The Revenue Leadership Podcast with Kyle Norton – Details, episodes & analysis

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The Revenue Leadership Podcast with Kyle Norton

Pavilion

Technology

Business

Frequency: 1 episode/7d. Total Eps: 39

The Revenue Leadership Podcast with Kyle Norton is a new show from Pavilion that dives deep into how to succeed as a revenue leader. Kyle Norton, CRO of Owner.com, will host real revenue operators and share framework and tactics you can apply today. No fluff, no sales pitches, and no platitudes.

This podcast is built for Founders, CRO’s, Directors and VP’s of Sales (and people who aspire for those roles) who want to level up their craft and grow revenue faster.

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https://www.joinpavilion.com/topline-newsletter
39 shares
https://www.joinpavilion.com/topline-podcast
38 shares

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RSS feed quality

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Score global : 68%

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E37: Jason Wolf on Uncovering Hidden Growth Opportunities in Go-To-Market

Season 1 · Episode 39

Wednesday, June 18, 2025 • Duration 01:23:30

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

Read moreCollapse

E36: Why Product Thinking Beats Process Obsession in GTM with Sangeeta Chakraborty

Season 1 · Episode 38

Wednesday, June 11, 2025 • Duration 01:19:09

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.

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!

E35: Building a Multi-Product Platform with Seismic’s CRO, Hayden Stafford

Season 1 · Episode 37

Wednesday, June 4, 2025 • Duration 01:20:58

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.

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!

E34: Why Enablement Is the Most Overlooked Growth Lever with Luke Arno, CRO of Transcend

Season 1 · Episode 36

Wednesday, May 28, 2025 • Duration 01:17:29

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.

Join the revenue leaders redefining growth at Pavilion's CRO Summit 2025, which will be held on June 3rd at the Denver Art Museum. Register today.

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!

E33: What It Takes to Be a Revenue Leader in the AI Era with Mike Donohue, CRO of 11x

Season 1 · Episode 35

Wednesday, May 21, 2025 • Duration 01:17:12

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.

StackOptimise AI Course here

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!

E32: Layering SLG Without Breaking the Product with John Eitel

Season 1 · Episode 35

Thursday, May 8, 2025 • Duration 01:29:55

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.

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!

E31: The Rise of the 10X SDR with Florin Tatulea of Common Room

Season 1 · Episode 33

Wednesday, April 30, 2025 • Duration 01:24:06

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.

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!

E30: Building AI-Powered Sales Teams with Finally's CRO Kevin "KD" Dorsey

Season 1 · Episode 32

Wednesday, April 23, 2025 • Duration 01:18:50

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.

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

E29: Mastering Sales Commission Plans with QuotaPath's Ryan Milligan

Season 1 · Episode 31

Wednesday, April 16, 2025 • Duration 01:19:17

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.

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

E28: Interns to Enterprise: How Cresta’s CRO Built a Category Leader

Season 1 · Episode 30

Wednesday, April 9, 2025 • Duration 01:18:17

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.

Want more from Topline?

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.