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Recruiting the Right People and Selling Real Differentiation with Brad Scott, VP of Worldwide Sales at Glean

Recruiting the Right People and Selling Real Differentiation with Brad Scott, VP of Worldwide Sales at Glean

Revenue Builders vor 1 Monat

Brad Scott has built sales teams at Snowflake, Veza, and now Glean – three of the most different growth trajectories in tech. In this conversation, he breaks down how to hire for the traits that actually predict success: intellectual curiosity, resilience

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59:47

You can have the best product in the world, perfect messaging,
and market timing on your side… but if you don't have elite
people in your sales organization, none of it matters. Brad Scott
has built sales teams at Snowflake, Veza, and now Glean – three
of the most different growth trajectories in tech. In this
conversation, he breaks down how to hire for the traits that
actually predict success: intellectual curiosity, resilience,
self-awareness. He also tackles the complexity of selling
AI-native products in a market flooded with AI-bolted hype, and
why the fundamentals of recruiting, onboarding, and process
discipline are your only anchor when everything around you is
changing every 90 days.

Brad Scott is VP of Worldwide Sales at Glean,
where he leads a 350-person sales organization through explosive
growth. Before Glean, he built sales teams at Veza from an early
stage and at Snowflake during its historic scale-up, giving him
rare visibility into what it actually takes to build elite sales
organizations across three radically different company sizes and
growth phases. Brad also chairs the Work AI Institute at Glean,
exploring what future organizational structures look like in an
AI-driven world.

Connect with Brad:

LinkedIn

Resources mentioned:

Atomic Habits by James Clear

Work AI Institute

Glean:GO 2026

Key takeaways from this episode:

00:00 – Why the caliber of people in your sales organization
matters more than your product, your messaging, or your market
timing.

05:15 – How the questions you ask during recruiting reveal
whether someone will actually stay curious about customers – or
just go through the motions.

06:36 – Why salespeople who've faced real hardship or
adversity early in their careers tend to outperform everyone else
when things get hard.

24:34 – How to educate prospects on the difference between
AI-native and AI-bolted products (and why it matters for their
ROI).

36:57 – Why your proof-of-value process must map customer
workflows and business outcomes before diving into technical
integrations.

45:25 – Why automating your daily drudgery is the one move
that separates future-proofed salespeople from ones who'll get
left behind by AI.

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

Connect with Us:

LinkedIn

YouTube

Force Management