Dynamic Decisions Podcast
If It Lives in Your Rep’s Head, Your New Hires Are Guessing
Season 2, Ep. 50
October 26, 2026
27 min
Paty Araiza grew an SDR team from 20 to 100 people, drove about $5.7 million in TCV, and promoted around 20 reps to account executive. She calls the first stretch "absolute chaos," and that honesty is why this conversation is worth your time. Why institutional knowledge, from discount limits to call cadences, quietly s…