The Pull to Build: Joubin Mirzadegan on Grit and Starting Roadrunner

From VC Partner to Founder

• 💡 Joubin Mirzadegan, host of the Grit podcast, transitioned to co-founder and CEO of Roadrunner, the first company Kleiner Perkins incubated since Glean.
• 🚀 His career path included early sales roles at Bracket Computing, Evident.io, and Palo Alto Networks, driven by a passion for startups and a competitive desire to prove himself.
• 🧠 Joubin joined Kleiner Perkins as a go-to-market partner, initially feeling he was on the "wrong side of the table" and should be building companies.

The Genesis of Roadrunner

• 🎯 Roadrunner aims to solve the long-standing problem of outdated and broken CPQ (Configure, Price, Quote) software within the quote-to-cash process.
• 📊 Modern pricing models, including consumption-based and complex SKUs, have broken existing systems, causing significant pain for sales leaders and CIOs.
• 💡 The emergence of LLMs (Large Language Models) presented a unique opportunity to rebuild these systems from the ground up, enabling an "AI-native" solution.

AI-Native CPQ Solution

• 🤖 Roadrunner leverages AI to create a central nervous system that can instantly structure deals, benchmark discounts, and streamline approvals.
• ✅ Account executives can use natural language to define their needs, and the system will suggest optimal deal structures for commissions and business goals.
• 📈 The company's tagline, "put revenue back in motion," highlights its goal to unstick the sales process and accelerate deal closure.

Building Kleiner Perkins' Portfolio Operations Team

• 🛠️ Joubin developed the Grit podcast to connect with sales leaders and address the need for go-to-market expertise within Kleiner Perkins' portfolio.
• 🤝 He built a portfolio operations team of "doers" – senior operators who provide fractional executive support in sales, marketing, engineering, and talent.
• 🌊 These "dolphin" operators can oscillate between strategic and tactical work, deeply embedding themselves to provide context-rich advice and talent solutions for early-stage founders.

Joubin's Philosophy on Building

• 🔥 Founding Roadrunner is seen as the "ultimate test" of one's capabilities, fueled by a desire to build and create impact.
• 🌱 Joubin defines grit as sustained perseverance in pursuing activities that provide energy and enjoyment over a long period.
• 🌟 His motivation includes solving meaningful problems and building a big company that changes lives by providing opportunities and community.