20Sales: ElevenLabs: Why We Set a 20x Sales Quota | How to Structure Sales Compensation Plans | Customer Success: 'Total BS' or Growth Engine? | Building an AI Sales Machine: What Tools & Tactics Must CROs Adopt Today with Carles Reina

20Sales: ElevenLabs: Why We Set a 20x Sales Quota | How to Structure Sales Compensation Plans | Customer Success: 'Total BS' or Growth Engine? | Building an AI Sales Machine: What Tools & Tactics Must CROs Adopt Today with Carles Reina

Author: Harry Stebbings April 11, 2026 Duration: 1:25:03
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
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Carles Reina is VP of Sales at ElevenLabs, where he was the first investor and fourth employee. Carles has scaled the revenue org from Day 1 to over $350M in just 3 years. Carles is also an active investor with investments in ElevenLabs, Revolut, Happy Robot and more.  

AGENDA:

00:00 - Is the Traditional CRO Dead in the Age of AI?

01:01 - Building the AI Sales Machine: Agents that Actually Generate Revenue

08:35 - Will AI Shrink the Sales Teams of the Future?

09:51 - The ElevenLabs Masterclass: Why We Set a 20x Sales Quota

11:00 - How to Structure Explosive Sales Accelerators

12:15 - Why You Should Stop Paying Commission on Pilots

14:00 - Customer Success: Is it 'Total Bullshit' or a Growth Engine?

16:15 - The 'Global-First' Fallacy: Why You Need to Open Every Market Now

17:23 - Why Startups Are Wrong to Ignore 20-Year Sales Veterans

19:15 - The Pipeline Construction Secret: Liquidity vs. Whales

24:30 - Forecasting the Unpredictable: How to Hit a $1B Revenue Target

31:55 - The Substitution Threat: Is AI Voice Just a Commodity?

34:10 - Verticalization Mistakes: Lessons from Scaling India

38:40 - The 'IBM Effect': Does Brand Actually Shorten Sales Cycles?

40:15 - Extreme Expectations: Why ElevenLabs is a Hard Company to Work For

42:15 - Internal Leaderboards: How to Use Public Competition to Drive Results

44:20 - Hunting the Obsessed: Identifying the 'Inner Psychopath' in Hires

46:40 - The SaaS Apocalypse: Will Companies Build Their Own CRM?

48:30 - Formula 1 Branding: The Mindset Behind the Audi-Revolut Deal

50:15 - Dinner vs. Conferences: Which Marketing Channels Actually Scale?

52:45 - Designing Un-Salesy Content: How to Run a Legendary Summit

54:20 - CVC Strategy: Turning Corporate Investors into Distribution Channels

01:01:45 - The Globalization Nightmare: Why You Can't Sell in English Everywhere

01:06:45 - Operator-Investors: Can You Be a High-Performer and a VC Simultaneously?

01:11:30 - Unit Economics in AI: Why Good Early Numbers Might Mean Failure

01:18:25 - The Next Wave: Why Foundational Model Consolidation is Inevitable

 


Hosted by Harry Stebbings, The Twenty Minute VC (20VC) pulls back the curtain on the high-stakes worlds of venture capital and startup building. Each episode is a compact, twenty-minute dive into the minds shaping the future of technology. You’ll hear candid conversations with legendary investors, the very individuals who fund and guide the next generation of companies, featuring voices like Sequoia's Doug Leone and Benchmark's Bill Gurley. Beyond the capital, this podcast dedicates time to the founders themselves. Weekly, Stebbings sits down with transformative entrepreneurs such as Spotify's Daniel Ek, LinkedIn's Reid Hoffman, and Snowflake's Frank Slootman, unpacking the real journeys behind their iconic companies. The format is direct and focused, cutting straight to the core insights on funding strategies, pitch dynamics, and the personal philosophies that drive success. Tuning into this podcast means gaining an unfiltered perspective from both sides of the table, all delivered in a concise and accessible style that fits into your day.
Author: Language: English Episodes: 100

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The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
Podcast Episodes
20VC: Why Cursor is Dead | An AI Tsunami is Coming & You Need to Prepare | Systems of Record Become Valueless Databases with Agents | Is This The End of Tech Private Equity with Jerry Murdock, Co-Founder of Insight Partners [not-audio_url] [/not-audio_url]

Duration: 1:01:05
Jerry Murdock is the Co-Founder of Insight Partners, one of the most formidable growth investors of the last three decades, with over $90 billion in AUM and a portfolio that has shaped the modern software economy. Jerry…
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Duration: 1:03:44
Alexander Embiricos is the Head of Codex at OpenAI, leading the development of the company's flagship AI coding systems that power automated software generation, debugging and developer workflows. Under his leadership, C…
20Sales: Inside ElevenLabs $330M ARR Sales Machine | The 20x Sales Comp Plan Reps Must Hit | How to Land and Expand in a World of AI | Why Product-Market-Fit is BS, Reps Should Not Be in the Office and Outbound is King with Carles Reina [not-audio_url] [/not-audio_url]

Duration: 1:14:44
Carles Reina is VP of Sales at ElevenLabs, where he was the first investor and fourth employee. Carles has scaled the revenue org from Day 1 to over $330M in just 3 years. Carles is also an active investor with investmen…

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