The Seat

Sean Galligan, CRO - Kochava

Episode Summary: Sean Galligan, CRO of Kochava, joins The Seat to break down a 20+ year career built across telecom, mobile, programmatic, CTV, and now AI. From knocking on doors doing 50 cold calls a day at MCI, to taking pay cuts during near-shutdown moments at Flurry, to leading global revenue organizations, Sean shares the leadership lessons that shaped how he operates today. This conversation focuses on what it really takes to lead through uncertainty...building resilient teams, adapting through industry shifts, hiring “athletes,” and developing a growth mindset in the age of AI. Chapters: 00:00 – Intro & Welcome 02:30 – Telecom Roots & Cold Calling Foundation 08:50 – Startup Life: Growth, Failure & Early Lessons 15:45 – Flurry: Pivot, Survival & Breakthrough 20:10 – Scaling Teams: Hiring & Leadership Development 25:30 – Leading Through Industry Shifts 28:30 – Leadership in Uncertainty & Change 31:30 – Frameworks for Driving Performance 35:30 – Kochava, Growth & AI Opportunity 42:05 – Leadership Philosophy & Path to CR Themes: * Leadership development over time * Resilience and navigating setbacks * Mentorship and career ownership * Hiring and team building philosophy * Adapting through industry/platform shifts * Growth mindset and continuous learning * AI and the future of go-to-market * Customer-centric leadership * Structure, process, and execution * Collaboration and cross-functional leadership Keywords: Sean Galligan, Kochava, CRO, adtech, CTV, programmatic advertising, leadership podcast, sales leadership, revenue leadership, startup growth, Flurry, Yahoo, AI in advertising, agentic AI, go to market strategy, sales management, mentorship, career growth, media industry, digital advertising Sean's Bio: Sean Galligan is Chief Revenue Officer at Kochava, where he leads global go-to-market strategy across sales, partnerships, customer success, and marketing. With more than 20 years of experience across startups and global technology companies, Sean has built and scaled multiple businesses from $0 to $100M+ and led large, cross-functional teams spanning sales, product, and operations. His career has spanned telecom, mobile, programmatic, CTV, and now AI, giving him a unique perspective on how to lead through constant industry change and drive growth at scale. Ray's Bio: Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a sales leader with over 20 years in ad-tech, CTV, and digital media, He created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.  Social Links: Instagram: @theseat.pod [https://www.instagram.com/theseat.pod/] TikTok: @theseat.pod [https://www.tiktok.com/@theseat.pod?is_from_webapp=1&sender_device=pc] LinkedIn: The Seat Podcast [https://www.linkedin.com/company/the-seat-podcast/] (LinkedIn Page) Host: Ray Erickson [https://open.acast.com/networks/68d410fb563e57ba4a72eccc/shows/68d42194d4ea86dd592b51c8/episodes/www.linkedin.com/in/raymonderickson] (LinkedIn) Listen: Apple Podcasts / Spotify / iHeart / Pandora / Acast / YouTube ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

Brian Danzis, Global Chief Revenue Officer - Seedtag

Episode Summary: In this episode of The Seat, Ray Erickson sits down with Brian Danzis, Global Chief Revenue Officer at Seedtag, to unpack a 25-year journey defined by building, risk-taking, and evolving leadership. From early days at Turner and being one of the first sellers in emerging categories like in-game advertising and streaming video, to scaling global revenue organizations at Spotify and now Seedtag, Brian shares what it really takes to lead through constant industry change. The conversation goes beyond titles, into mindset. Brian reflects on shifting from seller to operator, learning that not every deal is a good deal, and why leadership isn’t about being liked. He breaks down the importance of long-term thinking, staying calm under pressure, and building businesses with intention. A candid, thoughtful look at growth, leadership, and what it means to earn and evolve in, The Seat. Chapters: 02:31 - From Politics to Sales: The Unexpected Start 05:48 - Turner Broadcasting & Learning the Fundamentals 07:53 - Betting Early: Massive, Joost & First-Mover Risk 12:48 - The Reality of Startups vs. Stability 15:33 - First Leadership Role & Early Management Lessons 17:47 - Videology: Building Through Chaos 25:14 - CRO Path & Global Expansion at Virool 28:32 - Reinventing Video at Spotify (AVOC Strategy) 34:24 - Why Seedtag & The Future of Contextual 40:12 - Leadership Philosophy: Long-Term Thinking & Joy Themes: * First-mover advantage vs. risk * Seller → leader transition * Long-term vs. short-term decision making * Building vs. scaling businesses * Contextual vs. identity-based targeting * Leadership evolution (ego → perspective) * Growth mindset in sales organizations * Calm under pressure * Joy vs. happiness in leadership * Mentorship and second-mountain thinking Keywords: Brian Danzis, Seedtag, CRO, advertising, ad tech, contextual advertising, leadership, sales leadership, programmatic, Spotify ads, video advertising, startups, career growth, media sales, revenue leadership, The Seat podcast Brian's Bio: Brian Danzis is the Chief Revenue Officer at Seedtag, overseeing the company's worldwiderevenue strategy and aligning operations across 16 markets. Supporting continued business acceleration and customer-first innovation, Danzis leads the integration of Seedtag’s go-to-market strategy across global teams. He maintains a steady focus on consistent client engagement, data-driven decision-making, and scalable execution. With over 25 years of experience bringing new ad technologies to market, he guides Seedtag’s global launch of new solutions, including advanced agentic tools and an expanded product portfolio. Before joining Seedtag, Brian served as EVP of Agency Solutions at VideoAmp and, prior to that, was the Global Head of Video & Live Event Sales at Spotify. Ray's Bio: Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a sales leader with over 20 years in ad-tech, CTV, and digital media, and currently serves as the first NYC sales hire at Intuit MediaLabs, where he is building out the company's east coast presence. He created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.  Social Links: Instagram: @theseat.pod [https://www.instagram.com/theseat.pod/] TikTok: @theseat.pod [https://www.tiktok.com/@theseat.pod?is_from_webapp=1&sender_device=pc] LinkedIn: The Seat Podcast [https://www.linkedin.com/company/the-seat-podcast/] (LinkedIn Page) Host: Ray Erickson [https://open.acast.com/networks/68d410fb563e57ba4a72eccc/shows/68d42194d4ea86dd592b51c8/episodes/www.linkedin.com/in/raymonderickson] (LinkedIn) Listen: Apple Podcasts / Spotify / iHeart / Pandora / Acast ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

Lindsey Kintner, Global Head of Sales - Foursquare

Episode Summary: In this episode of The Seat, Ray Erickson sits down 1:1 with Lindsey Kintner, Global Head of Sales at Foursquare. With more than 20 years across AOL, MySpace, The Wall Street Journal, Condé Nast, Fortune, and now Foursquare, Lindsey shares the key moments that shaped her path from account management into leading global revenue teams. The conversation dives into the importance of storytelling in a data-driven world, what great sales leadership looks like today, and how to identify and develop top talent. Lindsey also shares her leadership mindset, from “Be the Bison” and facing challenges head-on, to the importance of zooming out to prioritize and act. Timely to this conversation, she’s heading into Foursquare’s global Sales Kickoff this week, applying many of these principles in real time, with inspiration from The Art of Gathering. A practical, honest look at what it takes to grow, lead, and earn your seat. Chapters: 02:47 – Growing up in North Carolina, UNC Chapel Hill, and the road to DC 03:30 – The pivot from physical therapy to sports marketing at GW and the Women's US Soccer Association 06:14 – AOL, managing NFL, NBA, and NASCAR partnerships in the early internet era 09:56 – Fox Interactive Media and MySpace 13:45 – The decision to carry a bag 19:03 – A decade at Fortune 31:10 – Engineer your epiphany 35:44 – Joining Foursquare and the company solves for 44:00 – Advice for aspiring sales leaders: zoom out, be the bison, ruthlessly prioritize 46:37 – Lightning Round: The Art of Gathering, F1, Spotify, New York, and 'Be brave' Themes: •       The unconventional path: From sports science to digital media leadership •       Early internet and AO: The best training ground you never saw coming •       Reading the room: Knowing when to pivot and when to stay •       Leading through industry contraction: Keeping teams focused externally when everything is turbulent internally •       Engineer your epiphany: How great mentors guide discovery without giving the answer •       Be the Bison: Heading into the storm as a leadership and cultural philosophy •       Zoom out: Ruthless prioritization as a daily leadership practice •       Foursquare's evolution: From check-ins to a full-stack measurement and outcomes platform Key Words: Lindsey Kintner, Foursquare, sales leadership, global head of sales, ad tech, digital media, location data, measurement, contextual advertising, data-driven marketing, outcomes, programmatic, premium publishing, career pivot, leadership development, team building, hiring philosophy, talent development, women in leadership, sales career advice, adaptability, be the bison, engineer your epiphany, intrinsic motivation, curiosity, mentorship, geolocation media industry, career growth, leadership podcast Lindsey's Bio: Lindsey Robb Kintner is the Global Head of Sales at Foursquare, leading the company's go-to-market organization across revenue growth and monetization. With 20+ years in digital media and advertising, she has held leadership roles at Fortune, Condé Nast, Time Inc., Meredith, Yahoo, and News Corp, beginning her career managing sports partnerships at AOL. Originally from North Carolina, Lindsey holds degrees from UNC Chapel Hill and George Washington University and lives in Riverside, Connecticut. Ray's Bio: Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a sales leader with over 20 years in ad-tech, CTV, and digital media, and currently serves as the first NYC sales hire at Intuit MediaLabs, where he is building out the company's east coast presence. He created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.  Social Links: Instagram: @theseat.pod [https://www.instagram.com/theseat.pod/] TikTok: @theseat.pod [https://www.tiktok.com/@theseat.pod?is_from_webapp=1&sender_device=pc] LinkedIn: The Seat Podcast [https://www.linkedin.com/company/the-seat-podcast/] (LinkedIn Page) Host: Ray Erickson [https://open.acast.com/networks/68d410fb563e57ba4a72eccc/shows/68d42194d4ea86dd592b51c8/episodes/www.linkedin.com/in/raymonderickson] (LinkedIn) Listen: Apple Podcasts / Spotify / iHeart / SiriusXM / Acast ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

Chad Hickey, Founder & CEO - Givsly

Summary/Episode Description: In this episode of The Seat, Ray Erickson sits down with Chad Hickey, Founder and CEO of Givsly, for an unfiltered conversation about the career moments, mindset shifts, and late-night decisions that led him to build one of the most innovative companies in advertising today. He opens up about imposter syndrome at the executive level, what turning 40 unlocked in him, and how a volunteer dinner with the CMO of McDonald's China sparked the idea that became Givsly. Chad also shares his will-versus-skill hiring philosophy, what great sales leaders are getting wrong in today's environment, and why the rise of AI is the single biggest opportunity for hungry young professionals to prove their value. Whether you're an aspiring leader, a current executive, or a founder figuring it out in real time, this one's for you. Key Themes: * Will vs. skill building teams on hunger, not pedigree * Scaling from startup scrappiness to $100M what year one of building really looks like * Imposter syndrome at the CRO and CEO level, and why over-preparation is the antidote * The founder's turning point * Givsly's origin * Values alignment as commerce behavior, not cause marketing * Leading through uncertainty, the pandemic, pivoting products, and planning for every scenario * Mentorship without titles, how great leaders shape others informally * AI, human value, and why this is the moment for young sales professionals to double down Chapters: 02:16 – University of Arkansas, journalism, and selling print ads in college 03:49 – What digital advertising looked like in its infancy 05:11 – Seven years at AJC, from $18 restaurant classifieds to leading digital sales 09:36 – Doing the job before you have the title 10:51 – Building the national team and scaling to $100M 18:54 – The CRO seat: P&L lessons, imposter syndrome, and learning from the inside 22:09 – Placed, the Snap acquisition, Italy, and the decision to found Givsly 33:25 – Mentorship, Andy Daidone, and knowing the details and the data 36:36 – Advice for aspiring sales leaders: run it like your own business 41:09 – Lightning Round Keywords: Chad Hickey, Givsly, values-based advertising, purpose-driven marketing, founder story, entrepreneurship, CRO, Chief Revenue Officer, ad tech, mobile advertising, location data, GroundTruth, xAd, Placed, Snap acquisition, sales leadership, revenue leadership, imposter syndrome, will vs skill, startup founder, media advertising, nonprofit, social impact, sales career advice, leadership development, mentorship, building a sales team, advertising industry, performance marketing, brand values, cause marketing, commerce behavior, podcast, career journey Chad's Bio: Chad Hickey is the Founder and CEO of Givsly, the leading values-based advertising and marketing platform. Since 2019, Givsly has contributed over $4 million to 500+ nonprofits while driving measurable results for hundreds of brand and agency partners, earning recognition in Fast Company's World Changing Ideas Awards. Prior to founding Givsly, Chad spent 17 years leading revenue teams in mobile and location advertising, including scaling GroundTruth to over $100 million in annual revenue and leading sales at Placed through its acquisition by Snap. Ray's Bio: Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a sales leader with over 20 years in ad-tech, CTV, and digital media, and currently serves as the first NYC sales hire at Intuit MediaLabs, where he is building out the company's east coast presence. He created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.  Social Links: Instagram: @theseat.pod [https://www.instagram.com/theseat.pod/] TikTok: @theseat.pod [https://www.tiktok.com/@theseat.pod?is_from_webapp=1&sender_device=pc] LinkedIn: The Seat Podcast [https://www.linkedin.com/company/the-seat-podcast/] (LinkedIn Page) Host: Ray Erickson [https://open.acast.com/networks/68d410fb563e57ba4a72eccc/shows/68d42194d4ea86dd592b51c8/episodes/www.linkedin.com/in/raymonderickson] (LinkedIn) Listen: Apple Podcasts / Spotify / iHeart / SiriusXM / Acast ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

Sara Badler, Chief Advertising Officer, North America - The Guardian

Episode Summary: Sara Badler, Chief Advertising Officer, North America, at The Guardian, joins The Seat to discuss her journey from early programmatic pioneer to C-suite leader at one of the world’s most respected news organizations. From building global teams at The New York Times and Dotdash Meredith to learning tough lessons at Morning Brew, Sara shares why outcomes matter more than titles and how patience, scrappiness, and ego-free leadership define modern executives. Themes: * Early days of programmatic advertising * Building global programmatic at The New York Times * Scaling revenue at Dotdash Meredith * Lessons from Morning Brew * Leadership evolution from IC to executive * The 150% Rule for career growth * Confidence vs. ego in leadership * Cross-functional collaboration as a differentiator * Premium publishing in a changing media landscape * Mentorship and building a loyal bench Chapters: 1. 00:00 – Intro 2. 01:43 – Growing Up in St. Louis & Moving to Asia 3. 04:24 – Discovering Ad Tech in Shanghai 4. 07:45 – Early Programmatic at Forbes 5. 10:33 – Leadership Begins at Hearst & The New York Times 6. 15:55 – Scaling at Dotdash & The 150% Rule 7. 19:25 – Imposter Syndrome & Corporate Politics 8. 23:56 – Why The Guardian 9. 32:29 – Red Flags, Hiring & Cross-Functional Growth 10. 40:00 – Morning Brew Lessons & Lightning Round Keywords Sara Badler, The Guardian, programmatic advertising, premium publishing, media leadership, chief advertising officer, ad tech, digital media, sales leadership, revenue growth, mentorship, women in leadership, programmatic sales, publishing industry, executive leadership, cross-functional collaboration Sara's bio: Sara Badler is Chief Advertising Officer, North America at The Guardian. She oversees advertising, marketing, operations, and global programmatic for one of the world’s most respected independent news organizations. Previously, she served as Chief Commercial Officer at Morning Brew and spent six years at Dotdash Meredith, where she rose to Chief Revenue Officer, Enterprise Advertising & Partnerships. Earlier in her career, Sara helped build programmatic at The New York Times and held business development roles at Hearst and Forbes. She also began her career internationally in Japan and China and serves on advisory boards including AdExchanger and Adelaide Metrics. Ray's Bio: Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a longtime ad/media sales leader with experience spanning digital ad tech, CTV, and sports media, and he created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.  Social Links: Instagram: @theseat.pod [https://www.instagram.com/theseat.pod/] TikTok: @theseat.pod [https://www.tiktok.com/@theseat.pod?is_from_webapp=1&sender_device=pc] LinkedIn: The Seat Podcast [https://www.linkedin.com/company/the-seat-podcast/] (LinkedIn Page) Host: Ray Erickson [https://open.acast.com/networks/68d410fb563e57ba4a72eccc/shows/68d42194d4ea86dd592b51c8/episodes/www.linkedin.com/in/raymonderickson] (LinkedIn) Listen: Apple Podcasts / Spotify / iHeart / SiriusXM / Acast ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.