It’s messy, non-linear, and full of failures.</p><p><br></p><p>This episode is a compilation of the most tactical lessons across sales, customer success, product marketing, partnerships, and revops from our first 10 episodes of In The Trenches. </p><p><br></p><p><strong>Key Chapters</strong></p><ul><li>00:23 - How to Nail Inbound (n8n’s Playbook)</li><li>03:05 - How to Do Cold Outreach When Nobody Knows You</li><li>05:56 - How to Sell to Enterprises Like Meta </li><li>(Navigating Complex Stakeholders)</li><li>12:15 - When & How to Build Enterprise Partnerships (Pigment & Celonis Framework)</li><li>17:07 - How to Structure Customer Success Teams for Growth</li><li>19:26 - How Product Marketers Should Experiment</li><li>21:00 - How to Launch a Brand (and Create Real Demand)</li><li>24:10 - How to Onboard Sales Teams for Success</li></ul><p><br></p><p>👥 Featuring insights from:</p><ul><li>Stefan Ross (ex-Celonis, Pigment | Co-founder, CG Partners)</li><li>Yannick Marlot (Mooncard, ex-Aircall)</li><li>Jaap Boven (Smartly, ex-charles)</li><li>Arnon Shimoni (ex-Paid, now Solvimom)</li><li>Emilio Turco (n8n, ex-Algolia)</li><li>Jay Mirpuri (Light)</li><li>Daniel Rotaru (Qevlar)</li><li>Alexia Charbonnier (Pivot, ex-Pennylane)</li><li>Hande Kahraman (DataSnipper)</li><li>Sam Brown (ex-Deel, ex-DataSnipper)</li></ul><p>If you’re:</p><ul><li>A founder building your first GTM motion</li><li>An operator trying to make sense of early-stage chaos</li><li>Or someone tired of polished “playbooks”</li></ul><p>This episode is for you.</p><p><br></p><p>🔔 Subscribe for new episodes every Wednesday, 8:30AM CET</p>
April 9, 2026
Building in Public is Overrated | Hot Takes That Will Change How You Think about GTM
<p>Most GTM advice sounds great…until you try to execute it.</p><p>This episode is a compilation of the spiciest, most controversial takes from our first 10 episodes of In The Trenches. </p><p>These are the kind of opinions that don’t make it into LinkedIn posts or VC decks.🎧 </p><p> In this clip show, we break down the ideas that challenge how most people think about building revenue:</p><ul><li>Why VCs, founders, and operators live in completely different realities</li><li>Why ABM without signals is just spam</li><li>Why RevOps ≠ tooling</li></ul><p>...and so much more</p><p>[Key Chapters]</p><ul><li>00:28 - How VC's and GTM operators actually work together</li><li>04:19 - Product hot takes from the GTM perspective</li><li>10:13 - How to get started on talking about GTM on LinkedIn</li><li>10:45 - Hot takes on sales tactics (outbound, ABM)</li><li>12:14 - Advice for some of the hottest growth and marketing functions (RevOps and PMM)</li></ul><p>👥 Featuring insights from:</p><ul><li>Stefan Ross (ex-Celonis, Pigment | Co-founder, CG Partners)</li><li>Yannick Marlot (Mooncard, ex-Aircall)</li><li>Jaap Boven (Smartly, ex-charles)</li><li>Arnon Shimoni (ex-Paid, now Solvimon)</li><li>Emilio Turco (n8n, ex-Algolia)</li><li>Jay Mirpuri (Light)</li><li>Daniel Rotaru (Qevlar)</li><li>Alexia Charbonnier (Pivot, ex-Pennylane)</li><li>Hande Kahraman (ex-DataSnipper)</li></ul><p>If you’re a:</p><ul><li>Founder hiring your first GTM team</li><li>Early operator trying to make sense of chaos</li><li>Or someone tired of polished “playbooks”</li></ul><p>This episode is for you.</p><p>🔔 Subscribe for new episodes every Wednesday, 8:30AM CET</p>
March 25, 2026
Rev Ops Is Not a Tooling Job | How Pennylane and Pivot Built Early GTM Operations with Alexia Charbonnier (Pivot, ex-Pennylane)
<p>What does RevOps actually mean when the company is still figuring out how to sell?<br />And why do most early startups introduce tooling long before they understand the motion?</p><p>This is an honest look at what RevOps really looks like in early-stage startups and why the job is less about dashboards and more about judgment, behavior, and fixing broken GTM fundamentals.</p><p>Alexia Charbonnier (RevOps leader at Pivot, previously at Pennylane) built revenue operations from the ground up in high-growth environments where sales processes, ICP, and reporting were still evolving at the same time.<br />In this conversation, we unpack what RevOps actually means before scale exists and why early operators often have to design systems while the company is still learning how to sell.</p><p>We talk about:</p><ul><li>Why RevOps is not a tooling job</li></ul><ul><li>How to design onboarding that actually builds real sales skills</li><li>What goes wrong when you assume reps already know the basics</li><li>How Pennylane structured early GTM operations</li><li>Why clean data is hard when the motion isn’t stable yet</li></ul><p>This episode is for RevOps, Sales Ops, and GTM operators working in early-stage startups, as well as founders hiring their first revenue team and trying to make sense of pipeline, forecasting, and CRM chaos.</p><p>In the Trenches is a podcast about how revenue actually gets built before playbooks exist.</p><p>🎧 Follow the show for more operator-led GTM stories<br />🔔 New episodes every Wednesday, 8:30AM CET</p>
12 total episodes available
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- What is In the Trenches: Startups Edition?
- How often does this podcast release new episodes?
This podcast updates daily.
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This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
Yes, this podcast regularly features guests.
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