GTM 154: How AI is Reshaping Sales Tech | Lessons from Building Sales Cloud, Sales Navigator and now an AI-Native Startup

Episode notes

Doug Camplejohn is a serial entrepreneur and seasoned executive with extensive experience in B2B SaaS and go-to-market strategies. He has previously held leadership positions at major tech companies including LinkedIn, Salesforce, and Apple before founding Coffee, an AI-first CRM platform. Discussed in this Episode: AI-powered CRM and sales automation Go-to-market stack optimization and simplification Building and scaling B2B SaaS companies Revenue operations (RevOps) and AI integration Serial entrepreneurship and company building Transitioning from big tech to startup founder Highlights: 04:35 From Fliptop to LinkedIn: how Doug navigated acquisition and scaled Sales Navigator. 06:33 Why Sales Nav was a $250M business with a “crappy product” — and how Doug turned it around. 09:56 Doug’s “awesome test” for hiring top talent (and the 90-day rule he swears by). 13:26 The speed dating hack that landed Coffee’s first sales leader. 17:36 What Doug learned running Sales Cloud at Salesforce — and why he left. 22:22 The biggest missed opportunity inside Sales Navigator (and what he’d do differently). 24:37 Why sales tech stacks are bloated — and how AI-native CRMs solve it.