Inside Clay's Sales Playbook | Becca Lindquist

Name: Inside Clay's Sales Playbook | Becca Lindquist
Uploaded: 2026-05-10T05:50:47.799Z
Duration: 74 min 23 s
Channel: 20VC
Description: Becca Lindquist is Head of Sales at Clay, one of the fastest-growing AI companies to reach $100M+ ARR. She previously helped scale dbt Labs into a category-defining data platform, building and leading high-performing sales teams. Before that, she was an early sales leader at Heap, where she playe...

By 20VC

Categories: VC, Startup

Transcript Excerpt

How do you read a LinkedIn profile? Oh wow. Which pulled up people's LinkedIns. We pulled up yours. It was actually really weird. We're like, don't hire this guy. No, I'm kidding. >> Today we have Becca Linquist, head of sales at Clay, one of the fastest growing companies to scale to $100 million in ARR. Our quota to OT ratio is like 7 12. It should be heavily weighted for overperformance. If I'm giving you a big quota and you're hitting 110% of that, I want you to be making good money. This was...