In this episode of The Orita Podcast, Aaron Schwartz sits down with Sam Moorhead, Director of Customer Growth at Klaviyo. Sam has spent 15 years learning what separates a seller who closes from one who just checks boxes, and his answer has nothing to do with scripts.

• What a PE-backed turnaround taught Sam about radical transparency that HubSpot never could, and how he brought it to Klaviyo

• Why showing up to a discovery call without a point of view is just telling your customer you're ready to waste their time

• The one question Sam teaches every rep to ask, and why the preamble matters more than the question itself

• How Klaviyo is using AI to close the gap between what a CEO sees coming and what their frontline team is actually doing

• Why the marketers leaning into AI right now are the ones getting promoted, and what that means for everyone else

• How great salespeople bring product insights to engineering in a way that actually gets built

👥 Meet the guest

Sam Moorhead, Director of Customer Growth at Klaviyo

🎙 Hosted by

Aaron Schwartz, Co-Founder and Co-CEO at Orita.ai

🎧 Chapters

[00:00] From Finance Major to HubSpot BDR

[04:12] PE Turnaround vs. Founder-Led Growth: What Changed

[06:23] Radical Transparency: How Much Is Too Much

[09:18] Building Teams That Get to Performing Fast

[13:02] Onboarding New Reps: Frequency Over Big Training Days

[16:17] Platform Selling: Why Discovery Has to Come First

[18:43] How AI Changed Call Prep and Why Point of View Is Everything

[21:46] The Why Now Question Done Right

[24:14] Give and Get: How Elite Sellers Write the Prescription

[28:15] What Customers Get Wrong About Doing It With AI Alone

[32:28] Input Metrics, Gong, and Coaching With Real Data

[35:10] The Wedge Between CEOs and Frontlines Is AI

[39:23] When to Pull in Leadership to Multi-Thread a Deal

[42:20] How Sales Should Bring Product Insights That Actually Get Built

🌐 Check out Orita.ai for more episodes of The Orita Podcast, where we sit down with the most interesting operators, marketers, and founders in e-commerce to talk about what’s working right now. Hosted by the Orita team. Orita uses machine learning to help brands send smarter, more profitable marketing, by figuring out who actually wants to hear from you and when.

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