Welcome to another episode of Unicorn Builders. In today’s episode, we’re speaking with Jason Zintak, CEO of 6sense, the world’s leading revenue AI platform that has raised over $500 in funding. Here are the most interesting points from our conversation: - Evolution from Predictive Scoring to Revenue AI: 6sense transitioned from a black-box predictive scoring tool to a comprehensive revenue AI platform, addressing both sales and marketing needs with transparency and actionable insights. - Critical Early Challenges: Early on, 6sense faced high churn due to a lack of context behind predictive scores, which led to a strategic pivot towards providing clear explanations and actionable workflows, ultimately regaining customer trust. - Data-Driven Decision Making: 6sense leveraged its own platform to identify its ideal customer profile (ICP), streamline sales territories, and build marketing segments, fueling rapid growth and refining its go-to-market strategy. - Building a Ubiquitous Brand: Jason emphasized the importance of branding and awareness, especially when expanding beyond tech markets. Tailoring content to different verticals was key to 6sense’s success in financial services, manufacturing, and more. - Surviving Financial Strain: During a critical period, 6sense secured a bridge round under challenging conditions, ensuring the company had enough runway to demonstrate sustained sales momentum and secure a successful Series C. - Dreaming Big and Scaling Fast: Jason joined 6sense with a clear vision to build a multibillion-dollar company. The company’s growth trajectory, from $5 million in ARR to $250 million, and a $40 million valuation to $5 billion, exemplifies this ambition. // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co