PLG can create explosive growth, but it can also mask fundamental
gaps in execution, capacity, and long-term durability. As
AI-native companies scale at unprecedented speed, revenue leaders
face a new tension: how to convert bottom-up adoption into
enterprise value without breaking the system that fueled growth.
Brian McCarthy joins to unpack how Cursor is navigating this
shift, why sales execution becomes the moat in a world of
swappable technology, and what it takes to build a go-to-market
machine that keeps pace with innovation while deepening customer
trust.
Brian McCarthy is President of Global Revenue
and Field Operations at Cursor and former CRO at Rubrik, where he
helped scale the company from $118M to $1.5B in ARR. He is known
for building high-performance revenue organizations and
execution-focused cultures in complex enterprise environments.
Connect with Brian:
LinkedIn
Resources mentioned:
Ep. 71 - What the Best Sales Leaders Do with Brian McCarthy
All In Podcast with Chamath, Jason, Sacks & Friedberg
Key takeaways from this episode:
03:30 – Why great leaders know when to step away, and how
building a successor is the true test of an execution machine
09:50 – What to look for in a once-in-a-career opportunity,
and why timing matters more than brand or hype
17:03 – How PLG success created a capacity crisis, and why
too much demand can degrade customer experience
29:29 – The decision to radically reduce account load, and
how focus enables better selling and better buying experiences
32:16 – Why champions, not features, drive revenue, and how
to intentionally build them across the organization
38:19 – The required balance between bottom-up adoption and
top-down value selling in technical markets
41:31 – Why “clock speed” is the defining trait of modern
sellers, and how enablement must fuel continuous learning
49:09 – The shift from tools to AI factories, and what it
means for the future of software development and selling
52:01 – Why culture, trust, and human relationships remain
the durable moat in a world of rapidly changing technology
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
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