Kim Graves is GM, Americas at Notion, where she oversees all Sales and Customer Success efforts across the region. She brings extensive experience in building and scaling high-performing sales organizations, most notably at Slack where she helped grow revenue from $6M to over $1.5B. In addition to her operational role, Kim serves as a founding partner at 20SALES, a GTM-focused VC firm, where she advises early-stage companies on scaling revenue and optimizing sales processes.
Agenda:
07:00 – The Secret to Winning a Discount Conversation
09:30 – Notion’s Wild New Sales Method: Mindsets Over Stages
12:00 – Why Great Sellers Never Talk Product Too Soon
14:00 – How Slack Avoided the Biggest PLG Trap of All
17:00 – The Fatal Mistake Founders Make Layering Sales on PLG
20:00 – The “Renaissance Reps” That Build Billion-Dollar Motions
23:00 – How to Spot True Grit in a Sales Hire (Without Asking Directly)
26:00 – The Case Study Test That Filters Out Bullshitters
30:00 – The Real Reason Most Reps Fail Onboarding
33:00 – Should Reps Own Their Own Pipeline? Kim’s Take Is Clear
36:00 – Why Cold Calling Works in 2025 (And Nobody Does It)
39:00 – The Sales Team Audit: The REKS Framework That Changes Everything
43:00 – How to Avoid Hiring the Wrong Rep Under Pressure
45:00 – When Sales Feels Second Class: PLG vs Enterprise Tension
47:00 – The One Thing Reps Still Do That AI Will Obliterate
50:00 – AI Sales Tools: Why Every Startup Is Failing to Get It Right
53:00 – Will We Have More or Fewer Reps in 5 Years?
56:00 – Enterprises Are Scared of AI – Here’s How You Break In Anyway
59:00 – Kim’s Secret for Getting Past Gatekeepers and Fake Champions
1:09:00 – Kim’s Hardest Phase at Slack and How She Survived It