How do you scale a sales team from “just trust us” to a public-company powerhouse?

It’s not just about hiring more reps or tightening the pitch deck. It’s about building systems, aligning teams, and turning early intuition into repeatable success—without losing the spark that got things moving in the first place. In this episode of The Orita Podcast, Aaron Schwartz is joined by three go-to-market leaders who helped scale Klaviyo into a category-defining company: Sean Marshall (now co-founder of Copley), Pat Makridakis, and Matt Virzi. They dive deep into what it takes to scale sales from startup to IPO-ready—covering sales process, team structure, customer success, compensation, and the underrated power of curiosity. Whether you're hiring your first AE or rethinking your post-Series B GTM motion, this one's packed with hard-earned insights.