About this Event
Your first six-figure deal can expose every weak spot in your sales process.
You chased the wrong buyer. Priced from fear. Followed up too late. Let one internal champion carry the whole deal.
Then the contract lands. You celebrate. The next question hurts more: can you do it again?
This Ugly Talk gets into the hard calls behind closing a major customer. You will hear what founders got wrong. You will see what made the deal move. You will leave with a clearer path from one big win to $1M ARR.
🎯 Why you should be in this room.
- Spot the sales mistakes that quietly K*ll large deals.
- Find the buyer with budget, urgency, and enough power to move.
- Learn what changes across pricing, pitching, negotiation, and follow-up.
- Build a sales motion that can survive beyond one lucky contract.
- Understand what needs to break before your company reaches $1M ARR.
💬 What's on the table.
- Choosing the right deal: Which customers deserve months of your runway.
- Reaching the real buyer: How to navigate stakeholders and build an internal champion.
- Closing six figures: The decisions that move a large deal across the line.
- Owning the mistakes: Where founders lose ground on pricing, pitching, negotiation, and follow-up.
- Getting past one win: How to turn an early contract into repeatable revenue.
🎤 Featured speakers.
Ryan Gallagher - Co-Founder & CEO, Clarion
Ryan Gallagher, MD, is co-founder and CEO of Clarion, which automates the medical front office for specialty groups and value-based care organizations. Clarion recently raised a $10M seed led by Accel with participation from Y Combinator.
Mitchell Bregman - Co-Founder & CEO, Galaxy
Mitch Bregman is the co-founder and CEO of Galaxy, a New York startup building open-source data infrastructure for the context era. Its flagship project is Filament, an open-source engine for high-performance data replication and ingestion. Before Galaxy, Mitch led data infrastructure at companies like Flock Safety and Unify, and spent time in DC working on DARPA projects. He studied math and computer science at Rutgers, where he met his co-founder Leon Kozlowski. Galaxy is backed by Caffeinated, Bungalow, Crew, and Moonriver. Outside of building, Mitch is an avid traveler, tennis and pickleball player, and language learner.
🤝 Who's hosting it.
TJ Allison - Sales Advisor & Coach
TJ Allison is an NYC-based sales advisor focused on helping founders transition from founder-led sales to a revenue-generating sales team. He draws on early stage sales experience at DocuSign (IPO), Socrata (sold to Tyler Tech for 140m), and Drishti (Sold to Apple).
🙋 Who's getting in.
- Seed-stage founders pushing toward $1M ARR.
- Founders chasing their first major B2B or enterprise customer.
- Sales and revenue operators working inside early-stage companies.
- Investors and advisors helping founders close and expand large accounts.
🤝 Who's backing this.
B2B NYC
Join 5,000+ founders, operators & VCs in NYC’s top B2B startup community—get NYC startup events, resources & deal flow.
⭐ About Ugly Talk
Started in 2019, Ugly Talk has been transforming business setbacks into breakthrough "aha!" moments by hosting unfiltered, no-nonsense events where battle-tested entrepreneurs share their raw lessons and insights.
With a growing presence in cities like New York, Chicago, San Francisco, and Miami, we've built a vibrant community of thousands of founders and industry leaders making a profound impact on the entrepreneurial landscape.
Official Website: UglyTalk.com
📢 Important Notice for Ugly Talk Attendees
Admission & Confirmation
Attendance is by approval only. Approved guests will receive a confirmation email along with a calendar invite. Invitations are non-transferable. Additional event details will be shared as the event approaches.
Code of Conduct
By attending, you agree to:
- Maintain respect and professionalism, adhering to all venue rules, policies, and applicable laws.
- Refrain from harassment, discrimination, unwelcome sexual advances (verbal or physical), intimidation, or inappropriate photography/recording.
- Report any violations to the event hosts immediately.
Violations may result in immediate removal from the event and exclusion from future invitations.
Liability & Risk
Participation is voluntary and at your own risk. The event organizers, hosts, sponsors, and venue are not liable for personal injury, lost or stolen belongings, or any other damages incurred during the event.
Media Consent
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Agreement
If you do not agree to this Code of Conduct, please refrain from attending the event.
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Event venue & nearby stays
TBA, TBA, New York, United States
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