Carlos Reina

Carlos Reina (ElevenLabs): GTM From Zero to $500M ARR

Carlos Reina, ElevenLabs' go-to-market lead since day zero, recounts going from $0 to $100M ARR in 20 months and past $500M by May, with growth still accelerating. He describes running many parallel experiments, using PLG as the wedge into enterprise (now 50% of revenue), migrating to an outbound-led motion, and launching multiple markets simultaneously, including the cultural shift toward unsexy enterprise features. He recalls the scrappy early days of 80 calls a week with no CRM and testing when to send contracts, and mentions his pre-seed/seed fund, Baobab Ventures.

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