From Signed to Paid: The Messy Middle of Enterprise Deals
Winning the deal is only half the fight. Every early-stage founder learns this the hard way: the contract is signed, the champagne is opened, and then come the security questionnaires, procurement portals, redlines, and net-90 payment terms that quietly eat your runway. This session works through what happens between signature and cash in the bank.
Topics:
The security review: what enterprises actually check, and how to pass it without a compliance team
Procurement portals, vendor onboarding, and the paperwork nobody warns you about
Redlines that matter vs. redlines you can concede: negotiating without a lawyer on retainer
Net 60/90 terms: modeling the cash gap so a won deal doesn't sink you
Actually collecting: invoicing enterprises, chasing payment, and when to escalate
Your first international customer: multi-currency pricing, entities, and when to go global
The Speaker:
Sudheesh Nair is the co-founder and CEO of TinyFish. Before this he spent his career selling into the enterprise at scale. As President of Nutanix he built and ran the go to market organization that took the company from zero to over $1B in annual revenue and through its IPO. He then served as CEO of ThoughtSpot, where he led the pivot from on-prem BI to a cloud-native platform and grew the business to roughly $150M ARR. He has seen the enterprise buying cycle from every angle: first deal, first million, first billion.
Philipp Reichardt is VP Enterprise, Americas at Airwallex. He leads US enterprise sales at Airwallex, the agentic banking platform businesses use to run their global financial operations end to end and build their own financial products on its APIs.
The hosts:
TinyFish builds the web infrastructure for AI, trusted by Google, DoorDash, and multiple Fortune 500s. Search the web, fetch clean markdown from any URL, run a real browser, and deploy agents, all from one API. Backed by a $47M Series A led by ICONIQ.
Airwallex is the $11B agentic banking platform for modern businesses. Global accounts, online and in-person payments, corporate cards, bill pay, and spend management in one system, with APIs to embed any of it into your own product. 676,000+ businesses run on Airwallex across 150+ countries.
One More Thing
If you build a real integration with TinyFish and it fits an enterprise already in our pipeline, we package it as a co-built bundle and take it in with us. We are not promising a closed deal. We are offering the door, and we'll be specific in the room about which doors we already have a hand on.
Space is intentionally limited to keep the session small and the conversation real. Registration is subject to approval.