Episode 4
How to Scale from $100K to $2.5M ARR
Faris Sehovic
Sales Director
The conversation
Milan Savov talks with Faris Sehovic, a sales director with eight years of experience across Europe and Asia, including at CultureAmp and Orgnostic, about scaling ARR from $100K to $2.5M. Faris built a sales playbook around a clear ICP, streamlined outreach and repeatable processes any rep can follow. Working across markets from Estonia to Malaysia taught him to adapt communication and negotiation to local business cultures.
Moving from individual contributor to leader meant focusing on enablement instead of micromanagement. He treats data and every lost deal as feedback for improvement, and stresses close alignment between sales and product for long-term customer success.
What came up
Intro
Who is Faris Sehovic? His background and international experience
From startups to leading global sales teams
How Faris joined Orgnostic and scaled to $2.5M ARR
Building a repeatable sales system for enterprise clients
Common mistakes SaaS founders make in sales
The mindset difference between $100K and $1M ARR
How to build a winning sales team and culture
Strategies for breaking into US and EU enterprise markets
How Orgnostic’s acquisition by CultureAmp happened
The key lessons from leading international sales operations
Faris’s advice for B2B founders scaling their sales function
Rapid-fire questions: habits, mentors, and mindset
Outro and key takeaways
About the guest
Faris Sehovic
A sales director with more than eight years of international business development across Europe and Asia, including at CultureAmp and Orgnostic.
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