Bolt.new blew past past $40M ARR in just one year with only 50 people. In this episode, Bryan Adams, VP Sales at Bolt.new sits down with host Kyle Norton to break down how go-to-market operates at a hyper-growth AI company.

Bryan shares some of their tech stack, and gets real about leadership—hiring "adults," firing fast, and focusing on what reps actually need to win.

If you're leading a modern GTM org, this one's worth your next commute.

Thanks for tuning in! Catch new episodes every Wednesday.

Subscribe to Topline Newsletter.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech.

Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!

Chapters:

01:30 Meet Brian Adams, VP of Sales at Bolt.new

02:06 What Is Vibe Coding and How Bolt Works

03:54 Building Successfully with Bolt's "Plan" Feature

06:11 Layering Builds and Iterative Development

08:47 Real Use Cases Built with Bolt

10:24 The Build vs. Buy Decision Framework

12:57 Inside Bolt's Go-to-Market Tech Stack

13:59 Using Freckle to Unmask and Enrich Leads

15:08 AI-Powered Prospecting and Support Automation

17:41 Shifting GTM Strategy: From PMs to Engineers

19:54 Outbound Strategy, Target Accounts, and LinkedIn Engagement

25:13 How RevOps and SDR Growth Teams Collaborate

29:13 Bolt's Growth, Scale, and Competitive Landscape

33:03 Competing in a Knife Fight Market

36:56 Contract Structures, Compensation, and Profitability

40:38 Hypergrowth Lessons and Leveraging Automation

44:47 Leadership Philosophy: Empowerment and Accountability

48:08 Building Trust and Team Culture

51:17 Leadership, Firing Fast, and Team Integrity

52:59 Quick Fire: Great vs. Good Sales Leadership

54:32 Hard Lessons, Best Advice, and Book Recommendations

57:13 Closing Remarks and Outro

$40M ARR with 50‑Person Team (in less than a year) - Bryan Adams, VP Sales at bolt.new

The Revenue Leadership Podcast with Kyle Norton