Tech Sales with Carter

Interviews with founders and top producers at VC-backed startups.

Tech Sales with Carter is a business podcast hosted by Carter Armendarez, with 42 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Carter Armendarez hosts Tech Sales with Carter, a business show with 42 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

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  Episode #42

  Treat Every Call Like It’s a Six-Figure Deal | Jordyn Schiff (Salesforce)

  Aug 9, 202616 minS1

  In this episode, I sit down with Jordyn Schiff, Regional Vice President of Sales for Southern California at Salesforce, to talk about career growth, becoming a better seller, sales leadership, hiring, and developing top-performing teams. Jordyn explains how to know when you’ve stopped growing at a company, why there is no perfect career opportunity, and how learning to execute smaller deals can prepare sellers for the biggest opportunities of their careers. We also talk about what separates Salesforce’s best sales leaders, why great managers empower their reps instead of doing the work for them, and what Jordyn looks for when hiring. She explains why unconventional backgrounds can succeed at Salesforce, how scenario-based interview questions reveal aptitude and attitude, and why investing in people’s careers is one of the best ways to retain top performers. TOPICS WE COVER How to know when you’ve stopped growing and it may be time to leave a company Why mastering smaller deals prepares sellers to win six- and seven-figure opportunities What separates the best sales leaders from strong individual contributors Why great managers empower their reps instead of stepping in and doing the work for them How Salesforce evaluates aptitude and attitude instead of relying only on a candidate’s resume Why investing in career development and recognition helps leaders retain their best salespeople ABOUT THE GUEST Jordyn Schiff is a Regional Vice President of Sales at Salesforce, where she leads sales for Southern California within the company’s financial services practice. Since joining Salesforce, Jordyn has built a track record as a top-performing sales leader, increasing annual attainment from 103% to 127% to 153% while progressing from Regional Sales Manager to RVP. She was also selected for Salesforce’s Sales Leader Excellence Academy. Before joining Salesforce, Jordyn was an Enterprise AE and Sales Manager at Talkdesk. LINKS Connect with me: https://www.linkedin.com/in/carter-armendarez/ Subscribe to the newsletter: https://www.techsaleswithcarter.com/newsletter/ Learn more about Salesforce: https://www.salesforce.com/

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  Episode #41

  Strategic Sales Is a Team Sport | Jaron Murphy (FICO)

  Aug 3, 202624 minS1

  In this episode, I sit down with Jaron Murphy, Head of Scores Partnerships at FICO, to talk about the lessons he has learned across cold calling, enterprise sales, strategic accounts, sales leadership, and partnerships. Jaron explains how early rejection built the resilience he has carried throughout his career, why trust must be earned when selling to senior executives, and how joining FICO forced him to develop into a more strategic seller. We also talk about why selling into banks requires a different mindset, how strategic account management differs from simply being a strong closer, and what individual contributors must unlearn when they move into leadership. Jaron shares what makes a partnership generate real revenue, why curiosity is one of the most important qualities he looks for when hiring, and why ambitious sellers should stop comparing their career progress to everyone around them. TOPICS WE COVER How cold calling builds the resilience needed to succeed throughout a sales career Why trust is the foundation of selling technology to banks and financial institutions What separates a strategic account leader from someone who is simply a strong closer Why new sales leaders must shift their focus from personal success to their team’s success How authenticity and relentless curiosity help teams build something from the ground up What separates revenue-producing partnerships from partnerships that only create meetings and press releases ABOUT THE GUEST Jaron Murphy is the Head of Scores Partnerships at FICO, where he leads the go-to-market function for strategic partners within the FICO Score business. During nearly seven years at FICO, he has sold the company’s software platform to major financial institutions, led its U.S. platform sales business, and built a new partnership team within the scores division. Before joining FICO, Jaron was an Enterprise AE at SAS. LINKS Connect with me: https://www.linkedin.com/in/carter-armendarez/ Subscribe to the newsletter: https://www.techsaleswithcarter.com/newsletter/ Learn more about FICO: https://www.fico.com/

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  Episode #40

  How to Become an RVP at a SaaS Giant | Ben Gibson (Slack)

  Aug 2, 202618 minS1

  In this episode, I sit down with Ben Gibson, Regional Vice President at Slack, to talk about what it takes to move from an individual contributor role into sales leadership. Ben explains why aspiring leaders need to make their ambitions known, start doing the job before they receive the title, and become the most obvious candidate when an opportunity opens. We also talk about why Ben left enablement to return to a quota-carrying role, how that experience helped him develop as a sales leader, and why he approaches career decisions through the lens of mastering his craft. Ben shares the biggest mistake he made as a new manager, how sellers should approach conversations about AI, and how ambitious goals help him prioritize his time across work, family, and physical pursuits. TOPICS WE COVER How to become the most obvious candidate for a sales leadership role Why building a strong internal brand matters alongside hitting your number Why Ben moved from sales enablement back into a quota-carrying AE role How “trust but verify” changed the way Ben coaches and manages sellers Why AI sales conversations should start with the buyer’s broader strategy—not your product How meaningful goals can help you prioritize your time and eliminate distractions ABOUT THE GUEST Ben Gibson leads Slack’s commercial communications, media, technology, and new-logo business. His career has included roles across sales, sales leadership, and enablement. At Slack, he helped build the company’s manager-development function before returning to the field as an Account Executive and later moving into sales leadership. His experience across those roles has shaped his approach to career development, coaching, and building high-performing sales teams. LINKS Connect with me: https://www.linkedin.com/in/carter-armendarez/ Subscribe to the newsletter: https://www.techsaleswithcarter.com/newsletter/ Learn more about Slack: https://slack.com/

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  Episode #39

  How to Go From BDR to Enterprise AE in 3.5 Years | Jolie Stern (Gong)

  Jun 18, 202617 minS1

  <p>In this episode, I sit down with Jolie Stern, Enterprise Account Executive at Gong, to talk about how she moved from BDR to Enterprise AE and RVP in less than five years at Slack and Salesforce. Jolie breaks down why internal networking, building a strong brand, and creating impact beyond the dashboard helped her move up quickly inside a large sales organization.</p><p>We also talk about what it takes to ramp fast at a new company, why she chose to stay focused on financial services, and how reps can sell technology into slower-moving, highly regulated industries. Jolie...

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  Episode #39

  How to Go From BDR to Enterprise AE in 3.5 Years | Jolie Stern (Gong)

  Jun 18, 202617 minS1

  In this episode, I sit down with Jolie Stern, Enterprise Account Executive at Gong, to talk about how she moved from BDR to Enterprise AE and RVP in less than five years at Slack and Salesforce. Jolie breaks down why internal networking, building a strong brand, and creating impact beyond the dashboard helped her move up quickly inside a large sales organization. We also talk about what it takes to ramp fast at a new company, why she chose to stay focused on financial services, and how reps can sell technology into slower-moving, highly regulated industries. Jolie shares how she thinks about change management, security and compliance objections, getting in person with customers, and how to separate serious AI buyers from prospects who are just curious. TOPICS WE COVER How Jolie moved from BDR to Enterprise AE and RVP in less than five years Why internal networking and building a strong brand can accelerate your sales career How to ramp quickly when joining a new company as an experienced seller Why specializing in one vertical can create more opportunity over time How to sell technology into slow-moving financial services companies How to tell the difference between serious AI buyers and tire kickers ABOUT THE GUEST Jolie Stern is an Enterprise Account Executive at Gong. She started her sales career at a full-service digital marketing agency in New York City before joining Slack as a BDR. During her time at Slack and Salesforce, she moved into enterprise sales and frontline leadership, eventually becoming an RVP. She is now based in Miami and sells Gong into financial services accounts. LINKS Connect with me: https://www.linkedin.com/in/carter-armendarez/ Subscribe to the newsletter: https://www.techsaleswithcarter.com/newsletter/ Learn more about Gong: https://www.gong.io/

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