Michael Seibel

The Latency of Tradition: Why Modern Startups Must Rebuild the Talent Pipeline Speed is the only non-renewable resource in a startup. When a company moves from pre-seed to Series B in a blistering ten-month sprint, the traditional mechanics of hiring become a liability. Isaiah Granet, the visionary CEO of Bland AI, has proven that the standard tech pipeline—the well-trodden path from Stanford to big tech to venture-backed startups—is often too slow and too rigid for true market disruption. While competitors hunt for prestige, the winners hunt for obsession. Bland AI isn't just building voice AI infrastructure; they are re-engineering how a company survives its own growth. In the world of enterprise phone automation, where latency is the enemy, the team behind the product must be just as fast. This requires a shift in focus from what a candidate has done to what they are capable of becoming. If you are waiting for a resume to tell you a person is exceptional, you are already too late. You must look for the signal in the noise: the beekeeping obsession, the GitHub project built on a factory floor, or the philosophy major who thinks in logical loops rather than code blocks. Sourcing the Hidden Gem: Turning Non-Traditional Backgrounds into Competitive Advantages The most valuable talent in the market is often invisible to the algorithms of LinkedIn and the filters of HR consultants. Finding these "hidden gems" requires a willingness to look into the shadows of the labor market. One of the most striking examples from the Bland growth story is the hire of a founding engineer whose previous experience included managing a Taco Bell and working on a factory floor. On paper, most recruiters would discard the application. In reality, this individual had built a functional voice AI agent on GitHub and possessed an unteachable hunger to ship code. Obsession is a transferable skill. Whether someone is "nuts about beekeeping" or obsessed with YouTube marketing, that intensity can be redirected toward the company’s core mission. Isaiah Granet notes that about 25% of his team comes from cold inbound—people who had the tenacity to find the CEO’s email and pitch themselves. This is a vetting mechanism in itself. A cold email represents a person who takes initiative, bypasses gatekeepers, and focuses on outcomes. In a hypergrowth environment, you need people who don't wait for a manual; you need people who write the manual while the plane is in the air. The Philosophy of Logic over Syntax One of the more unconventional tactics at Bland is the active recruitment of philosophy majors. While the tech industry is obsessed with STEM degrees, philosophy majors bring a unique ability to think critically and solve problems from first principles. It is easier to teach a sharp thinker how to use Stripe or HubSpot than it is to teach a developer how to think through complex, non-linear problems. In the age of AI, where syntax is increasingly handled by the machine, the ability to architect logic is the true premium. Scaling the Unscalable: Managing Culture When Payroll Doesn't Run In the chaos of 2024, Bland didn't focus on being hyper-structured; they focused on survival and growth. Managing hypergrowth means choosing which fires to let burn. For Granet, this meant occasionally letting payroll run late because every ounce of energy was dedicated to closing enterprise contracts and building the fastest AI response times in the industry. This is a calculated risk. It requires a team that is not just employees, but partners in the struggle. However, as a company scales from 5 people to 75, the founders cannot be in every room. This is where culture becomes the only mechanism that scales. Culture is not a document on the wall; it is the collection of behaviors that a founder calls out or ignores. If a founder allows intellectual dishonesty to fester, that becomes the culture. If they celebrate high-octane output, that becomes the standard. By maintaining a flat structure where even BDRs are promoted into engineering and marketing roles, the company creates a sense of internal mobility that reinforces loyalty and intensity. The Executive Hustle: Hiring Experience without the Ego There is a common misconception that you cannot hire senior executives into a scrappy, young culture. The mistake isn't hiring for experience; it's hiring for a lack of flexibility. The ideal executive for a high-growth startup is a "ladder jumper"—someone whose career trajectory shows they skipped steps because they were too effective to be contained by a traditional promotion cycle. When hiring for these senior roles, Granet utilizes a "beer screen"—a test of whether he could spend 18 hours a day with this person without wanting to pull his hair out. But the personality fit must be backed by a trust in their ability to execute in an emergency. Investors like Michael Seibel and Gary Tan from Y Combinator often provide a sounding board for these hires, but the founder must remain the final arbiter. A crucial lesson for any founder is never to hire for a role you haven't tried to do yourself. If you haven't felt the pain of the job, you cannot measure the excellence of the candidate. The Architecture of Compensation and the Power of the Pivot Compensation at a startup is about more than just a number; it is about aligning incentives with long-term impact. Bland uses a sliding scale for compensation, allowing employees to choose a higher equity stake or a higher cash salary. This empowers the employee and signals their belief in the company’s future. Explaining equity is a fundamental responsibility of the founder. If an employee doesn't understand the potential of their shares, they aren't truly motivated by them. Furthermore, the "two-way street" of loyalty means being willing to pivot an employee into a new role if the current one isn't a fit. If an obsessed employee is failing in sales but has a passion for the product, moving them to a technical role preserves their institutional knowledge and their intensity while solving a talent gap. This fluidity is what allows a 75-person team to out-execute companies ten times their size. Final Outlook: The Future of High-Octane Hiring The trajectory of Bland AI—from getting rejected by 180 investors at Demo Day to raising a Series B from Emergence Capital and Scale Venture Partners—is a testament to the power of unconventional talent. The future belongs to founders who stop looking at where a person went to school and start looking at what they’ve built from zero to one. To ignite a market, you don't need the most prestigious team; you need the most obsessed one. Hire for passion, fire for dishonesty, and never let the tradition of the industry slow down the speed of your solution.