Scaling GTM: How Recall.ai Drives Seven-Figure Deals

Amanda Zhu, co-founder and COO of Recall.ai, led the company’s transition from founder-led sales to a structured go-to-market organization, supporting a $250M valuation for the firm.

Zhu personally closed more than $7M in enterprise deals and helped drive 4x year-over-year growth for the company. This growth was achieved by evolving the company’s sales approach from initial founder-led efforts to the creation of a consistent enterprise inbound motion and a dedicated sales team.

Product Capabilities and Market Position

Recall.ai operates as an API for meeting recording, designed to capture metadata, transcripts, and recordings. The technology integrates with various communication platforms, including Zoom, Google Meet, and Microsoft Teams, as well as phone calls and in-person meetings.

The company offers two primary technical solutions: a Meeting Bot API, which allows users to send bots to calls, and a Desktop Recording SDK used to build desktop applications capable of recording meetings.

Scaling the Go-To-Market Motion

The transition in Recall.ai’s growth strategy focused on moving beyond the initial sales phase to build a scalable sales machine. This process included establishing blueprints for building processes and implementing strategies to overcome deal stall-outs.

Zhu’s approach to enterprise sales involved specific focuses on discovery and the hiring of the company’s first VP of Sales to maximize exposure to new growth motions. The strategy emphasized turning objections into signals and using prospect dinners to demonstrate return on investment.

The company has since scaled from zero to 8-figure revenue, moving away from the early stages of founder-led sales toward a professionalized GTM organization.

Infrastructure Expansion

On March 5, 2026, Zhu announced that Recall.ai moved its operations to a new 15,000 square foot headquarters located at 475 Brannan in the SoMa district of San Francisco.

The move follows a three-year period during which the team operated from a cramped, windowless office. Zhu stated that while the previous environment wasn’t glamorous, it built the foundation for where we are today.

The new facility is intended to serve as a launchpad for the next phase of the company’s growth as it continues to expand its enterprise sales capabilities.