Jeff Pabst, Executive Strategy Advisor - FazeClan

In this episode of The Seat, host Ray Erickson sits down with Jeff Pabst, a seasoned media and technology revenue leader who has built and scaled teams across radio, ad tech, music streaming, gaming, and the creator economy. Jeff shares how curiosity shaped his career moves, why mentorship and coaching are force multipliers, and how to build repeatable systems that drive revenue growth. From his early days selling radio at Interep to leadership roles at ShareThis, Shazam, and FaZe Clan, Jeff breaks down the mindset and operating principles he uses to hire, develop, and scale high-performing teams, plus the simple question a CTO asked him that still guides how he thinks about success: are you a builder or a seller? In this episode, we cover: The “builder vs. seller” framework and why sales matters to company health Why curiosity is the trait Jeff hires for (and can’t teach) How to build a repeatable system for scaling revenue teams Mentorship, coaching, and creating a feedback loop that actually works The “learning years vs. earning years” idea and career pacing for future leaders Why investing in your network is even more important in a remote-first world