What does it actually take to build a world-class sales culture?
Amelia Scott knows better than most. She spent nearly seven years at Culture Amp, joining as a senior AE when the business was at $15M ARR and leaving as VP of Global Sales at $170M.
During her tenure, she took the EMEA business from $1.5M to $40M, and learned some hard, invaluable lessons along the way about talent, culture, regional expansion and what revenue leadership actually requires.
Now working as a fractional CRO, Amelia is right at the sharp end of how AI is reshaping the GTM function.
In today’s Making The Grade episode, she shares what she’s learned across both sides of that journey, how to build sales teams without a commission structure and where AI is genuinely delivering ROI right now.
📚 Episode Chapters:
02:10 – Culture Amp’s scaling journey
08:50 – Scaling without sales commission
11:30 – How to expand into multiple regions
21:00 – The evolving role of the CRO
28:45 – Where AI is adding value & where the gaps are
🎧 Continue listening…
Make sure you listen to Bootstrapping to $45M ARR: Guillaume Moubeche on scaling efficiently without any VC trade-offs
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