The Revenue Leadership Podcast with Kyle Norton · 2026-05-13 · 1h 5m
Ghazi Masood, CRO at Replit, joins Kyle Norton to break down how Replit went from $2 million to over $150 million in revenue in less than a year, is tracking to a billion-dollar run rate by the end of 2026, and is hiring 200+ people over the next 12 months while rebuilding GTM from scratch in the AI era. Topics include the AI-native GTM tech stack (Salesforce as system of record, internally vibe-coded apps for revenue copilot, customer health, CPQ, and forecasting), why Replit is hiring non-traditional sellers like a former Marine and a schoolteacher into AE roles, the 80% hiring bar and 15-minute screen, why automated SDRs didn't work but inbound triage will be fully agentic by Q2, scrapping traditional CSMs in favor of customer advocates, the build vs buy heuristics for enterprise pipeline generation and system of record decisions, and why Salesforce hygiene as a sales motion is dead. Key Takeaways: - Replit's GTM playbook is being written for the first time at hypergrowth scale, which forces a different bar on every hire.
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