Sound Bites is a podcast series that explores best practices in sales, marketing, and go-to-market for technology companies.
In each episode, Bill Binch, operating partner at Battery Ventures, is joined by an industry leader to discuss expert advice, career development, technology trends and more.
Intentional Breakage: Shane Evans on Re-Engineering Revenue in the Age of AI
In this episode, Bill sits down with Shane Evans, Chief Revenue Architect at Battery Portfolio company Gong* to explore what it really means to engineer a go-to-market system — not just manage one.
Shane shares the story behind his evolution from CRO to Chief Revenue Architect, and why that shift reflects something much deeper: the move from managing people and quotas to designing the systems, workflows, and outcomes that actually drive revenue. They dig into how Gong has fundamentally re-engineered its GTM over the past two years — eliminating friction, compressing planning cycles, and retooling their customer success team into revenue architects with a 12-week certification program. Shane also shares data from Gong Labs showing that sellers embracing AI tools are generating 77% more revenue and closing deals 31% larger — and what that means for every revenue leader building their team today.
Connect with our host Bill Binch here: https://www.linkedin.com/in/bill-binch-302a4a2/ (https://www.linkedin.com/in/bill-binch-302a4a2/)
You can find Shane on LinkedIn here: https://www.linkedin.com/in/shanegevans (https://www.linkedin.com/in/shanegevans)
See more insights from Gong Labs here: https://www.gong.io/blog (https://www.gong.io/blog)
Key Takeaways/Key Moments:
[02:04] — From CRO to Chief Revenue Architect
[03:53] — Intentional breakage
[12:09] — The 20–30% problem
[13:39] — Engineering to the outcome
[21:08] — 5x account coverage: AI eliminates the 4–6 hour briefing cycle
[29:51] — Planning cycles compressed: what was annual is now monthly
[35:45] — Gong's CS team reborn — Revenue Architects and the 12-week cert
[40:42] — The Gong Labs data
Disclaimer:
This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.
The information and data are as of the publication date unless otherwise noted.
Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.
The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/
23 Apr 2026
Building Go-to-Market at AI Speed with Ryan Meadows
In this episode, Bill sits down with Ryan Meadows, CRO, Head of Revenue at Lovable to talk about what it actually looks like to build and run go-to-market at a company scaling from zero to $400M ARR in under 17 months. Ryan shares how he became a Lovable customer first — building a CRM front-end on a Saturday morning that surfaced two deals to pull forward and close the quarter — and why that experience convinced him to join the company. They cover how Lovable is rearchitecting the RevOps function around self-improving AI agents instead of BDR teams, why Ryan looks for adaptability and evangelism over playbook execution when hiring, and how the shift from SaaS to AI-native companies is forcing revenue leaders to abandon their tried-and-true frameworks entirely.
If you're a revenue leader wondering whether the old playbook still applies — this episode is a direct answer.
Connect with our host Bill Binch here: https://www.linkedin.com/in/bill-binch-302a4a2/ (https://www.linkedin.com/in/bill-binch-302a4a2/)
You can find Ryan on LinkedIn here: https://www.linkedin.com/in/rmeadows/ (https://www.linkedin.com/in/rmeadows/)
Key Takeaways/Key Moments:
[00:03:49] — The AE productivity crisis: 80% admin, 20% customers
[00:05:07] — The aha moment: building on Lovable on a Saturday morning
[00:08:15] — Killing the forecast meeting with real-time data access
[00:11:46] — No BDR team: replacing outbound with self-improving AI agents
[00:15:40] — Half technology, half change management
[00:28:30] — The salesperson who built their own legal framework agent
[00:37:17] — What happens to the sales role when the buyer knows everything
Disclaimer:
This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.
The information and data are as of the publication date unless otherwise noted.
Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.
The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/
9 Apr 2026
Inside the GTM Tornado: How Clay is Redefining the Revenue Stack
Description:
In this episode, Bill sits down with Becca Lindquist, Head of Revenue at Clay — the go-to-market infrastructure platform that's become one of the most talked-about tools in B2B sales.
Becca unpacks what Clay actually does — blending first-party data, third-party data, and AI into a single GTM brain hive — why RevOps is the real buyer, and how Clay's PLG motion feeds seamlessly into enterprise sales. She breaks down the go-to-market engineer role: what it is, where it comes from, and what attributes to actually hire for. She also pulls back the curtain on how Clay runs internally — where every seller IS a go-to-market engineer, and giving each employee a budget to experiment with new AI tools is how they stay one step ahead. They call it "go-to-market alpha."
The episode closes with a candid riff on voice interfaces as the future of human-technology interaction, and Bill's own moment of irony — caught taking notes on his laptop in the back corner of an AI-focused CRO dinner.
Key Takeaways/Key Moments:
01:02 - What Clay actually is: GTM infrastructure
03:30 - Clay-enabled reps vs. the field
08:54 - How Clay sells Clay
11:26 - The real buyer: why RevOps holds the keys to the CRO's dreams
13:14 - Go-to-market alpha
15:56 - Defining the GTM engineer
27:05 - Advice for the next generation
Connect with our host Bill Binch here: https://www.linkedin.com/in/bill-binch-302a4a2/ (https://www.linkedin.com/in/bill-binch-302a4a2/)
You can find Becca Lindquist on LinkedIn here: https://www.linkedin.com/in/beccalindquist/ (https://www.linkedin.com/in/beccalindquist/)
Disclaimer:
This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.
The information and data are as of the publication date unless otherwise noted.
Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.
The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/ (https://www.battery.com/list-of-all-companies/)
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