GTM 158: From Startup to $4B+ Unicorn: How Vanta Scaled Past $100M ARR and Beat 40+ Competitors | Stevie Case
Stevie Case is the Chief Revenue Officer at Vanta, the $4B leader in trust management and compliance automation. Since joining in 2021, Stevie has scaled the company from sub-$20M ARR to north of $100M, navigated 40+ copycat competitors, rebuilt both pre- and post-sales engines, and led Vanta’s expansion from SMB into enterprise. A former world’s first female pro gamer turned tech sales leader, Stevie previously held senior roles at Twilio, where she helped grow the enterprise business to a $1B run rate.
Discussed in This Episode
- How Stevie’s path from pro gamer to CRO shaped her competitive edge
- Early-stage chaos at Vanta and the signs of undeniable product-market fit
- Battling over 40 copycat competitors with value selling and a “CIA” competitive squad
- Why execution, not first-mover advantage, is the only sustainable moat
- The challenges and lessons from scaling SMB sales and moving into enterprise
- Building go-to-market experiments before committing product investment
- Transforming post-sales into a growth engine and driving net retention up
- Stevie’s view on AI in revenue operations and personal productivity
Episode Highlights
00:00 — “Every business is subject to the laws of physics and math… Execution is the only moat.”
03:07 — Stevie on becoming the world’s first female pro gamer and how competitiveness fueled her career.
06:25 — The undeniable product-market fit that convinced Stevie to join Vanta.
14:02 — Facing 40+ copycat competitors and learning that flashy marketing can’t beat sustainable growth.
16:23 — Transitioning from transactional selling to deep, value-based discovery using MEDDPICC.
18:30 — Creating Vanta’s “CIA” Competitive Intelligence Agency to win back customers.
26:10 — Launching the experimental enterprise sales team and the patience it took to scale it.
47:08 — Rebuilding post-sales into separate customer success and account management functions.
50:56 — Vanta’s next big GTM bets: platform sales, public sector, and deeper enterprise expansion.
53:27 — How Stevie is using AI in revenue operations and her own work life.
Guest Links
LinkedIn: https://www.linkedin.com/in/steviecase
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The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
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En liten tjänst av I'm With Friends. Finns även på engelska.