20Sales: ElevenLabs: Why We Set a 20x Sales Quota | How to Structure Sales Compensation Plans | Customer Success: 'Total BS' or Growth Engine? | Building an AI Sales Machine: What Tools & Tactics Must CROs Adopt Today with Carles Reina

**Carles Reina** (0:00)
We had two employees that in February had already achieved the entire full year quota. Customer success needs to be a money generation function for the business. The role of a CRO is fundamentally thinking about, not the revenues today, but the revenues of tomorrow. Let's do the things that no one is doing. That is what makes me passionate, and that is what a good CRO, I think, needs to be doing because we're not here to do easy stuff. It's like the fastest product in terms of revenues that we've ever had. It's just insane. If you want to do something, budget is never going to be a problem.

**Harry Stebbings** (0:31)
This is 20VC with me, Harry Stebbings, and I'm so excited to welcome a dear friend, Carles Reina. Carles is the CRO at ElevenLabs, one of the fastest growing companies on the planet. He was also one of the first investors there. He's scaled the revenue org from zero to over 350 million in ARR. This is a master class in scaling sales in an AI first world. On top of that, Carles is also an incredible investor with his own solo GP fund, Baobab Ventures, which is back at the likes of Revolut and of course ElevenLabs in the early days. But before we dive into the show today, a quick shout out to a company I've been genuinely blown away by and have been tracking closely, ROX. I've been watching this team closely and the speed they're operating at and the level of applied AI talent they've assembled, it's honestly remarkable. ROX is pioneering revenue agents for the global 2000, plugged into your data warehouse and CRM and delivering board level ROI in just 90 days. These sales and revenue agents handle the end-to-end sales process for large enterprises, from research prep to deal risk, outreach and opportunity management. So sellers spend more time with customers and less time in tools. This isn't another productivity app. Christ, we've all had enough of those. ROX gives reps a single interface on top of their GTM stack, powered by a knowledge graph across your internal and external data. So if you want to boost AE productivity, increase revenue per rep and consolidate your stack, try ROX at rox.com/sign up. And speaking of great companies, we have to talk about Monaco. For years, I've watched some of the best founders and early go-to-market teams struggle with sales. Too many CRMs, too many point solutions, too much manual work. Well, that changes with Monaco. Monaco replaces your legacy CRM and fragmented sales stack with a single AI native platform. Monaco's agents automatically build and score your entire TAM, lay it in real-time signals, create and run outbound sequences, schedule calls and record and transcribe meetings. Your pipeline practically manages itself. Monaco creates reminders, dross, follow-up emails for you, and keeps deals moving forward. So that means more meetings, higher conversion rates and faster revenue growth. If you're an early-stage startup, tired of duct-taping sales tools together, and looking to grow revenue faster, check out Monaco at monaco.com. While Monaco runs your sales pipeline, Framer runs your website. A website should help your business grow, not slow it down. If updates to your.com feel harder than they should, Framer is the shortcut you've been looking for. Framer is an enterprise-grade, no-code website builder that works like your team's favorite design tool, and is used by companies like Perplexity, Miro, Mixpanel to move faster. Designers and marketers can fully own the site with real-time collaboration, a robust CMS built for SEO, and advanced analytics that include integrated A-B testing, so you're not just shipping pages, but you're maximizing what works. And when you're ready to ship, changes go live in seconds with one click. Publish without relying on engineering. Plus, Framer is built for scale with premium hosting, enterprise-grade security, and 99.99% uptime SLAs. Whether you want to launch a new site, test a few landing pages, or migrate your full.com. Framer has programs for startups, scale-ups, and large enterprises to make going from idea to live site fast. Learn how you can get more out of your.com from a Framer specialist, or get started building for free today at framer.com/20vc for 30% off, 30% off a Framer Pro annual plan. That's framer.com/20vc for 30% off.
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**Carles Reina** (4:20)
You have now arrived at your destination.

**Harry Stebbings** (4:23)
Carles, listen, I know a show is successful when I get friends of mine outside of tech be like, oh, love the clip with Carles. And I'm like, really? And they're like, I never thought that Quota and Sales Comp would be so interesting. And I'm like, thank you, Sarah. I had no idea you were interested in it. So it was such a successful show. I thought we had to do a round two. Thank you for joining me, man.