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Building Sales Teams for Growth Stage Companies

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Bryan Caplin
Andela (formerly), Chief Revenue Officer

Bryan Caplin is a sales leader with 20+ years leading large GTM functions in both the US and EMEA. He has Experience in a variety of SaaS businesses, talent marketplaces and professional services firms, including most recently Andela (which just raised a $200MM Series E from SoftBank, achieving Unicorn status), Axiom Law and CEB (now Gartner). When he's not busy building and scaling high-performing sales teams, you can find him at home in Brooklyn spending time with his wife and 3 poorly behaved sons, playing guitar, coaching little league, or learning to perfect his pizza dough recipe.

Caroline Turner
Optoro, Vice President, Enteprise Sales

Caroline Turner is the VP of Enterprise Sales at Optoro, a technology company based in DC that helps retail companies optimize returns.

With over 20 years of B2B Enterprise Sales experience, Caroline started her career on Wall Street as a global equities sales trader at Deutsche Bank. She moved to DC in 2004 and for the past 17 years, Caroline has led teams that have sold SaaS and service offerings to C-Suite executives at CEB (now Gartner), Bloomberg Government, PowerToFly, and General Assembly.

Building sales teams and helping individuals develop all the skills they need to be successful is Caroline’s favorite part of being a revenue leader.

Caroline has her BA in English Literature from Princeton University and MBA from Georgetown University. She lives in Woodley Park, DC with her husband and two young daughters.

James Whitman
Growth Guide Post, Founder & Executive Director

Leveraging decades of sales and product development experience across multiple industries, James supports leaders of mission driven organizations grow through predictable commercial strategies.


Bringing together a group of experienced professional sales leaders to share learnings about how to successfully build a commercial organization.