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Neel
Kothari
Vice President of Product
Grubhub
Neel Kothari is Vice President of Product at Grubhub, where he leads the teams responsible for Logistics, Customer Care, Diner Post-Purchase, Product Design, and Operations across the company's marketplace platform. He oversees a broad portfolio that powers the end-to-end delivery experience, driving initiatives spanning last-mile logistics, automation, autonomous delivery, and new business models such as Delivery-as-a-Service. With extensive experience building and scaling large-scale marketplaces and platform services, Neel has held senior product leadership roles across organizations including ShopRunner, projekt202, Rise Interactive, and Allstate. Passionate about developing product leaders and creating systems that improve how people shop, move, and connect, he combines strategic thinking with operational excellence to deliver meaningful customer and business outcomes.
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18 November 2026 09:15 - 09:45
Sales-assisted, not sales-led: Redrawing the line between your reps and your product
The binary between sales-led and product-led is false. The companies doing enterprise PLG well are building a hybrid motion where the product does what it's suited to and sales does what it's suited to, with a clear and agreed boundary between the two. The speaker shares how they drew that line, restructured rep incentives, redesigned handoff processes, and rebuilt the product-sales relationship without letting the tension become dysfunction. Attendee takeaways - A framework for deciding which parts of the customer journey the product should own versus the sales team - How to restructure sales compensation so reps are rewarded for the hybrid motion rather than working against it - The most common ways the hybrid model breaks down at scale and how to catch them early