From IPOs to ICU: Why Maryana Kessel Is Building Different

What happens when the system breaks you and then you decide to fix it?

Maryana Kessel (Box, Flexport, Modern Health) joins Tom Wilkinson on Between Two Hires to unpack what scaling elite teams really takes and why her story led her to Latent.

Maryana shares:

• How breaking her pelvis in childbirth led her to join a healthcare AI startup
• What most sales hiring gets dead wrong
• Her secret weapon for sourcing top talent (hint: it's not job boards)
• The red flags she now spots a mile away
• Why your recruiting never ends, even when you're "not hiring"

This episode is packed with hard-won lessons, high standards, and high-stakes moments that every hiring leader should hear.

Guest: David Aviles, Head of GTM at Mintlify
Track record: Optimizely → Amplitude (pre-IPO) → Wello → Switchboard → Mintlify
Specialty: Spotting potential others miss

What you'll learn:

• Why "What's the OTE?" is the wrong first question

• The sales interview question that filters posers

• How to make your outreach worth a reply

• The quiet red flags that kill team chemistry

Bonus: Mintlify's hiring. If you're a killer AE, this is the team you want in on

What do 400 hires, one dirty t-shirt, and an SDR turned AE all have in common? They're part of the wild and insightful hiring journey Erin Bates shares in this can't-miss episode of Between Two Hires. Tom Wilkinson digs into Erin's biggest hiring lessons from 15+ years scaling elite sales teams: - How to spot interview B.S. and ask level 2 questions - Why a "soft yes" is really a no, and how to avoid the wrong hires - What it takes to hire fast while keeping quality high in hypergrowth environments - The red flags she won't overlook again Erin keeps it real, from hilarious interview moments to hard-earned leadership wisdom. If you're building a sales org, this one is essential listening.

In Episode 15 of Between Two Hires, host Tom Wilkinson sits down with powerhouse recruiter and co-founder of Talent Collective, Krista Tan—and trust us, this one's got stories.

From placing thousands of hires across temp and full-time roles to launching a global community for women in talent, Krista has seen it all. Including:

● A career-launching gorilla suit gig at Pandora 🦍 ● Her "secret sauce" for sourcing beyond LinkedIn—for less than $400/month

● Why asking written application questions might be the best AI-filtering hack you're not using

● And a brutally raw interview memory from the 2008 crash that still hits hard today

This episode is real, insightful, and wildly relevant for anyone in talent, especially those navigating a post-AI recruiting world.

What's your wildest or most unforgettable hire? Let's hear it.

On this episode of Between Two Hires, host Tom Wilkinson chats with Justin Bullock (New Relic, Envoy, Recall) on what it really takes to build and scale a high-performing sales team.

Justin shares unfiltered hiring stories, unconventional interview tactics, and must-know strategies for finding top talent. He also breaks down why great leadership—and knowing your own strengths and weaknesses—makes all the difference.

This one's packed with raw insights on hiring, sales, and leadership—don't miss it!

In episode 13 of Between Two Hires (The Subtle Art of Not F#*king Up Your Team), Cody Voorhees joins Tom Wilkinson and shares his 12-year journey in the SaaS sales industry, from his beginnings at Yelp to his current role at Alma. He discusses his experience in hiring over 120 sales professionals, recounting both the best and worst hiring moments, and shares secret strategies for sourcing top talent. Cody also offers valuable insights on the importance of coachability and grit, and emphasizes never settling for just 'good enough' in hiring.

Join us as we delve into the career journey of Justin Geller, VP of Corporate Sales at Gong. Justin reflects on his past roles at LinkedIn, Zenefits, Salesforce, and various startups, sharing valuable insights into Gong's rapid expansion and the strategic importance of clear communication and mission alignment in hiring. Discover the impact of generative AI on the market, unique moments from his numerous interviews, and the current opportunities available at Gong. Gain practical advice on sourcing top talent, trusting your instincts, and maintaining honesty in the recruitment process.

Join us as we sit down with Tom Griffiths, co-founder of FanDuel and Hone, to discuss his extensive experience in hiring over 300 individuals for his ventures. Tom shares stories of his best and worst hiring surprises, secret weapons for sourcing top talent, unconventional interview questions, and crucial hiring wisdom he's gathered over the years. Discover how Hone is revolutionizing corporate training with its extensive library of live online interactive classes. Don't miss these invaluable insights from a seasoned entrepreneur!