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Jeff Stewart, founder of GPO Fund and author of Global IPO, joins Carlos to unpack why the best founders plan their exit before they incorporate, and why the best founders shouldn't wait to go public.

Metaview started in 2018 on a simple bet: hiring decisions are some of the most consequential calls a company makes, yet no one captures the data behind them. Cofounder Shahriar joins Carlos to talk through how Metaview's early bet was supercharged by the arrival of LLMs, their "Public Unless Private" culture borrowed from Palantir and Uber, and Fillmore, Metaview's new autonomous hiring coworker.

Your AI agent just deleted a database. Who gets fired? There's no good answer yet - and that's a huge problem. Companies are handing AI agents sweeping access to their systems, often more than they'd give a new hire, without knowing who's accountable when something goes wrong. In our latest podcast episode, Carlos Eduardo Espinal MBE sits down with Johannes Keienburg, Cofounder of Cakewalk, and David Mytton, CEO of Arcjet: two founders building solutions to this exact problem. They explore why AI agents don't need to "go rogue" to cause serious damage, the "zombie identity" problem of agents that outlive the employees who created them, and why the security tools built to stop hackers simply don't work when it comes to agents.

Eric Ries's The Lean Startup method is undeniably one of the most influential writings published on entrepreneurship in the last decade. It gave a whole generation of founders a new way to build - and made 'pivot' a household word. Now he's tackling an even harder subject: why do so many great companies eventually betray everything they stood for? And what can founders do to stop it? In his new book Incorruptible, Ries argues that governance is the most powerful and most underappreciated force in business. In this conversation with Carlos, they get into why shareholder primacy destroys brands, why the tools to resist that pressure already exist, and why most founders give away the thing that matters most.

We knew Pari Singh was special when he walked into Seedcamp at 21 and told us that he could design rockets faster than anyone in the world. Fast forward nine years, and Flow Engineering is now the operating system for the next generation of physical engineering, relied on by the likes of EV giant Rivian. We sat down with Pari to break down why the industry is at an inflection point, why the biggest threat to legacy manufacturers isn't technology but culture, and why he believes the vast majority of physical engineering work will be automated by AI within the year. We also get into what separates elite engineering teams from average ones, and the single most important characteristic he hires for.

James Kuht MBE has spent 15 years working on what happens when powerful technology meets the messiness of real organisations.  He's learned that developing the technology is rarely the hard part - the hard part is getting people to use it in a way that makes strategic sense for the organisation. That experience is what led him to found Pair. Pair are building the AI adoption layer for enterprise. Companies have poured billions into AI infrastructure, but without role-specific training, most employees never move beyond individual tinkering, resulting in expensive licenses, underwhelming results, and disillusioned leadership teams. We're thrilled to have invested in Pair's latest seed round, alongside Venrex and FJ Labs. As partner Carlos Espinal puts it: "They turn AI from a generic tool into real, role-specific productivity." Carlos sat down with founder James Kuht MBE, to discuss what it actually takes to get organisations to adopt AI effectively - and why most still get it wrong.

In the latest Seedcamp Deep Dive, our Managing Partner, Carlos Eduardo Espinal, discusses the complexities of investing in deeptech, dual-use and the defence sector. He's joined by two distinguished guests from defence and investment backgrounds: Nicola Sinclair, General Partner at Twin Track Ventures, and Samuel Burrell, Partner at Expeditions Fund. Nicola begins the conversation by explaining her motivation for founding Twin Track, highlighting the need to connect startups with the defence and security sectors and detailing her approach to evaluating deep tech investments. Sam then discusses his transition from military service to venture capital and emphasizes the importance of understanding end-user needs in defense tech investments. This insightful conversation covers a wide range of topics, including: - The challenges of dual-use technologies - The role of prime contractors - The evolving geopolitical landscape - Investment opportunities in space technology - The future of defence tech investments Show Notes: Nicola Sinclair - linkedin.com/in/nicola-sinclair- Samuel Burrell - linkedin.com/in/samuelrburrell Carlos Eduardo Espinal - linkedin.com/in/carloseduardoespinal Twin Track Ventures - twintrack.vc Expeditions Fund - expeditionsfund.com Seedcamp - seedcamp.com Sam’s weekly newsletter This Week in Dual-Use [www.samuelburrell.com] “Working with Defence & Security” Survey. The results will be released on 14 November 2025

In the latest episode of This Much I Know, our Managing Partner, Carlos Espinal and Nandan Nayampally, Chief Commercial Officer of Baya Systems (previously at ARM, Amazon and AMD), delve into the geopolitics and innovations within the semiconductor industry. Nandan shares his extensive career journey from AMD to ARM and Amazon, providing valuable insights into the evolution of the semiconductor industry. He also emphasizes the shift towards specialized IP designs and the global distribution of manufacturing. The conversation explores the impact of geopolitical factors on the chip industry, the rise of localized manufacturing, supply chain resilience and the future implications of AI and edge technology. Tune in! Show Notes: Nandan Nayampally - linkedin.com/in/nandannayampally Carlos Espinal - linkedin.com/in/carloseduardoespinal Baya Systems - bayasystems.com Seedcamp - seedcamp.com

In an in-depth conversation with our Managing Partner, Carlos Eduardo Espinal, Miro’s co-founder and CEO, Andrey Khusid shares his incredible founder journey, from starting Realtime Board, his simple idea of bringing whiteboards into browsers, to Miro, now a global organization valued at nearly $20 billion. He reflects on the company’s explosive growth from 200 to 1800 people in just 18 months during 2020-21, the importance of hiring for mindset over experience, and the transition from a product-led growth model to incorporating sales-led strategies.  Andrey highlights key moments, cultural shifts, and the impact of leadership on the company’s trajectory. Additionally, he offers insights into maintaining team cohesion, learning from failures, and adapting to the ever-changing business landscape, especially with the advent of AI.  Tune into this insightful episode providing an in-depth look at scaling a tech startup globally and the lessons learned along the way. Show Notes: Andrey Khusid - linkedin.com/in/khusid Carlos Eduardo Espinal - linkedin.com/in/carloseduardoespinal Miro - miro.com Seedcamp - seedcamp.com Overview: 00:00 Explosive Growth and Leadership Challenges 00:35 Welcome to the Seed Camp Podcast 01:18 The Origin Story of Realtime Board 03:06 Rebranding to Miro 05:49 Balancing Customer Feedback and Product Vision 12:20 The Power of Product-Led Growth 17:26 Transitioning to a Sales-Led Growth Model 22:29 Navigating Enterprise Expansion Challenges 22:45 Shifting to an Innovation Workspace 23:17 Adapting to Market Changes and Bundling 26:03 Embracing AI and Future Prospects 27:22 Building a Strong Company Culture 30:09 Scaling Challenges and Leadership Insights 32:28 Reflecting on Leadership and Growth 42:15 The Importance of Founder-Led Companies 43:16 Conclusion and Final Thoughts

In the latest episode of “Path to Market,” Natasha and Micah are joined by Fanny Talagrand, Head of EMEA sales for startups and SMBs at Stripe to discuss key sales strategies from startups to enterprises. Drawing from her extensive experience in global tech companies like Google Cloud and Stripe, Fanny emphasizes the importance of understanding user needs and journeys, leveraging user feedback, and the different dynamics between selling to startups versus enterprises.  She also provides advice for hiring the first sales reps, highlighting the need for candidates to be smart, driven, and coachable. She stresses the significance of onboarding processes and embedding new hires with users early on. Additionally, she explores how to balance product-led growth with enterprise sales and shares metrics to optimize sales performance. Tune in to learn about: - how to align sales strategies with the needs and journeys of different types of users; - how PLG and enterprise motions can coexist with careful planning and differentiation in user journeys; - why as companies grow, including a sales team becomes vital to extend market reach and support users who require more comprehensive solutions; - and more practical strategies for founders looking to enhance their sales operations and build successful teams. Show Notes: Fanny Talagrand - linkedin.com/in/fanny-talagrand-a51a81b Natasha Lytton – linkedin.com/in/natasha-lytton Micah Smurthwaite – linkedin.com/in/micah-smurthwaite-2283b49 Overview: 00:00 Introduction to Path to Market 01:17 Meet Fannie Talegrand, Head of EMEA Sales for Startups and SMBs at Stripe 02:13 Fannie's Career Journey 04:29 Comparing Sales at Google Cloud and Stripe 06:58 The Importance of Product and User Feedback 13:31 Sales Metrics and Funnel Optimization 16:32 Differences in Selling to SMBs vs. Enterprises 24:07 Hiring the Right Sales Leader 34:29 Onboarding New Sales Hires 40:09 Conclusion and Final Thoughts

In a new episode of This Much I Know, Carlos’s guest is Dr Melanie Garson, an associate professor at UCL and expert in cyber policy and geopolitics. Together they discuss critical issues in the current geopolitical and defence systems, including the evisceration of the US civil service, reactive politics, and the role of technology companies as geopolitical actors. Dr Garson emphasizes the importance of interdisciplinary approaches, stress-tested technology rollouts, and the holistic view of future defence strategies. She highlights the information domain as another critical area, where misinformation and disinformation can proliferate and destabilize, underpinning the need for robust measures to counteract these threats. The conversation explores the strategic role of tech in geopolitics, the evolving nature of warfare, and the potential for innovation and international cooperation within the defence industry. Dr Garson also shares her views on the importance of building secure digital economies and engaging meaningfully with emerging technologies for long-term future defence capabilities. Looking to the future, Dr Garson predicts the emergence of new industry players and the potential for existing companies to re-engage with defence manufacturing. She remains optimistic that the industry will recognize the value of entrepreneurs and facilitate environments where innovation can thrive alongside traditional primes. Show Notes: Dr Melanie Garson linkedin.com/in/melaniegarson/ Carlos Espinal linkedin.com/in/carloseduardoespinal/ Dr Melanie Garson - profiles.ucl.ac.uk/25481-melanie-garson institute.global/experts/melanie-garson Seedcamp - seedcamp.com

Our “Path to Market” series continues with a new episode in which our Director Natasha Lytton and her co-host Micah Smurthwaite, Partner at Pipeline Ventures, delve into the intricacies of go-to-market strategies with seasoned CRO, Tim Bertrand. Tim shares his extensive experience scaling organisations like Acquia, Project 44, and HAProxy, offering actionable insights for founders and sales leaders on building sales teams, effective onboarding practices, the fundamentals of discovery and qualification in sales, and the nuances of pricing strategies for early-stage companies. Tim also discusses the significance of deal reviews and the evolving landscape of sales tactics, emphasizing the value of compelling events and robust qualification processes. The discussion also covers: - the dynamics of building sales teams; - identifying customer pain points; - the significance of practical sales methodologies like MEDDICC and BANT; - fostering cross-functional collaboration; - the role of open-source communities; - and more. Key takeaways: - Understand product intricacies; - Leverage economic buyers in sales cycles; - Align organizational culture with company values for success; - Make the right hire according to the company’s growth stage. Show notes: Tim Bertrand – linkedin.com/in/timbertrand Natasha Lytton – linkedin.com/in/natasha-lytton Micah Smurthwaite – linkedin.com/in/micah-smurthwaite-2283b49 Overview: 00:00 Understanding Customer Pain Points 00:22 Introduction to Path to Market Podcast 01:00 Interview with Tim Bertrand: Scaling Startups 01:39 Tim Bertrand's Journey: Acquia to HAProxy 05:07 Advice for Founders on Sales Playbooks 08:11 Hiring the Right Sales Team 16:29 Onboarding Sales Reps: Best Practices 18:31 Effective Sales Execution and Discovery 23:29 Creating Urgency in Sales 23:34 The Role of Compelling Events 25:18 Evolving Sales Tactics 28:53 Effective Deal Reviews 31:03 Pricing Strategies for Startups 32:59 Building a Strong Sales Culture 35:58 Cross-Functional Collaboration 39:17 Open Source Business Models 43:05 Sales Methodologies for Founders 44:30 Hiring the Right CRO 45:47 Conclusion and Key Takeaways

In the latest episode of our “Path to Market” series, our Director Natasha Lytton and her co-host Micah Smurthwaite, Partner at Pipeline Ventures, speak with Gia Scinto, a partner at Cole Group, specializing in go-to-market executive hires for renowned startups like Airbnb and Stripe. Gia shares her extensive experience in building go-to-market teams for top startups across her different roles, including as the first talent leader at Y Combinator and as an executive talent partner at Andreessen Horowitz. She emphasizes the importance of metrics in recruitment, the founder's role in hiring, and key considerations for early-stage companies hiring their first sales leaders. Gia also provides actionable advice on running an effective recruiting process, including aligning on job requirements, conducting thorough interviews, and ensuring a successful onboarding process. Key takeaways: - Set a minimum experience threshold for the role - In the first interviewing rounds, assess the candidate against the main goals of their roles - Set clear expectations and establish attainable goals in the initial months to facilitate a seamless onboarding into the company. Show notes: Gia Scinto – linkedin.com/in/giascinto Natasha Lytton – linkedin.com/in/natasha-lytton Micah Smurthwaite – linkedin.com/in/micah-smurthwaite-2283b49 Overview: 00:00 Introduction to Gia and Her Extensive Experience 00:54 Working with founders at Andreessen Horowitz and Y Combinator 08:13 Advice for Early-Stage Sales Hiring 12:25 Running a Successful Recruiting Process 20:35 Interview Questions for Sales Leaders 24:35 Assessing Culture Fit in Early-Stage Companies 26:31 Hiring Challenges and Lessons Learned 28:17 Pitching to Senior Candidates in Startups 29:09 Importance of Product Differentiation 30:03 Segmentation and Market Strategy 34:09 Onboarding and Setting Expectations 38:03 Back-channeling and Reference Checks 41:16 Onboarding Best Practices for Success 43:17 Common Pitfalls in Hiring 46:40 Building Go-to-Market Systems 50:41 Advice for Go-to-Market Candidates

In a new episode of Path to Market, our Director Natasha Lytton and her co-host Micah Smurthwaite, Partner at Pipeline Ventures are joined by Ryan Lieber, an experienced Go-to-Market Leader and one of Snowflake’s earliest employees and its first SDR. Together they discuss Snowflake's impressive growth trajectory, the challenges and strategies of category creation, key sales methodologies like MEDDPICC, the best approaches for scaling internationally, and cross-functional sales efforts. Ryan shares his experiences from joining Snowflake when it was an unknown startup in 2014 to its current status as a data giant with over 7,000 employees and a market capitalization of over $50 billion. He also delves into when and how founders should hire their first SDRs and sales leaders, the metrics for measuring their success, and the role of marketing alignment in scaling sales. Moreover, he emphasizes the importance of understanding regional cultural and communication nuances, and how to leverage partnerships in new markets. Key takeaways: - taking an iterative approach to the sales process enables you to transition from broad outreach to focusing on sales-qualified opportunities; - hiring SDRs earlier rather than later is not only cost-effective, but it also enables founders to focus on product development; - choose a sales leader who isn't afraid to "get their hands dirty" and is willing to adapt to the dynamic needs of a growing startup. They are in touch with the pulse of the market and the realities faced by their teams; - international expansion is not a uniform process and differs significantly by region. This is why understanding cultural nuances, leveraging regional partners, and ensuring the market is ripe for entry are essential considerations; - taking a partnership approach to scaling accelerates growth and embeds credibility in the customer’s eyes. Show notes: Ryan Lieber – linkedin.com/in/ryan-lieber-8aa59a62 Natasha Lytton – linkedin.com/in/natasha-lytton Micah Smurthwaite – linkedin.com/in/micah-smurthwaite-2283b49 Overview: 00:00 Introduction and Guest Background 01:00 Ryan’s Early Days at Snowflake 03:59 Career Growth and Opportunities 05:01 Building the EMEA Team 07:08 Challenges and Learnings 08:19 Finding the Ideal Customer Profile 13:57 Sales Methodology: MEDDPICC 19:30 Hiring and Building a Sales Team 21:48 The Daily Grind of an SDR 22:01 Key Traits for Sales Success 23:30 Red Flags in Sales Hiring 27:07 Effective SDR Metrics 32:09 Hiring Your First Sales Leader 34:54 The Power of Marketing in Sales 36:49 Scaling Internationally 42:26 Snowflake's Startup Program 45:02 Final Thoughts and Advice

In this insightful episode, our Director Natasha Lytton and co-host Micah Smurthwaite, Partner at Pipeline Ventures are joined by Alicia Carney, a seasoned product marketing expert with extensive experience at high-growth startups like Deliveroo. Together, they dive deep into identifying and validating Ideal Customer Profiles (ICPs) in pre and post product-market fit stages. Alicia shares her insights on navigating early market fit through to scaling operations post-product market fit. Key takeaways: - Define and validate ideal customer profiles (ICP) through market needs and user research - Be intentional and thoughtful about who you are serving and the value you offer - Focus on empirical metrics and continuous customer engagement. Show notes: Alicia Carney - https://www.linkedin.com/in/aliciacarney Natasha Lytton - linkedin.com/in/natasha-lytton Micah Smurthwaite - linkedin.com/in/micah-smurthwaite-2283b49 Interview guide link: http://bit.ly/3tJubmC  ​​Establishing an ideal customer profile (ICP) by Notion VC Market research platforms: userinterviews.com, pollfish.com, gong.io, grain.com