Pre-Sales Unplugged: Leadership Playbook

About Pre-Sales Unplugged: Leadership Playbook

The High Performing Technical Leader is for founders, CROs, and technical revenue leaders scaling pre-sales and post-sales teams in technical SaaS. Hosted by Arvi Carkanji, founder of Elite Talent Recruiting, this show goes deep with leaders who are actually building, scaling, and running high-performance technical GTM teams. From hiring the first Solutions Engineer to managing rapid team expansion, from positioning pre-sales as a revenue function to retaining top talent through growth, we explore the real challenges that define technical revenue leadership. These are honest conversations with VPs, CROs, founders, and technical leaders who've done the work and are willing to share what it actually takes to win. Whether you're a founder figuring out your first technical GTM hire, a VP scaling your pre-sales function, or a leader navigating customer success as a revenue lever, you belong here. Let's build.

Publisher

Arvi Carkanji

Category

business · business · business

Language

en

Explicit

No

First episode

19 Dec 2025

Latest episode

20 Oct 2026

Latest episodes

35 episodes in the feed.

1. 

   20 Oct 2026

   Ep. 35- Why You Should Hire SEs Who've Never Been in That Seat with Tobias Rott, Pre-Sales Career Coach

   Give us Feedback on this episode our next great Solutions Engineer might have zero pre-sales experience on paper. I'm going live with Tobias (Toby) Rott, founder of Presales Club. He coaches talent looking to enter pre-sales without ever being in that seat before, and he's now doing it full-time. We dig into: Why "we need someone with the SE title" is costing you great talentThe differentiator method: how to spot who's hireable without the backgroundWhen domain expertise beats sales pedigreeT...

2. 

   13 Oct 2026

   Ep. 34- How to Turn Average SEs Into Strong Ones and Superstars Into 10x Players: Lessons From Running a 7,000-Person Systems Integrator, with Michael Chanter, Founder & CEO of 1KE

   Give us Feedback on this episode Your pre-sales team is the bottleneck. Not because they're bad. Because you need 5 SEs on every deal and you have 1. Every sales leader is now asking the same question: how do I get more out of the team I already have? Tonight I'm sitting down with Michael Chanter, Founder & CEO of 1KE. Before founding 1KE, Michael ran a 7,000-person systems integrator across 20 countries. He's seen what happens to pre-sales capacity at scale, and now he's building AI that...

3. 

   9 Oct 2026

   Ep. 33- Pre-Sales Leaders Are Being Handed More Hats: Here's How to Wear Them Properly, with Anthony "Tony" Francetic

   Give us Feedback on this episode Pre-Sales Leaders are being handed more hats than ever. SDR teams. New scope. AI changing the playbook every quarter. And most leaders were never trained for half of what they now own. So how do you wear all those hats without dropping one? That's exactly what I'm digging into with Tony Francetic from Thomson Reuters. Three years ago, Tony's org shifted and on top of leading his Solution Consultants, he took on the SDR team too. Two teams, two completely diffe...

Who has been a guest on Pre-Sales Unplugged: Leadership Playbook

Names identified in recent episode analyses. Showing up to five guests.

• Ron Whitson
• Diana
• Tamir Verthim
• Mike Simmons
• Joseph Lee

Contact Pre-Sales Unplugged: Leadership Playbook

Guest appearances

Books guests

Based on episode analysis; this does not confirm that the show is currently accepting guests.