.webp)
How Alina Rewrote GTM — Orchestrated Human + AI Workflows, Risked Polarizing Marketing, and Scaled to $40M ARR
.png)
.jpg)
Popular Articles
.jpg)
.jpg)
Most teams believe build → launch → customers follow. Alina proved them wrong.
While product-by-product playbooks and one-channel funnels flounder, Alina built a predictable, account-oriented GTM engine that turned friction into conversions — and scaled her company to $40M ARR with ruthless orchestration, bold brand moves, and a human-last-mile approach to AI.
In this episode of Edbound With Kinner, Alina (Guide Executive Officer & co-founder of Chili Piper) walks us through the exact systems, mindset shifts, and growth plays she used to turn a complex sales motion into a repeatable machine — without pretending growth is simple.
What You’ll Discover in This Episode
- How Alina turned multi-touch orchestration into a $40M ARR growth engine — the exact account map she follows.
- Why attention (not features) is the scarce resource — and how to buy it with bold, polarizing creative.
- The orchestration stack: how Sales + Marketing + CS + Partnerships run a single account playbook at scale.
- The single qualification mistake that kills GTM (and the simple alternative that actually predicts expansion).
- How to identify the internal champion who will push deals across the finish line.
- Human-last-mile: why certain critical touches must stay personal even when AI does everything else.
- A tactical three-part nurture (social → one-on-one demo education → targeted ads) that dramatically shortens sales cycles.
- The metrics that matter beyond revenue — and the one behaviour metric Alina watches obsessively.
Watch or Listen
Watch the full episode on YouTube or listen on Spotify. Subscribe to Edbound With Kinner for weekly GTM experiments, PLG playbooks, and AI recipes for growth.
Welcome to Edbound With Kinner
Edbound With Kinner is the show where founders, GTM leaders, and growth operators unpack real systems that scale companies — not aspirational quotes. Hosted by Kinner N Sacchdev, Co-founder & CEO of Edbound AI and Knorish, the show digs into PLG experiments, AI workflows, and enterprise GTM plays that actually move revenue and retention.
Real operators. Real systems. No fluff.
Subscribe on YouTube or Spotify..
Meet The Guest
.jpg)
Alina Vandenberghe calls herself a Guide Executive Officer — a leadership style built around empowering teams, unblocking cross-functional friction, and orchestrating growth plays across the full buying group. With a career spent solving complex GTM puzzles and scaling enterprise motions, Alina has guided her company to $40M ARR by obsessively reducing funnel friction, investing in bold brand actions, and keeping the last mile human.
Power Takeaways (4 quick hits)
- Stop qualifying by “budget.” Target likely-to-create-budget accounts instead.
- Orchestration > channel: 80% of the work happens behind the scenes — make it repeatable.
- Polarize boldly (and own the risk) — attention is the new distribution.
- Keep the final outreach human — trust is the conversion multiplier.
Follow Edbound With Kinner updates on:
Stay connected for future episodes, frameworks, and insights. Follow Edbound on:
Where to Find Kinner N Sacchdev
Connect With Alina
Episode Timestamps
00:00 – Intro
01:03 – Welcome to EdBound | Meet the Founder Who Rewrote GTM Rules
03:05 – From Fear to $40M ARR: Why Playing It Safe Kills Growth
05:02 – The GEO Mindset: Why Alina Refuses the CEO Label
07:10 – Fixing the B2B Funnel: How Chili Piper Turned Friction into Conversions
09:12 – The Secret Behind a Perfect ICP (and How Most Founders Get It Wrong)
11:08 – Breaking Into a Market That Didn’t Exist: Educate Before You Sell
13:25 – Why Polarizing Marketing Works (and How to Handle the Hate)
15:50 – Predictable Orchestration: Scaling GTM With Human + AI Teams
18:22 – The One Metric That Outperforms Revenue in Measuring Success
21:01 – Personal Branding, Fear, and Why Founders Must Show Up
23:40 – The Future of GTM Education & AI-Driven Learning 🚀
Thank you for listening to Edbound With Kinner — real operators, real systems, no fluff.
Ready to build an account orchestration engine like Alina’s? Unlock the Playbook & Talk to this Podcast’s AI Brain for a custom map you can run next quarter.
.jpg)