Manny Medina
Manny Medina is currently the Host of the Get Paid podcast at Get Paid with Manny Medina and Co-Founder & CEO at Paid. He previously founded Outreach, a startup, and is now founder of Paid, a monetization platform for AI Agents.
Outreach to Paid: Manny Medina on GTM debt, pipeline, hiring, & AI agents
In this SaaStock Europe keynote, Manny Medina, Co-founder and CEO of Paid (and former CEO at Outreach) talks through the real operational patterns behind taking a SaaS company from zero to $200M+ ARR, and how those patterns are shifting in an era of AI agents. Drawing on his experience building Outreach to hundreds of millions in ARR and now starting again from scratch, Manny covers: - How GTM and process debt quietly build up from $0–$1M, $1–$5M, $5–$25M and $25–$50M+. - Why most teams misread pipeline, then over-hire or hire in the wrong order. - The maths and behaviour changes…
From Pivot to Powerhouse: How Manny Medina Built Outreach to $4B
How did Outreach, born out of a pivot, go from a nearly empty bank account to a $4B valuation? We chat with Manny Medina, co-founder of Outreach and now of Paid.ai, to hear his thoughts on customer obsession, pivots, and the future of AI agents. Listen on Spotify: https://open.spotify.com/episode/2mAH4hgIfJha2UrzCAW4gL?si=Lb1kQfl5TuiBe9MqeFBobQ Learn more: https://www.enterpret.com Timestamps: 00:15 – Intro to Manny Medina, co-founder of Outreach and Paid.ai 00:36 – Outreach’s origin and near-failure pivot 01:30 – Customer obsession born from survival 02:22 – The call that proved product-market fit 03:15 – Lessons from scaling Outreach to enterprise 03:44 – Selling door-to-door and learning…
Outreach Co‑founder Manny Medina’s London Startup Paid Raises $21M Seed to Rework SaaS Pricing for AI Era
Outreach co-founder Manny Medina has launched Paid, a London-headquartered startup that helps software companies shift pricing for the AI era, and announced a $21 million seed round as the company has raised over $33 million total.
Manny Medina’s AI Billing Startup Paid Raises $21M Seed Round Led by Lightspeed, Valued Above $100M
Manny Medina, former CEO of Outreach, has launched Paid, a London-based startup focused on AI agent billing, securing $21 million in seed funding led by Lightspeed. Paid aims to help companies monetize AI agents with innovative pricing models, and it is already valued at over $100 million.
How I Hire with Manny Medina - Co-Founder & CEO @ Paid
Manny Medina scaled Outreach to 1,000+ employees and hundreds of millions in revenue. Now he's throwing out the hiring playbook: "I am never hiring somebody senior again." Learn why he's building Paid with AI first, contractors second, and only hiring juniors who get promoted from within. TIMESTAMPS: 00:00 Introduction & Manny's background with Outreach and Paid 01:31 Why traditional hiring playbooks don't work anymore 03:28 "Never hiring senior talent again" - the controversial stance 04:56 The problem with templated SaaS org structures (SDR → AE → CSM) 07:50 AI first, then contractor, then person framework 09:47 Paid's current structure: 10…
Outreach Founder Manny Medina Launches Paid to Monetize AI Agents, Raises $11M Pre-Seed
Manny Medina, founder and former CEO of Outreach, has launched Paid, a London-based startup that helps companies manage monetization and billing for AI agents. Paid raised $11 million in pre-seed funding from investors including EQT Ventures, Sequoia Capital, GTMfund, Exceptional Capital, Alt Capital, SV Angel, and Founders’ Co-op.
Former Outreach CEO Manny Medina Launches London-Based Startup Paid with $10M to Monetize AI Agents
Manny Medina, co-founder and former CEO of Outreach, has launched Paid, a London-based startup focused on monetizing AI agents, backed by over $10 million in funding. Medina stepped down as Outreach CEO in September and now serves as executive chairman while Paid aims to simplify billing and monetization for AI builders.
Outreach founder Manny Medina launches Paid to help AI agents get paid, raises €10M pre-seed from EQT, Sequoia, GTMFund
Manny Medina, founder of Outreach, launched Paid, a platform that helps AI agent startups price and collect payments for agent-delivered outcomes; Paid raised €10 million (~$11M) in a pre-seed round from EQT Ventures, Sequoia, and GTMFund.
Outreach Lays Off 9% of Workforce, Over 65 Employees, Amid Cost-Cutting at $4.4B Seattle Sales Startup
Outreach, a Seattle sales automation startup valued at $4.4 billion, laid off 9% of its workforce (over 65 employees) mainly in go-to-market roles as part of cost-cutting, bringing its headcount to 680 employees. The company has faced multiple layoffs in recent years and continues to compete in a challenging tech market amid industry-wide cuts.
Outreach co-founder Manny Medina steps down as CEO; Abhijit Mitra named CEO effective immediately
Seattle-based sales tech unicorn Outreach announced co-founder Manny Medina is stepping down as CEO after 10 years and will become executive chairman, with Abhijit Mitra—formerly Outreach's president of product and technology—named CEO effective immediately. Mitra will be based in the Bay Area and Outreach, founded in 2014 with over 6,000 clients, was valued at more than $4.4 billion in 2021.
Outreach Cuts 12% of Staff Amid Economic Pressures, Aiming for 2024 Profitability
Seattle-based sales software startup Outreach laid off 12% of its staff amid shifting economic conditions and ongoing cost-cutting efforts, aiming for profitability next year. This follows previous layoffs of 5% in August 2022, 7% in February 2023, and another 5% last month, with some business functions being offshored to Mexico City and India.
Outreach Lays Off 70 Employees, 7% of Workforce, and Pauses Office Expansion Amid Missed Revenue Targets
Seattle-based sales software startup Outreach is laying off 70 employees, about 7% of its workforce, following a failure to meet revenue targets and amid a broader tech industry slowdown. The company will also suspend merit increases and delay office expansion as it aims for operational efficiency and profitability.
GeekWire updates Seattle list as Highspot raises $248M at $3.5B; SeekOut and Icertis added to 16 local unicorns
GeekWire updated its list of Seattle-area 'unicorn' startups (privately held companies valued at $1B+) after additions and a valuation change for Icertis, noting recent entrants like SeekOut and Highspot, which raised $248 million at a $3.5 billion valuation. The article highlights that the Seattle cohort includes 16 unicorns, none led by a female or Black CEO, and that many CEOs have Microsoft backgrounds amid a global surge in unicorns and venture funding.
Outreach opens Chelsea office in Manhattan as Seattle startup expands East Coast presence after $200M raise at $4.4B valuation
Seattle sales automation startup Outreach opened a Chelsea office in Manhattan to expand its East Coast presence; the company has about 1,000 employees, 35 in the New York region, and remains flexible on remote/hybrid work. Outreach raised $200 million in June at a $4.4 billion valuation and plans additional offices, including Atlanta in 2022.
Sarah Bird departs Moz after 14 years and seven-plus years as CEO following June acquisition by iContact (J2 Global)
Sarah Bird is leaving Moz after 14 years at the Seattle SEO software startup, including more than seven years as CEO; Moz was acquired by iContact (a J2 Global subsidiary) this past June and Bird transitioned to EVP and chief revenue officer of the Moz Group before announcing her departure. She plans to take the winter off to rest and has no firm next steps yet.
Techstars Seattle 2011 cohort produced three unicorns (30% rate), making it arguably the accelerator world's most successful class
Techstars Seattle’s 2011 accelerator cohort produced three unicorns — a 30% unicorn-rate — making it likely the most successful accelerator class ever, despite founders facing near-death challenges and a low representation of women among its ten startups.
Forbes Cloud 100 Names Seattle Unicorns Tanium, Outreach, Icertis and Highspot in Top 50
Forbes' sixth annual Cloud 100 list includes four Seattle-area unicorns — Tanium, Outreach, Icertis and Highspot — all ranking in the top 50 based on growth, sales, valuation, culture and reputation. The companies have valuations from $2.8B to $9.2B and recent funding rounds ranging from $80M to $200M.
Seattle Tech CEOs — Icertis, Syndio, Qumulo, Remitly, Outreach, Convoy, Zenoti, Skilljar — Share First-Job Lessons That Shaped Their Careers
Seattle-area tech startup CEOs shared lessons from their first jobs—ranging from car washing to programming—highlighting practical skills, work ethic, and enduring lessons that shaped their leadership and product thinking.
Outreach raises $200M, valuation climbs to $4.4B as Seattle sales-software firm expands AI products
Sales software startup Outreach raised $200 million in venture capital, pushing its valuation to $4.4 billion as the 10-year-old Seattle company expands AI-driven sales products and serves over 4,600 customers. The company reported $100 million in annual recurring revenue in fall 2020 and has now raised a total of $489 million.
Spot, founded by former Outreach executives Gordon Hempton and Wes Hather, raises $1.7M to build ‘Sims for the enterprise’ virtual offices
Spot, a year-old Seattle startup founded by former Outreach co-founders Gordon Hempton and Wes Hather, has raised $1.7 million to build virtual office software described as “The Sims for the Enterprise.” The seven-person company, currently in closed beta, has created hundreds of virtual worlds for events and HQs and competes with platforms like Gather, Teamflow, Virbela and Branch amid continued remote and hybrid work tailwinds.
Ralph de la Vega, ex‑AT&T vice chairman, joins Outreach board as startup hits $1.33B valuation; Flyhomes names two VPs
Former AT&T vice chairman Ralph de la Vega joined Seattle sales engagement startup Outreach's board after meeting CEO Manny Medina; Outreach is a $1.33B-valued unicorn that raised $50M in June and employs about 700. Seattle real-estate startup Flyhomes also appointed two VPs: Adam Hopson (growth and strategy) and Rehan Mohammad (finance and business operations).
Seattle Reaches 10 Unicorns Worth $1B+, Mostly Enterprise Software Firms with Microsoft Links
Seattle now has 10 unicorn startups valued at $1 billion or more, many concentrated in enterprise software/cloud computing and driven by rapid digital transformation and strong revenue run rates. Most have immigrant founders and Microsoft ties, but none have female co-founders or CEOs.
PNW Startups Raised $1.1B in Q3 2020 Across 65 Deals as Investors Keep Funding Amid Pandemic
Pacific Northwest startups raised $1.1 billion across 65 deals in Q3 2020, with funding in July and August exceeding last year’s levels as investors continue backing tech despite the pandemic.
Outreach co-founders Wes Hather and Gordon Hempton launch Seattle stealth startup Spot to recreate office culture digitally
Outreach co-founders Wes Hather and Gordon Hempton have launched Spot, a stealthy Seattle startup building a remote-work “home base” UI to complement tools like Teams, Zoom, and Slack and recreate office culture digitally.
GeekWire Awards 2020 Goes Virtual; Ally Wins Startup of the Year as Bill Gates and Celebrities Celebrate
GeekWire held a virtual GeekWire Awards livestream honoring top Pacific Northwest tech companies and leaders across 12 categories, with winners accepting via Zoom and special video messages from figures like Bill Gates. Seattle startup Ally won Startup of the Year, and the event included entertainment such as The Drunken Tenorperforming an "Opera di Zoom."
Organizations
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Get Paid with Manny Medina Host of the Get Paid podcast 2025–present · current
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Paid Co-Founder & CEO 2025–present · current
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Outreach Founder and Board Member 2025–2026, Founder and Executive Chairman 2024–2025, CEO 2014–2024, Co-founder 2026, Former CEO 2026, Executive Chairman of the Board 2026 · past
Education
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Harvard Business School MBA · 2001–2003
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University of Pennsylvania Master, Computer Science · 1997–1999
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Stevens Institute of Technology Bachelor, Computer Engineering · 1994–1997
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Escuela Superior Politécnica del Litoral Bachelor of Engineering (B.E.), Electrical and Electronics Engineering · 1992–1994
