Bolt.new blew past past $40M ARR in just one year with only 50 people. In this episode, Bryan Adams, VP Sales at Bolt.new sits down with host Kyle Norton to break down how go-to-market operates at a hyper-growth AI company.

Bryan shares some of their tech stack, and gets real about leadership—hiring "adults," firing fast, and focusing on what reps actually need to win.  

If you're leading a modern GTM org, this one's worth your next commute.

Thanks for tuning in! Catch new episodes every Wednesday. 

Subscribe to Topline Newsletter.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech.

Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!

Chapters:

01:30 Meet Brian Adams, VP of Sales at Bolt.new  

02:06 What Is Vibe Coding and How Bolt Works  

03:54 Building Successfully with Bolt's "Plan" Feature  

06:11 Layering Builds and Iterative Development  

08:47 Real Use Cases Built with Bolt  

10:24 The Build vs. Buy Decision Framework  

12:57 Inside Bolt's Go-to-Market Tech Stack  

13:59 Using Freckle to Unmask and Enrich Leads  

15:08 AI-Powered Prospecting and Support Automation  

17:41 Shifting GTM Strategy: From PMs to Engineers  

19:54 Outbound Strategy, Target Accounts, and LinkedIn Engagement  

25:13 How RevOps and SDR Growth Teams Collaborate  

29:13 Bolt's Growth, Scale, and Competitive Landscape  

33:03 Competing in a Knife Fight Market  

36:56 Contract Structures, Compensation, and Profitability  

40:38 Hypergrowth Lessons and Leveraging Automation  

44:47 Leadership Philosophy: Empowerment and Accountability  

48:08 Building Trust and Team Culture  

51:17 Leadership, Firing Fast, and Team Integrity  

52:59 Quick Fire: Great vs. Good Sales Leadership  

54:32 Hard Lessons, Best Advice, and Book Recommendations  

57:13 Closing Remarks and Outro

Clio's SVP of Global Sales, Jenny Dingus, joins Kyle Norton to talk about why the "people × quota" revenue planning model is terrible, and what they're using instead.

Jenny shares how Clio's $1B acquisition flipped their planning model, how they forecast in high-uncertainty markets, and what "drawing the owl" looks like in real life.

If you run revenue and you're tired of spreadsheet fantasy planning (or just want to know what two senior GTM leaders are thinking about these days), worth a listen!

Thanks for tuning in! Catch new episodes every Wednesday. 

Subscribe to Topline Newsletter.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech.

Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!

Chapters:  

02:15 Jenny's Career Journey from RingCentral to Clio  

04:00 Vertical SaaS and Expanding Market Opportunity  

06:10 Disruption, AI, and Modernizing Legal Tech  

08:00 Educating a Skeptical Market on AI Adoption  

10:15 The Myth of the "People x Quota" Growth Model  

12:05 Why Linear Capacity Planning Still Persists  

14:45 The Integrated Planning Alternative  

17:10 Planning Amid Product Launches and Acquisitions  

20:15 Quotas, Motivation, and Momentum in Sales Teams  

23:00 Multi-Factor Revenue Planning and Emerging Markets  

27:05 Managing Speculative Growth Bets and Reforecasting  

31:10 Balancing Capacity and Demand in High-Growth Environments  

34:40 Strategic Congruence: Playing the Right Company Game  

38:30 Communication, Change Management, and Leadership Alignment  

43:45 Inside Clio's Acquisition and GTM Integration Process  

48:40 Leadership Communication Principles and "Feeling" the Message  

52:00 Frontline Enablement During Massive Change  

56:45 Building Continuous Feedback Loops and AI-Enabled Training  

01:00:30 Quickfire: Lessons in Leadership, Humility, and Focus  

01:04:00 Favorite Reads and Closing Reflections

Dr. Michael Gervais, renowned high performance psychologist behind the Seattle Seahawks' Super Bowl win and mental coach to Olympic athletes and NASA jumpers, reveals the often-ignored psychological drivers behind elite sales and leadership performance. This episode challenges revenue leaders to rethink competition—not as a zero-sum game, but as a relentless pursuit to be their very best while elevating teammates.

Visit revenueleadership.findingmastery.com to get Dr. Mike's Morning Mindset Routine.

Thanks for tuning in! Catch new episodes every Wednesday. 

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Use code TOPLINE for 10% off your GA ticket.

Subscribe to Topline Newsletter.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech.

Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Introduction to Dr. Michael Gervais and His High-Performance Psychology Impact
(02:30) - Finding Mastery: Mental Training for Peak Performance
(04:30) - Seahawks Legacy: Building Optimism and Mental Toughness in Teams
(08:00) - The Power of Input Focus: Clarity and Culture Over Outcome Obsession
(12:00) - Compete to Create: Redefining Healthy Competition in Sales and Sport
(18:30) - The Teammate Mindset: Bill Russell's Blueprint for Winning Together
(22:30) - Stress and Survival: Why Leaders Struggle to Foster Collaborative Environments
(26:00) - Recovery Practices in Business: The Missing Link for Sustainable High Performance
(29:30) - The 92-Second Morning Mindset Routine: Setting Your Signal Amidst the Noise
(34:30) - Neuroplasticity in Leadership: Training Optimism and Confidence as Learnable Skills
(37:00) - Felix Baumgartner's Mental Mastery: From Panic to Space Dive Success
(42:00) - Shifting from Performance-Driven to Purpose-Driven Leadership Identity
(47:00) - Purpose as the North Star: Aligning Thought, Word, and Action Under Pressure
(49:30) - Journaling, Conversations, and Meditation: Practical Steps to Discover Your Why
(52:00) - Introducing FOPO: Overcoming the Fear of People's Opinions
(56:00) - The Evolutionary Roots and Neuroscience Behind FOPO
(59:30) - Navigating the High-Stakes Sales Ecosystem: Combating Insecurity and FOPO
(01:03:30) - Balancing Caring and Worry: Constructive Feedback vs. Destructive Noise
(01:06:00) - The Framework to Overcoming FOPO: Unmask, Assess, and Redefine
(01:09:30) - Leading Teams Through FOPO: Building Trust and Psychological Safety
(01:12:30) - From Insight to Action: Applying Gervais' Mental Strategies in Your Sales Leadership

Remote sales leadership is anything but one-size-fits-all. Geraldine MacCarthy, CRO at Oyster and former CRO at Personio, unpacks the complexities of building and scaling distributed sales teams across multiple continents. With deep experience at Google, Dropbox, and leading remote-first businesses, she reveals why the rigid remote vs. office binary misses what's really happening—and what works.

 She also challenges common beliefs about onboarding and coaching remote reps, sharing how enabling managers to own "last mile" enablement drives real performance impact.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Chapters:

(00:00) - Introduction to Geraldine McCarthy and the Challenges of Scaling Distributed Sales Teams
(02:00) - Key Skills for Leading International Markets and Remote Teams
(05:00) - The False Binary: Debunking Myths About Remote Versus In-Office Work
(09:30) - Frameworks for Deciding When and Where to Co-Locate Sales Functions
(13:00) - Building Infrastructure and Norms for Successful Distributed Sales Organizations
(17:30) - Communication Best Practices for Distributed Revenue Organizations
(22:00) - Remote Working Norms: Setting Expectations Around Availability and Response Times
(27:30) - Trust Building in Remote Revenue Teams: 'Work With Me' Documents and Radical Candor
(33:00) - The Power of Written Communication and Documented Processes in Remote Organizations
(38:45) - Overcoming Common Remote Enablement Challenges with Intentional Coaching and Structure
(44:30) - The Critical Role of Frontline Leaders in Driving Enablement and Accountability
(48:30) - Measuring Manager Participation in Coaching and Sales Calls for Remote Success
(53:00) - Common Misconceptions About Remote Sales Onboarding and Performance
(58:00) - When Remote Sales Teams Thrive Versus When Co-Location Makes a Difference
(01:03:00) - Core Principles for Sales Enablement Programs That Move the Needle
(01:08:00) - Partnering Enablement With Product Marketing for Streamlined GTM Execution
(01:12:30) - Leadership Advice: Prioritize Learning, Radical Candor, and Trust as Foundations
(01:16:30) - Final Reflections and The Need for a New Paradigm in Workforce Models
(01:18:00) - Outro and Resources

Sales efficiency isn't just a buzzword—it's the razor-edge that separates thriving GTM organizations from the rest. Tom Hanrahan, EVP and Global Head of Sales at Square, shares ten years of hard-earned insights on building lean, specialized sales teams that don't just grow—they grow profitably. Hanrahan breaks down how obsessing over every dollar invested, from quota modeling to lead distribution, shapes a more sustainable and scalable revenue machine. He challenges the common trap of "more reps means more revenue," revealing why oversized teams often hide inefficiencies and create churn risks. Instead, he emphasizes smart specialization, rigorous data-driven segmentation, and maintaining a tight balance between lead volume and rep capacity.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Chapters:

(00:00) - Introduction of Tom Hanrahan and Today's Sales Efficiency Focus
(02:56) - Defining Sales Efficiency: Balancing Growth and Profitability
(04:33) - Why Large Sales Teams Often Breed Inefficiency
(06:48) - Early Career Lessons That Shaped Hanrahan's Sales Philosophy
(09:24) - Cultivating Patience to Build Foundations Amid Growth Pressures
(12:46) - Core Sales Efficiency Metrics: Quota Modeling, Lead Efficiency, and Specialization
(14:06) - How to Approach Quota Modeling to Maximize Capacity and Win Rates
(17:00) - Reframing the Mental Model: Opportunity Volume as the Real Bottleneck
(18:32) - The Underrated Power of Sales Team Specialization and Segment Focus
(22:59) - The Risks of Over-Specialization and Sales Org Brittleness
(27:02) - Modeling Sales Team Growth with Churn and Ramp Dynamics
(30:42) - Incubation Pods: Experimenting with Sales Motions Under Controlled Conditions
(33:56) - Metrics to Evaluate Before Committing to Sales Team Reorganizations
(36:43) - Hidden Inefficiency Drivers: Frontline Manager Consistency & Lead Weighting
(40:00) - The Value of Weekly Business Reviews to Maintain Rigor and Transparency
(44:18) - Deep Data Analysis Culture: Finding Gaps by Embracing Hard Truths
(47:01) - Current Team Structure at Square: Vertical Specialization and Channel Diversity
(48:58) - Recalibrating Incentives and Focus: Driving New Business Growth vs. Farming
(50:50) - Fine-Tuning Inbound vs. Outbound Mix to Enhance Sales Productivity
(52:43) - The Concept of "Sweet Spot" Targeting for Optimal ROI on Sales Efforts
(55:30) - Full Cost Modeling: Loading All Expenses to Reveal True Unit Economics
(56:14) - Building Efficient Revenue Organizations from the Ground Up: Why Entry-Level Talent Matters
(58:30) - Identifying Ideal Sales DNA: Coachability, Competitiveness, Hard Work, Motivation
(01:02:30) - Assessing Motivation and Hard Work During Hiring to Weed Out Misfits
(01:06:40) - Leveraging Data Science in Hiring: Scorecard Retro and Pattern Recognition
(01:12:00) - What Makes a Great Revenue Leader: Balancing Operational Mastery and People Skills
(01:13:15) - Advice for New Sales Leaders: Get Curious Before Acting on Presumptions
(01:14:20) - Navigating Cross-Functional Dependencies: The Enterprise Sales Parallel
(01:17:39) - Personal Reflections: The Enduring Lesson from Hanrahan's Father on Commitment and Grit

AI is transforming go-to-market operations—and at Canva, it's not just a trend, it's a mandate.

In this episode, Jessica Chiew, Head of GTM Operations and Strategy at Canva, joins Kyle to break down how her team is leading AI adoption across a 5,000-person organization. She shares how Canva blends centralized support with functional ownership, why they created a dedicated GTM AI Lead role, and how they prioritize use cases that deliver real business impact. Jessica and Kyle also dig into the realities of build vs. buy decisions, how to avoid tool sprawl, and why every GTM leader needs to be hands-on with AI.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Jessica Chu's GTM AI Transformation Journey at Canva Begins  

(02:48) - The Most Exciting Time in Ops: Creativity and Existential Dread  

(04:30) - From Vendor Fatigue to AI Enthusiasm: Renewed Curiosity in Tooling  

(06:59) - Early Days of AI Momentum at Canva  

(09:30) - Making AI Transformation Everyone's Job  

(11:45) - Defining the Role: GTM AI Lead and Workflow Innovation  

(14:25) - The Changing Nature of Data Ops in AI-Powered Sales  

(16:50) - How Canva Organizes AI Transformation: Central Council vs. Functional Innovation  

(18:29) - Cutting Through the Noise: Where to Start with AI in GTM  

(21:00) - Why Data Quality Is the Prerequisite for GTM AI Success  

(24:30) - Vendor Sprints and the Realities of Building vs. Buying AI Solutions  

(29:00) - Execution as the Only Moat: Staying Ahead in the Commoditization Wave  

(35:10) - Limiting Surface Areas: The Case Against Point Solutions  

(38:30) - Balancing Experimentation with Simplicity for Field Teams  

(41:51) - Organizational Change: Iterative Improvements vs. Big AI Bets

(46:45) - Hands-On Leadership and the Decline of Middle Management

Richard Ezekiel has created partnerships with Fortune 500 companies and helped scale market-defining startups in Silicon Valley. He joins Kyle to share hard-won lessons on building strategic partnerships that deliver real business impact—not just press.

They cover how to assess if partnerships are the right growth lever, why most programs fail, and what it takes to build a durable, high-impact strategy. Richard breaks down his "Partnership T" framework and offers practical guidance for CROs and GTM leaders scaling post-product-market fit.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Buy Richard's book, "Coelevate: How to Unlock Business Growth and Consumer Value with Strategic Partnerships."

Key chapters:

(00:00) - Introduction to Revenue Leadership and Partnerships

(02:43) - Defining Partnerships and Their Importance

(05:49) - Core Components of Successful Partnerships

(08:42) - Assessing the Right Time for Partnerships

(11:31) - Building a Strategic Partnership Plan

(14:51) - The Role of Partnerships in Business Growth

(17:41) - Identifying Potential Partners

(20:32) - The Spark of Partnership Ideas

(23:57) - Navigating the Complexity of Partnerships

(26:53) - Methodical Approaches to Finding Partnership Opportunities

(29:43) - Evaluating Partnership Types and Strategies

(41:18) - GTM 2025: Elevating Go-to-Market Strategies

(42:42) - Common Failure Modes in Partnerships

(44:55) - Operational Rigor: The Key to Partnership Success

(51:02) - Defining Strategic Partnerships

(52:59) - Assessing Ideal Partner Profiles

(59:49) - Testing Partnership Viability

(01:04:38) - Knowing When to Walk Away from Partnerships

(01:12:22) - The Future of Partnership Management

(01:13:17) - Reflections on Successful Partnerships

What does it take to lead a public go-to-market organization through rapid change without losing focus?

In this episode, Kyle Norton sits down with James Roth, CRO of ZoomInfo, to unpack the leadership principles, GTM evolution, and cultural shifts powering ZoomInfo's next chapter. From rethinking account ownership models to re-centering around core strengths like data and AI enablement, James shares how he's helping rebuild ZoomInfo into a sharper, more focused enterprise.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:
(00:00) - Introduction to Revenue Leadership Podcast
(01:16) - Guest Introduction: James Roth's Journey
(03:11) - Building Resilience and Grit in Sales
(07:41) - Leading Through Change: Personal Experiences
(09:29) - Navigating Market Challenges and Personal Growth
(18:34) - The Importance of a Growth Mindset
(36:57) - The Rebirth of ZoomInfo: Adapting to Market Changes
(45:48) - Go-to-Market Strategy: Shifts and Innovations
(59:45) - Segmentation and Account Management Strategies
(01:12:22) - The Enablement Journey for Sales Reps

Adam Alfano, EVP of Global SMB and Emerging Products at Salesforce, joins Kyle Norton to share what it takes to lead through change at scale. Over 17 years at Salesforce, Adam has navigated market cycles, evolving go-to-market models, and now the rise of AI—while building and inspiring high-performing teams.

He explains how to stay relevant as a leader, scale culture across thousands, and embrace mindset as a competitive advantage. Kyle and Adam also dig into Salesforce's AgentForce strategy, how AI is transforming sales execution, and why adaptability is the most underrated leadership skill.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Introduction to Revenue Leadership Podcast

(00:54) - Guest Introduction: Adam Alfano from Salesforce

(02:45) - Career Lessons and Leadership Insights

(03:43) - Leading Through Change and Reinvention

(05:39) - The Importance of a Balanced Mindset

(08:05) - Scaling Mindset and Mental Fitness

(12:27) - Creating a Positive Team Culture

(16:18) - Competitive Stamina in SMB Sales

(17:42) - Scaling Corporate Athlete Mindset

(19:42) - Engaging with the Field and Team Feedback

(23:22) - Building Trust and Psychological Safety

(26:43) - Inspiring and Motivating Teams

(29:57) - Balancing Company and Team Culture

(33:21) - Evolving Company Culture Over Time

(40:02) - Reinventing Yourself in a Changing Market

(44:38) - Embracing an Evolutionary Mindset

(46:48) - The Importance of Experimentation and Learning

(48:38) - Shifting Perspectives on Sales Processes

(50:53) - Calculated Risks and Career Growth

(52:44) - Intentional Career Planning

(56:03) - Integrating AI into Sales Strategies

(01:00:38) - Driving Engagement with AI Tools

(01:04:37) - The Future of Sales with AI

(01:08:55) - Navigating Change and Fear in AI Adoption

(01:13:57) - The Role of Leadership in Market Adaptation

(01:17:39) - Lessons in Leadership and Team Dynamics

Jason Wolf, President of FullStory and former CRO at Ping Identity and SAP Ariba, joins Kyle Norton to share how companies unlock step-change growth by entering new markets, building new capabilities, and aligning cross-functional teams. Jason has led revenue growth from $200 million to $1.6 billion and brings hard-won lessons from scaling globally.

He explains how to time multi-product and multi-region moves, validate new growth bets, and build strategies driven by customer pull rather than competitor pressure. Jason also covers the role of go-to-market in product innovation, how to focus teams around renewals, and what it takes to scale with speed and precision.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Jason Wolf's Impressive Journey

(02:00) - Defining New Growth Horizons

(03:25) - Building Character Through Change

(04:10) - Mental Map for Growth Opportunities

(05:00) - What Growth Truly Means

(06:30) - Finding and Serving New Buyers

(07:53) - Stated vs. Observed Truths

(10:00) - Deciding Where to Grow Next

(14:38) - Lessons from Expanding Globally

(18:30) - Staging Product and Geographic Expansion

(25:23) - The Pioneer's Mindset in New Markets

(35:52) - Go-to-Market's Role in Product Innovation

(44:50) - The Rise of the Specialist

(57:57) - The New Revenue Algorithm

(1:12:00) - Driving World-Class Alignment

Most GTM teams operate in straight lines. Sangeeta Chakraborty believes they should function more like product organizations, with constant iteration, testing, and learning.

In this episode, the former CRO of Miro shares how applying product management principles helped her design go-to-market systems that reflect the full customer journey. She explains how her team ran structured GTM experiments, embraced cross-functional collaboration, and built systems for long-term customer growth. Kyle and Sangita also discuss why she believes the term "post-sales" is outdated, the mindset shift required to move from functional leadership to company leadership, what CROs need to understand about financial modeling, how to evaluate talent beyond the pitch, and more.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

In this episode, Kyle Norton sits down with Hayden Stafford, President and CRO at Seismic, to unpack what it really takes to transform a company from a single-product business into a true multi-product platform. Drawing from his experience leading global teams at Microsoft and now steering Seismic toward half a billion in ARR, Hayden shares the go-to-market, organizational, and cultural changes required to make the shift. From overhauling sales motions and enablement to building a value consulting function and rethinking partnerships, Hayden offers a candid look at the challenges and breakthroughs behind Seismic's platform evolution. 

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Moments:

(00:00) Introduction

(03:06) Understanding the Transition from Product to Platform

(05:47) Seismic's Evolution: From Content Automation to Comprehensive Platform

(09:03) The Role of Enablement in Sales Success

(11:55) Strategic Decisions: Joining Seismic and Transforming the Company

(14:53) Navigating the Go-to-Market Strategy for Multi-Product Companies

(17:55) Building a Strong Ecosystem for Platform Success

(20:59) Partner Selection and Metrics for Success

(23:56) Final Thoughts on Platform Strategy and Future Directions

(40:20) Navigating Pricing and Business Value

(45:04) The Importance of Value Continuum

(47:55) Transitioning to Platform Positioning

(55:01) Engaging with CROs and Sales Leaders

(01:00:57) Common Pitfalls in Platform Transformation

(01:08:47) Lessons from Past Experiences

How do you stand out when your feature list looks like everyone else's? In this episode, Jonathan Leaf, CRO of BambooHR, joins host Kyle Norton (CRO at Owner.com) to break down how he's built competitive edge in undifferentiated markets—from Softchoice to AWS, RingCentral, and now BambooHR.  

Jonathan shares how to:  

- Win when products look the same 

- Stay maniacally focused on a specific segment and ICP  

- Use values and leader visibility to drive accountability and performance  

- Build organizational rhythm that fuels execution

Thanks for tuning in! Catch new episodes every Wednesday. 

Subscribe to Topline Newsletter.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech.

Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!

Chapters:

00:00 Introducing Jonathan Leaf, CRO of BambooHR  

01:06 Career Journey: From SoftChoice to AWS to BambooHR  

03:14 Inside BambooHR: Scale, Customers, and Focus Areas  

04:35 Defining SoftChoice and Competing Without IP  

06:25 Competing in Crowded, Undifferentiated Markets  

09:37 Building Differentiation Through Mission, Focus, and People  

11:39 How Culture and Customer Experience Win Deals  

17:02 Being Prescriptive: Focusing on the Right Market Segment  

21:42 Hiring for Mission Alignment and Go-to-Market Evolution  

26:38 Testing and Validating Sales Profiles with Data and AI  

29:47 Inspecting Strategy and Operating Cadence for New Growth Bets  

39:12 Why Execution and Focus Win in Competitive Markets  

40:09 Positioning Products Beyond Features and Selling Peace of Mind  

43:15 Point-of-View Positioning and Radical Transparency in Sales  

47:19 When the Sales Experience Reflects Customer Experience  

49:29 Culture as a Revenue Driver and Operationalizing Company Values  

57:55 Maintaining Culture During Change and Leading with Visibility  

03:52 Building Alignment and Empowerment Across the Executive Team  

12:26 Lessons in Career Patience, Growth, and Self-Balance  

13:42 Quickfire: Leadership, Learning, and Hard-Earned Lessons

Is enablement the most overlooked growth lever in sales? Luke Arno thinks so—and he's got the track record to prove it.

In this episode, Kyle Norton talks with Luke Arno, CRO at Transcend and veteran of Salesforce, Box, and Segment, about how great enablement can drive real sales productivity. Luke breaks down his three-part framework—onboarding, ongoing development, and in-the-moment field strategy—and shares how to build programs that actually move the needle. They also dive into how to hire for enablement, measure its impact, and create a high-skill, high-will sales culture rooted in coaching, clarity, and accountability.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. 

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Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

What happens when a company completely replaces its SDR team with AI? In this episode, Kyle Norton sits down with Mike Donahue, CRO at 11X, to unpack how digital workers—AI agents named Alice and Julian—now generate over 90% of the company's pipeline.

Mike shares how 11X is pioneering an AI-native go-to-market model, where full-cycle reps are supported by centralized agent orchestration, and where growth marketing owns what used to be outbound sales. You'll hear how AI is reshaping sales roles, why traditional BDR hiring may soon be obsolete, and what CROs must learn today to stay relevant tomorrow.

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New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Moments:

(00:00) Introduction

(01:56) Current State of AI Adoption in GTM Teams

(04:55) The Importance of AI for CROs

(10:16) The Future of AI in Sales and Marketing

(14:30) Understanding Digital Workers and Their Impact

(18:57) Managing Digital Workers for Sales Efficiency

(22:25) The Role of AI in Outreach

(25:35) Determining AI's Fit for Different Markets

(30:49) Best Practices for AI Adoption in Organizations

(45:54) Learning and Adapting in AI

(48:59) First Principles Thinking in Sales

(01:02:42) The Future of Sales in an AI Era

(01:07:54) Key Traits of Successful Revenue Leaders

(01:11:49) Lessons Learned in Leadership

Most product-led companies hit a wall when they try to add sales-led growth. Too often, the motions clash, teams misalign, and growth stalls. So, how do you scale revenue without sacrificing your product-led roots?

In this episode of The Revenue Leadership Podcast, Kyle Norton sits down with John Eitel, former Global VP of Sales & Success at Canva and CRO at Demandbase, about how to successfully layer a sales-led motion on top of a product-led foundation. Drawing from his experience at WP Engine and Canva, John shares how to identify the right signals to introduce sales, validate demand through customer conversations, and build a commercially viable offering without cannibalizing PLG momentum. He also reflects on how the CRO role is evolving in today's market—and why adaptability, experimentation, and cross-functional alignment are more important than ever.

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Moments:

(00:00) Introduction

(08:51)Commercialization Strategies for SLG

(12:13) Customer Success and Support in SLG

(14:56) Pricing and Packaging for Enterprise Solutions

(17:52) Building the Sales Team for Growth

(20:52) Hiring the Right Sales Reps for Success

(30:48) Understanding User Adoption and Buyer Dynamics

(35:24) Team Building Strategies: Lessons from WP Engine and Canva

(37:23) Key Roles in Early Team Development

(42:54) Metrics for Revenue Leaders: Signals to Invest or Pull Back

(45:42) Understanding Sales-Led Growth and Incremental Value

(48:13) Balancing Sales and Self-Service Models

(51:54) Product Differentiation for Market Segments

(59:03) Aligning Sales, Marketing, and Product

(01:10:02) The Disparity in Revenue Talent

(01:13:00) Framework for Company Selection

(01:18:26) Optimizing for Company Quality

(01:21:10) What Separates Good from Great CROs?

(01:23:03) Advice for Young Leaders

(01:24:26) Lessons Learned in Team Dynamics

(01:26:26) Insights on Mental Health and Leadership

In today's episode, Kyle sits down with Florin Tatulea, Head of Sales Development at Common Room, to discuss the evolution of outbound sales in the context of AI and technology. Florin shares insights on the importance of understanding signals and intent in sales, the changing profile of sales reps, and the role of RevOps in strategizing outbound efforts. The discussion highlights the need for collaboration across departments and the importance of sales reps mastering AI tools to effectively engage with prospects. 

They also explore the changing role of sales development leaders, the hiring process, and the significance of compensation in retaining talent. The discussion emphasizes the need for a diverse skill set within sales teams and the importance of continuous learning and adaptation in a rapidly changing environment.

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

Your're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Moments:

(00:00) Introduction

(01:49) Understanding Outbound Sales and AI's Role

(08:38) Defining Signals and Intent in Sales

(10:58) The Evolution of Outbound Sales: From 1.0 to 3.0

(14:47) The Profile of an Outbound 3.0 Sales Rep

(32:35) Building Champions in Rev Ops

(38:03) Leveraging AI for Account Insights

(39:53) Human Touch in AI Outreach

(45:52) Innovative Approaches to Outbound Sales

(49:57) The Evolution of Networking and Referrals

(01:01:59) Teaching and Sharing Insights with Prospects

(01:05:04) The Role of Sales Development Leaders

(01:09:53) Hiring and Developing Effective Sales Teams

(01:15:08) The Importance of Compensation and Career Paths in Sales

Kevin "KD" Dorsey is the Chief Revenue Officer at Finally, an all-in-one accounting and finance platform that recently raised $200 million in Series B funding. KD joins the show to discuss real-world examples of how he uses AI in his day-to-day: from developing internal AI agents to evaluating his team's calls.

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

Your're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Moments:

(00:00) - Introduction and Podcast Overview

(01:22) - Guest Introduction: Kevin Dorsey

(02:00) - Diving into AI and GTM

(02:51) - AI in Sales: Practical Applications

(06:36) - Building AI Tools Internally

(14:21) - Call Scoring and AI Coaching

(20:44) - Issue Diagnosis with AI

(33:08) - Leveraging AI for Documentation and Training

(35:36) - Choosing Between Building and Buying AI Solutions

(40:28) - The Decision to Step Away from Founding

(41:01) - Challenges in Building AI Companies

(42:08) - The Future of SaaS Companies

(43:29) - Leveraging AI for Business Success

(46:02) - Learning and Adapting with AI

(46:50) - Exploring AI Tools and Resources

(58:04) - Evaluating AI Vendors

(01:03:04) - Personal Productivity with AI

(01:13:42) - Final Thoughts and Advice

Kyle is joined by Ryan Milligan, VP of Sales, Marketing, and RevOps at QuotaPath, to discuss sales commission planning. They dive into the essentials of creating effective comp plans that align with business goals, the importance of incremental incentives, and how to drive desirable sales behavior. Ryan shares insights from his diverse background and how QuotaPath navigates commission planning to ensure high performance and retention. The conversation also touches on key aspects such as measuring incrementally, balancing incentives, diagnosing ineffective plans, and trends in the current market.

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

Your're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Moments:

(01:09) - Meet Ryan Milligan: From Data Science to Sales Leadership

(02:58) - The Path from Rev Ops to CRO

(05:40) - Sales Commission Strategy: Ownership and Design

(12:56) - Aligning Comp Plans with Business Metrics

(24:01) - Designing Effective Comp Plans: A Step-by-Step Guide

(33:47) - Testing and Measuring Incrementality in Comp Plans

(41:32) - Building Effective Quotas

(52:34) - Setting Realistic and Motivating Targets

(01:02:30) - Common Pitfalls in Commission Plans

(01:12:18) - Key Traits of Great Revenue Leaders

(01:18:38) - Final Thoughts and Takeaways

What does it take to go from zero to your first enterprise customer? For Cresta, it meant their CEO and CTO becoming interns at Intuit—and their engineering team living in an Airbnb next to the call center they were trying to disrupt.

In this episode, Kyle talks with Alex Cramer, CRO of Cresta, about the unglamorous grind of cold-starting in enterprise, why today's deals demand more consensus (and skill) than ever, and how to scale a team when every deal feels like a bespoke knife fight.

Plus, Alex's hardest-won lessons—from equity pitfalls to why endurance separates good CROs from great ones.

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

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Subscribe to the Topline Newsletter to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday.

Matt Braley joined InvoiceCloud as the third AE, rose to CRO, and led the company from early growth through a successful IPO, and ultimately a $4B acquisition by Vista Equity Partners. In this episode, Matt reveals how he grew their alliance ecosystem from 15 to 50 partners—ultimately generating over half of the company's revenue. You'll discover the VECTOR framework he developed for qualifying partnerships, avoiding "paper partnerships," and creating true strategic alignment.

Whether you're considering technical alliances or wondering if partnerships are right for your business model, Matt provides actionable insights on when, why, and how to build alliances that deliver real revenue impact.

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

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Tune into the Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them. And don't forget to join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Subscribe to the Topline Newsletter to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday.

What should CROs really be looking for when evaluating their next move? In this episode, Kyle sits down with Neal Patel, CRO at Crunchbase, to unpack how revenue leaders can vet companies like investors—by looking past vanity metrics and digging into signals that actually matter. They cover how to evaluate long-term viability, the importance of alignment with executive peers, and why being asked to "just run your old playbook" is a red flag.

The conversation also dives deep into how AI is disrupting traditional go-to-market models, how Crunchbase is using predictive data to reshape its strategy, and why the GTM stack of the future might be smaller—and smarter.

Thanks for tuning in! Want more content from Pavilion?

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

Your're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Introduction to Neal Patel and Crunchbase

(02:28) - State of the Market and AI's Impact

(11:01) - Navigating Macro Conditions as a CRO

(14:26) - Crunchbase's Shift Towards Predictive Analytics

(23:27) - AI's Transformative Role in Go-to-Market Strategies

(30:12) - Future of GTM: Embracing AI and Relationship Building

(36:18) - The Importance of Team Innovation

(41:55) - Navigating Company Selection as a CRO

(46:05) - Building Relationships in Leadership

(52:15) - Evaluating Market Potential and Company Goals

(57:05) - Understanding AI's Impact on Business Strategy

(01:01:00) - Red Flags in Company Selection

(01:03:51) - Key Traits of Successful CROs

How do you transition from product-led growth to sales-led growth without losing momentum? In this episode, Kyle Norton talks with Andrew Johnston, Head of Sales at Superhuman, about how the company is evolving its go-to-market strategy to win larger B2B deals. They discuss the key challenges of moving upmarket, the differences between PLG and SLG sales motions, and how Superhuman is leveraging data and AI to scale. Andrew also shares insights on building the right sales team, adapting the product for enterprise buyers, and what revenue leaders need to consider when layering in a sales motion.

Thanks for tuning in! Want more content from Pavilion?

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - The Email Problem: A Universal Challenge

(09:49) - Superhuman: Revolutionizing Email Productivity

(19:47) - Transitioning from PLG to SLG: A New Sales Approach

(30:04) - Building Blocks for Sales Success: Data and Team Dynamics

(30:32) - Personalization in Sales Outreach

(31:31) - Core Pillars of Sales Strategy

(32:27) - Common Pitfalls in Sales-Led Growth

(33:25) - Building a Sales Culture at Superhuman

(37:17) - Leveraging AI in Sales Processes

(42:43) - Skills for Sales Reps in the Age of AI

(49:58) - Navigating AI-Generated Communication

(56:39) - Lessons in Sales Leadership

Kyle Norton (CRO at Owner.com) sits down with JD Saint-Martin, President of Lightspeed Commerce, to unpack how he went from startup founder to public-company executive. They discuss scaling Lightspeed from $75M to $1.2B in recurring revenue, and the leadership lessons behind that growth. The conversation covers building high-performance sales cultures, promotion systems, enablement investment, RTO and culture philosophies, and more.

Thanks for tuning in! Catch new episodes every Wednesday. 

Subscribe to Topline Newsletter.

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Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!

Chapters 

00:01:51 – Startup to Acquisition 

00:03:34 – Global Upbringing & VC Start 

00:04:03 – Scaling to $1.2B ARR 

00:05:25 – Growth Through SaaS & Payments 

00:05:44 – Founder to Exec Transition 

00:07:21 – Empathy From Doing Every Role 

00:09:11 – Leading 3,500 Employees 

00:11:07 – "Roll in the Mud" Leadership 

00:13:28 – Early Lessons & Advice 

00:16:37 – Building High-Performance Culture 

00:18:28 – Candid Hiring & Fit 

00:21:42 – Transparency in Recruiting 

00:22:06 – Obsession With Metrics 

00:23:55 – Inputs vs Outputs 

00:24:58 – Manager Pyramid Framework 

00:27:57 – Promotions & Company Values 

00:29:42 – Elite Points System 

00:33:29 – Systemized PIPs 

00:36:20 – Retaining Top ICs 

00:40:31 – Investing in Enablement 

00:42:05 – COVID & Lost Osmosis 

00:45:06 – Return-to-Office View 

00:49:18 – GTM Owns Enablement 

00:51:05 – Balancing Autonomy & Consistency 

00:53:32 – Payments & Compensation 

00:55:35 – No Work-Life Balance 

00:59:41 – Energized by the Work 

01:18:34 – Favorite Book & Takeaways 

01:20:13 – Closing & Outro  

What does it take to lead revenue in a private equity-backed company? In this episode, Kyle Norton talks with Vanessa Brangwyn, CRO at Motus, about the key differences between VC and PE environments, how PE firms drive efficiency and profitability, and what revenue leaders need to succeed. She also shares insights on integrating go-to-market strategies post-acquisition and managing a PE-backed board.

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New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

Your're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Introduction to Vanessa Brangwyn and Achievers' Journey
(03:13) - Transitioning from VC to PE: The Achievers Experience
(06:03) - Navigating Public Company Dynamics
(08:56) - The Spin-Out: Achievers' New Chapter
(12:06) - Exploring the Private Equity Landscape
(14:56) - CRO Insights: PE vs. VC Dynamics
(18:10) - Shared Learnings in Private Equity
(20:46) - The Role of Structure in Team Dynamics
(24:05) - Profitability vs. Growth: Understanding PE Goals
(26:48) - Strategic Decision-Making in PE
(29:55) - Efficiency Metrics in Private Equity
(37:59) - Tactical Metrics for Sales Efficiency
(40:52) - Understanding Board Engagement in PE vs VC
(44:42) - Navigating Incentives and Decision-Making in Boards
(47:06) - Leveraging Data for Effective Board Management
(49:46) - Lessons from Private Equity for Venture-Backed CROs
(51:10) - Strategic Rationale Behind Acquisitions
(56:38) - Integrating Go-To-Market Strategies Post-Acquisition
(01:01:11) - Customer Success Insights for CROs
(01:05:42) - The Role of Authenticity in Leadership
(01:10:21) - Advice for Emerging Leaders
(01:12:20) - Lessons Learned from Leadership Experiences

Great revenue leaders aren't just sales experts—they're world-class problem solvers. But how do you separate signal from noise, diagnose the right issues, and make decisions that drive long-term success? 

In this episode of The Revenue Leadership Podcast, Ashley Grech, CRO at Xero, joins Kyle to break down her framework for identifying, prioritizing, and solving complex revenue challenges. She shares how revenue leaders can balance instinct with data, avoid limiting beliefs that stall innovation, and use the driver tree framework to diagnose revenue bottlenecks. Ashley also explains why prioritization is the key to unlocking scale, how decision-making frameworks can accelerate growth, and what she's learned from scaling global go-to-market strategies at Xero and Square.

Thanks for tuning in! Want more content from Pavilion?

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

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Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

Your're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Introduction to Problem Solving in Revenue Leadership

(03:11) - The Importance of Problem Solving

(06:03) - Frameworks for Problem Identification

(08:56) - Utilizing Driver Trees for Diagnostics

(11:55) - Data-Driven Decision Making

(15:10) - Prioritization of Problems

(17:57) - Balancing Urgency and Importance

(20:54) - Sourcing Information from the Team

(23:49) - Navigating Customer Feedback

(27:08) - The Role of Data in Solutioning

(30:06) - Finding the Best Solution

(32:50) - Conclusion and Key Takeaways

(44:18) - Principled Problem Solving

(51:38) - Organizing Principles for Success

(56:03) - Teaching and Scaling Principles

(57:31) - Market Expansion Strategies

(01:06:30) - Timing for International Expansion

(01:09:17) - Channel Diversification Insights

(01:12:43) - Overcoming Limiting Beliefs

(01:17:14) - Qualities of a Great CRO

How do you scale a sales organization as your company evolves from a single product to multiple business lines? In this episode of The Revenue Leadership Podcast, Jeff Perry, CRO of Carta, shares how he has built and structured Carta's go-to-market strategy to support its rapid expansion across corporations, venture capital, and private equity. He breaks down the challenges of multi-product growth, the decision-making behind sales org design, and how Carta balances specialization with cross-functional alignment. Jeff also dives into the nuances of different sales motions, marketing strategies, and customer acquisition models across Carta's distinct business units.

Are you being paid what you're worth? Help us refresh Pavilion's industry-standard compensation report for 2025 by taking our anonymous survey at joinpavilion.com/comp and get early access to the results!

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New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.

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Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.

Your're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Introduction to Jeff Perry and Carta

(05:53) - Understanding Carta's Multi-Product Strategy

(11:57) - Revenue Breakdown and Business Growth

(18:00) - Organizational Design and Sales Strategy

(24:08) - Marketing Approaches for Different Business Units

(29:49) - Challenges in Managing Diverse Sales Motions

(35:53) - The Importance of Customer Experience

(39:03) - Leadership and Team Structure at Carta

(41:26) - Understanding Private Equity Portcodes

(42:39) - Career Progression and Mountain Jumping

(44:48) - Sales Team Structure and Specialization

(46:15) - Data-Driven Decision Making in Sales

(48:58) - Sales Engineering and Cross-Training

(51:49) - Organizational Design and Decision Making

(55:32) - Input-Output Framework in Sales Management

(56:59) - Balancing Customer and Company Needs

(01:01:06) - International Sales Strategy

(01:07:55) - Qualities of a Great CRO

(01:11:07) - Leadership Lessons and Career Patience

(01:13:23) - Performance Management and Coaching Plans

(01:17:35) - Recommended Reads and Continuous Learning

In this episode of the Revenue Leadership Podcast, host Kyle Norton sits down with Jason Gelman, Operating Partner at Primary Ventures and Co-Founder of Jump, to explore his transition from operator to VC and the lessons he's learned along the way. Jason shares insights from scaling Compass from $100M to $6B in revenue, why not every startup should raise venture funding, and how founders can navigate the challenges of go-to-market strategy. They also cover the evolving role of AI in revenue leadership, the traits that separate great CROs from the rest, and the fundamental mistakes many startups make when trying to scale.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast by Pavilion for new episodes every Wednesday.

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Subscribe to Topline Newsletter written by Asad Zaman.

Primary: https://www.primary.vc/

Jump: https://jumprevenue.com/

B&T Infra Newsletter: https://www.infranewsletter.com/

LinkedIn: https://www.linkedin.com/in/jasongelman/

Contact: Gelman@primary.vc

Key Chapters:

(00:00) - Introduction to Jason Gelman and Primary Ventures

(02:46) - The Role of an Operating Partner

(06:03) - Understanding Jump: A Revenue Calendar Tool

(08:53) - Navigating Venture Capital: When to Raise Funds

(12:05) - The Transition from Operator to VC

(15:02) - Lessons Learned as an Operating Partner

(17:53) - Identifying Product-Market Fit

(21:06) - The Importance of Talent in VC

(23:57) - Final Thoughts and Future Aspirations

(41:06) - Navigating Venture Capital Networks

(44:00) - Insights from Operating as a Non-Venture Backed Company

(49:40) - The 'God of Beliefs' Framework in Investment

(53:01) - Mastering VC Relationships

(56:27) - The Rapid Evolution of Go-To-Market Tech

(01:01:09) - The Future of CRM and AI Integration

(01:06:20) - The Challenge of Investing in AI Startups 

(01:12:11) - Creating a Culture of AI Experimentation

(01:16:26) - Defining Greatness in Revenue Leadership

In this episode of the Revenue Leadership Podcast, host Kyle Norton converses with Jordan Crawford, a GTM Data Scientist, to examine the transformative impact of AI in business. They delve into the DeepSeek AI model and its potential to revolutionize the industry while critiquing traditional sales models and emphasizing the importance of data-driven strategies. The discussion highlights how revenue leaders can integrate AI into their daily operations, utilizing tools like ChatGPT and Claude to boost productivity and learning. Jordan offers insights on crafting a strategic approach to AI implementation, underscoring the need for specialized roles and external expertise to guide organizational transformation.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast by Pavilion for new episodes every Wednesday.

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In this episode of The Revenue Leadership Podcast, host Kyle Norton sits down with Nate Follen, head of business systems operations at Ramp, to explore the company's rapid growth and the strategies behind building scalable systems. They discuss Ramp's use of AI tools like Momentum to boost sales and operations, as well as their strategy for building versus buying software solutions. The conversation also explores AI's transformative overall impact on sales, shifting reps toward more strategic, relationship-driven roles.

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In this episode of the Revenue Leadership Podcast, host Kyle Norton connects with Catie Ivey, the CRO at Walnut, to explore her journey as a first-time CRO. Catie shares her experiences in navigating the challenges of establishing foundational processes in a startup environment, emphasizing the importance of aligning teams and refining customer profiles. The discussion also covers competitive strategies in crowded markets, with Catie highlighting the need for clear positioning and transparency in sales methodologies. Together, they explore the qualities that distinguish great CROs and leaders, focusing on the ability to identify and nurture team members' strengths.

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In this special crossover episode, originally aired on Topline's feed, Asad and AJ are joined by Kyle Norton, CRO of Owner.com and Host of The Revenue Leadership Podcast. The group explores the evolving role of the CRO, highlighting the diverse characteristics of successful leaders in this position. The conversation also delves into the transformative impact of AI advancements, particularly the implications of GPT-3 and GPT-4 models on business operations and workforce dynamics. Kyle shares insights on how AI might reduce the need for middle management, prompting companies to rethink growth strategies.

If you like what you heard, follow Topline for new episodes every Sunday and Thursday. 

In this episode of the Revenue Leadership Podcast, host Kyle Norton chats with Ron Gabrisko, the Chief Revenue Officer of Databricks, to explore the journey from startup to a multi-billion dollar powerhouse. Ron shares his insights on the pivotal strategies that fueled Databricks' growth, emphasizing the need for constant reinvention at every stage of development. The discussion covers the evolution of go-to-market strategies, the intricacies of pricing, and the importance of leadership development in scaling a business.

*Please note that Databricks raised $10B in funding in December 2024, not $20B. 

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In this episode of the Revenue Leadership Podcast, host Kyle Norton chats with JD Miller, a seasoned CRO with over 20 years of experience in private equity-backed software. JD shares his journey from pre-law to B2B tech sales and dives into the unique dynamics of PE, including fast-paced execution, the "rule of 40," and disciplined value creation. He also unveils his CRO Playbook, detailing strategies for building annual plans, aligning teams, and driving growth. Drawing on his time at Motus, JD highlights how to scale revenue teams, enter new markets, and adapt to disruption.

Buy a copy of The CRO's Guide to Winning in Private Equity by JD Miller.

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Calling all CEOs! Are you busy January 22-23? Join Pavilion at CEO Summit in vibrant New Orleans.

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Tara DiCristo-Schmitt (CRO at Houzz) joins host Kyle Norton (CRO at Owner.com), to explore how elite sales leaders build culture, trust, and clarity.

Drawing lessons from her time at ADP and HubSpot, Tara explains why vision beats velocity, why recognition is an underrated tool, and why forecasting is more about trust than it is about simple numbers. A candid, tactical conversation about getting the best from your teams.

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Chapters

00:00 – Introduction

01:00 – Tara's Career Journey

03:15 – ADP Sales Culture

06:20 – Shift Away from Structure

09:00 – Rebuilding Outbound Motion

11:00 – Recognition and Team Motivation

15:00 – Trust as Cultural Foundation

17:30 – Vision Beats Velocity

21:00 – Setting and Communicating Vision

25:30 – Company-Wide Recognition Rituals

32:00 – Execution Model for Hard Times

39:00 – Building Trust and Credibility

47:00 – Hiring for Trust and Self-Awareness

52:00 – Forecasting Through Trust

In this episode of the Revenue Leadership Podcast, host Kyle Norton sits down with Kyle Lacy, CMO of Jellyfish, to explore the complex relationship between sales and marketing and how to foster better alignment. They dive into the evolution of brand marketing as a key driver of growth, blending creative storytelling with measurable revenue impact. The conversation also touches on the new (old?) world of AI, with Lacy offering insights on leveraging technology while preserving the human touch that fuels authentic creativity.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

Calling all CEOs! Are you busy January 22-23? Join Pavilion at CEO Summit in vibrant New Orleans.

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In this episode, Kyle welcomes Martin Roth, the Chief Revenue Officer behind LevelSet's remarkable $500M exit, to explore a systematic approach to GTM infrastructure and talent development. In this episode, Martin shares his journey in scaling SMB transactional sales teams, offering deep insights into effective sales leadership and team management. The conversation navigates the unique challenges of SMB sales, providing a fresh perspective compared to enterprise models.

Martin underscores the significance of diverse demand generation strategies and the cultivation of sales talent through in-office collaboration and "micro-coaching." He also shares practical advice on maintaining a consistent tech stack and achieving precise forecasting

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

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In this week's episode of the Revenue Leadership Podcast, host Kyle Norton sits down with Scott Leese, a seasoned sales leader and multi-time founder, to unpack the intricate dynamics between VPs of Sales and Founders. Scott shares invaluable insights on aligning strategies, hiring the right talent, and fostering effective communication in high-stakes environments. The conversation delves into the critical importance of vetting opportunities thoroughly, both for VPs of Sales and founders, emphasizing the need for stage-appropriate hires and realistic goal-setting. Scott also offers practical advice on navigating challenging conversations and maintaining alignment throughout the leadership journey.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

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In this episode of the Revenue Leadership Podcast, host Kyle Norton is joined by Sahil Mansuri, CEO of Bravado, to navigate the evolving sales landscape. They highlight the resurgence in quota attainment, with 41% of sales reps and 47% of companies hitting their targets, and emphasize the need for leaders to transition from a survival mindset to one focused on growth. The discussion also covers the dynamics of remote versus in-person sales teams, with Sahil presenting Bravado's data showing no direct link between a team's location and their quota success. 

Additionally, they explore the changing skill sets required for modern sales roles, the pivotal role of enablement and RevOps in enhancing productivity, and innovative strategies for fostering memorable experiences that sustain team motivation and culture.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

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In this episode of the Revenue Leadership Podcast, host Kyle Norton engages with Eric Gilpin, CRO of G2, to explore the intricacies of strategic planning in revenue leadership. Eric delves into the transition from sales leader to revenue executive, emphasizing the importance of aligning organizational goals with a clear mission. The discussion highlights G2's strategic approach to refining their Ideal Customer Profile, focusing on how to prioritize resources effectively. Eric also shares insights on the annual planning process, underscoring the need for adaptability and contingency strategies to navigate market changes.

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In this week's episode, Mark Bergen, former VP of Revenue at Shopify, shares the pivotal moments that shaped his career—from an unexpected start in sales to leading growth at companies like Vision Critical and Shopify. He breaks down the challenges of working within product-driven organizations, offering practical advice on aligning sales strategies with a company's long-term mission. Mark also provides a detailed look at how to build high-impact partnership programs, emphasizing the importance of strategic alignment and creating win-win relationships.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

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In this episode of the Revenue Leadership Podcast, host Kyle Norton sits down with Mark Kosoglow, co-founder & CEO of Operator.ai, to unpack the art of building a repeatable sales motion. Mark takes us through his journey—from selling shoes in a mall to leading high-performing sales teams at Outreach and Catalyst. Along the way, he highlights the critical role of process, measurement, and building the right team. The conversation dives into the challenges of creating consistent sales strategies, why proper instrumentation matters, and how enablement can accelerate onboarding for new hires.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

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In this episode, Kyle sits down with Sam Blond—a sales powerhouse whose career path spans from SDR at EchoSign to leadership roles at Zenefits and Brex. Join the conversation as Sam shares his hard-earned insights on leadership, the value of promoting from within, and the essential qualities of standout sales leaders. From the importance of talent density and a positive attitude to the power of a strong work ethic, Sam delivers actionable advice on hiring and promoting effective leaders.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

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In this episode of the Revenue Leadership Podcast by Topline, host Kyle Norton sits down with Stevie Case, CRO at Vanta, to unpack the complexities of scaling revenue organizations. Stevie shares her journey from Twilio to Vanta, reflecting on the challenges and strategies behind building high-performing revenue teams. They discuss the value of a strong operating rhythm, the critical role of data in decision-making, and the impact of nurturing a competitive yet supportive team culture.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

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In this episode of the Revenue Leadership Podcast, host Kyle dives into the complexities of hiring top-tier sales talent with Asad Zaman, CEO of Sales Talent Agency and co-host of Topline. Together, they explore the unique challenges of recruiting in the tech industry, where demand for skilled salespeople often outpaces supply.

Asad shares why a structured hiring process is crucial—from a well-thought-out launch phase to a detailed scorecard for assessing candidates. The conversation also covers the importance of qualities like emotional intelligence, strategic empathy, and focused curiosity in sales roles, and how a professional hiring approach can attract top talent and strengthen an employer's brand.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

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Head of GTM Engineering Everett Berry returns to join Kyle Norton (CRO at Owner.com) for a rapid-fire Q&A on how Clay structures its ops, automates everything from QBR decks to redlines, and experiments with the next wave of AI-native sales tools.

Thanks for tuning in! Catch new episodes every Wednesday. 

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00:00 — AI Q&A Format: Everett Berry returns to talk AI and GTM

01:02 — Inside Clay's GTM Engineering Team: structure, size, and stack

06:08 — Reporting Lines: How GTM engineering fits under Clay's leadership

06:26 — Matrix Org Design: RevOps, Finance, and cross-functional ops

09:05 — Balancing Self-Serve vs. Sales-Led Growth

10:54 — When to Add a CRO-type role

13:12 — Clay's Favorite AI Tools: Dust, Crosby, Granola, and Gong

15:39 — How Legal Ops Got Automated with Crosby

18:44 — Top Internal Clay Use Cases: content creation and sequencing

19:41 — Clay's Sequencer and the Future of Sales Engagement

20:27 — The "Pane of Glass" Future for Reps

24:33 — Custom-Built Sales Stacks and Telephony Gaps

26:30 — The Rise of Text- and DM-Based Selling

28:49 — New Frontiers: WhatsApp, iMessage, and automation in DMs

32:02 — Does AI Replace Sales Reps? Not so fast.

33:47 — Creative, Expert-Level Selling in the AI Era

40:47 — Education, Creativity, and the Future of Work

42:51 — How to Convince Your CEO to Invest in AI

45:48 — When to Hire a GTM Engineer (and why the "Golden List" matters)

48:21 — Closing Thoughts: It's a great time to build in GTM

In this episode of The Revenue Leadership Podcast, Mark Niemek, Chief Revenue Officer at Salesloft, opens up about his journey from Salesforce to Salesloft. He talks about the company's shift from being product-driven to a platform-focused organization and shares his thoughts on the critical role of operational discipline, transforming talent, and preserving company culture during times of change. Mark also highlights the power of a unified sales strategy, stressing how a consistent framework can boost forecasting accuracy and improve deal management.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

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In this episode, Kyle sits down with Mark Roberge, Co-founder of Stage 2 Capital and former CRO of HubSpot, for a deep dive into the evolving role of AI in shaping technology strategy. Mark reflects on his journey from operator to investor, sharing hard-earned lessons and offering a candid perspective on leadership — including why great leaders don't need to be the best at everything. 

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

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On this episode of the Revenue Leadership podcast, host Kyle Norton chats with Dini Mehta, former CRO of Lattice, to uncover the art of scaling through a multi-product strategy. Dini shares her journey of transforming Lattice from a single-product company into a thriving multi-product powerhouse. Together, they explore the nuances of launching new products, structuring teams for success, and driving engagement with thoughtful incentives and enablement. This episode is packed with insights for revenue leaders looking to tackle growth through innovation.

Dive deeper into Dini's insights on revenue leadership and team building on her LinkedIn and Twitter pages.

If you like what you heard today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

Secure your ticket to GTM2024 in Austin, TX (October 14 - 16), and don't forget to use the code KYLE for 15% of your ticket.

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Pavilion is thrilled to introduce The Revenue Leadership Podcast with Kyle Norton, now part of the Topline media network. In the second episode, Kyle sits down with Kevin "KD" Dorsey, CRO of finally.

KD opens his mind to us, sharing insights from his extensive experience building successful startup sales teams. He highlights the critical role of developing comprehensive playbooks, focusing on five key pillars: people, prospects, problem, process, and product. Kevin also offers practical advice for sales leaders on tackling high-impact challenges and nurturing a culture centered on continuous learning and growth.

You can get all of these concepts and more via Sales Leadership Accelerator and on KD's LinkedIn page.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.

Join 800+ B2B executives in Austin for GTM2024. Use the code TOPLINE for 15% of your ticket.

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