E.130 - How to Build and Scale International Sales (From Founder-Led to Global GTM)w/ David De Paula

Scaling internationally isn’t just “more of the same.” Most SaaS companies get it wrong.In this episode, David De Paula breaks down how to go from founder-led sales to a scalable global GTM engine.If you're building across EMEA or going global — this is your playbook.In this episode of What Makes You Tick: Tech Leaders Career Stories, we sit down with David De Paula — a seasoned international sales leader who has built and scaled revenue functions across EMEA and global markets.From leading international sales at companies like Liquibase, Cloudbees and Magillem to driving enterprise growth across complex regions, David shares what it actually takes to go from founder-led sales to a scalable global GTM engine.What You’ll Learn:How to build and scale international sales teams in SaaSThe reality of expanding into EMEA vs. global marketsWhy most companies fail when moving beyond founder-led salesThe importance of human connection in modern B2B salesHow to navigate complex enterprise deals across geographiesWhat great leaders do differently when scaling globallyDavid also shares a powerful perspective on why, in an AI-driven world, trust, judgment, and real conversations matter more than ever — not less.Who This Episode Is For:SaaS founders moving from founder-led → scalable salesCROs and VPs building international GTM teamsInvestors backing companies with global expansion plansSales leaders operating across multiple regions & culturesWhy This Matters:Most companies assume scaling internationally is just “more of the same.”It isn’t.Different markets, different cultures, different buying behaviour — and if you don’t adapt, growth stalls.This episode breaks down the real playbook for building international revenue — without making expensive mistakes.About the ShowWhat Makes You Tick explores the journeys, lessons, and principles behind elite tech leaders — unpacking how they think, lead, and scale.Connect with David👉 Find him on LinkedIn https://www.linkedin.com/in/daviddepaula/Follow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928📌 Subscribe for More @whatmakesyoutickIf you're building, scaling, or leading revenue in SaaS — this is for you.#SaaS #B2BSales #GTM #StartupGrowth #InternationalSales #WMYT #TickTalent