Daniel Gray has spent 25 years in localisation. He now leads the go-to-market function for North America at Acolad, one of the leading localisation, interpretation, and data services businesses in the market. This conversation is about what happens to a GTM motion when the category itself gets turned upside down by AI.

What we cover:

• How AI has flipped the human-to-machine ratio in localisation — and what that means for how you sell, price, and hire
• The stakeholder evolution: why the CFO and CTO are now in localisation deals that used to be managed entirely by programme managers
• Above and below the algo: the framework from *Reshuffle* that every GTM leader in a tech-adjacent category should understand
• Social selling and micro-events: what is actually working in North American outbound right now
• The tight localisation buyer community and why competitors share war stories across the dinner table
• Why the modern localisation sales rep needs to be as comfortable talking infrastructure as they are talking content
• Sales velocity as the Monday morning metric

About Daniel Gray:

Daniel Gray leads the go-to-market function for North America at ACLAD, a full-breadth localisation business offering translation, interpretation, multimedia, and data services. He has spent 25 years in the localisation industry and operates at the intersection of technology, commercial transformation, and AI-powered GTM.

Links

YouTube Channel: https://www.youtube.com/@TheOutsideSeat
Spotify Channel: https://open.spotify.com/show/033ujY7VMYJiHa40HlycUb?si=dcc0e644f79f4f77
Apple Channel: https://podcasts.apple.com/gb/podcast/the-outside-seat-podcast/id1896892470
TikTok: https://www.tiktok.com/@theoutsideseat
Daniel's Linkedin: https://www.linkedin.com/in/danielgray/

The Outside Seat is a B2B revenue leadership podcast hosted by Mike Tumalty. New episodes every week.

Episode 9 is supported by Flourish, an early-career B2B sales recruitment and training business. If you are hiring sales talent, look at what they do:
https://info.helloflourish.com/hire-a-sales-exec/

InsideNow: GTM diagnostics and commercial due diligence for B2B SaaS. insidenow.io