The Revenue Leadership Podcast with Kyle Norton
Episodes
E65: Inside Our AI Sales Stack - Kyle Norton | CRO @ Owner.com
25 Mar 2026
Contributed by Lukas
Kyle Norton, CRO at Owner.com, is interviewed by Everett Berry to break down exactly how to scale pipeline generation using applied AI and GTM enginee...
E64: My Team Drives 4x Revenue Per AE vs Competitors | Aviv Canaani, CRO @ Datarails
04 Mar 2026
Contributed by Lukas
Aviv Canaani, CRO at DataRails, joins Kyle Norton to break down exactly how to build a highly predictable, inbound-led revenue machine. This episode d...
E63: A Product-Informed Approach for Go-To-Market (Usha Iyer: Chief Customer & Growth Officer @ Hivebright)
11 Feb 2026
Contributed by Lukas
Most revenue leaders see a missed number and immediately jump to a solution: more training, new SPIFFs, or pricing changes. Product leaders isolate va...
E62: CRO Life: from a $20B Exit, to a Hyper-Growth AI Org (Michelle Donnelly, CRO @ Crescendo)
04 Feb 2026
Contributed by Lukas
Crescendo went from zero to $100M ARR in under two years. And today's guest, CRO Michelle Donnelly, is leading the revenue team. In a market where eve...
E61: GTM Strategy: 5 Insights from 500 B2B SaaS Companies (Jeremey Donovan, EVP Sales + CS at Insight Partners)
28 Jan 2026
Contributed by Lukas
As EVP of Sales and CS at Insight Partners, Jeremey advises over 500 B2B SaaS companies. In this episode, he reveals why the top 10% of performers are...
E60: The Claude Code Era: Mastering Autonomous GTM Agents (Jordan Crawford, Founder @ Blueprint)
22 Jan 2026
Contributed by Lukas
Jordan Crawford (Founder @ Blueprint GTM) returns with a reality check for GTM leaders: The ChatGPT era is over. We're entering the season of Claude C...
E59: Usage-Based Comp, AI, and the End of the SDR (Tyler Will, VP of RevOps @ Intercom)
31 Dec 2025
Contributed by Lukas
Tyler Will (VP RevOps, Intercom) breaks down how Intercom overhauled its go-to-market engine after shifting to AI-first products. What we cover: - Why...
E58: Replacing Your Sales Team with AI Agents (Jason Lemkin, Founder & CEO @ SaaStr)
17 Dec 2025
Contributed by Lukas
Jason Lemkin (Founder & CEO @ SaaStr) returns to talk about replacing his sales team with 20+ AI agents. What you'll learn in this episode: - Why Jaso...
E57: The New Rules of Executive Recruiting in the AI Era (Asad Zaman, CEO @STA)
10 Dec 2025
Contributed by Lukas
Hiring a VP or CRO has never been tougher (or more important). Asad Zaman, CEO of Sales Talent Agency - and one of the most trusted voices in GTM recr...
E56: Becoming a CFO Whisperer & Revenue Architect (Allison Metcalfe, CRO @ Zenoti)
03 Dec 2025
Contributed by Lukas
Allison Metcalfe's path to CRO was built on systems thinking, multiplier leadership, and a journalist's instinct for "why." In this episode, Kyle an...
E55: GTM AI Advice from a Salesforce & Siebel Veteran (Peter Grant, CRO @ You.com)
26 Nov 2025
Contributed by Lukas
Peter Grant helped take Siebel from $39M to $2B in revenue and was employee #9 for Salesforce in Europe. He knows exactly what a platform shift looks ...
E54: $40M ARR with 50‑Person Team (in less than a year) - Bryan Adams, VP Sales at bolt.new
19 Nov 2025
Contributed by Lukas
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 Nor...
E53: Sales Capacity Planning That Doesn't Suck (Jenny Dingus, SVP Global Sales @ Clio)
12 Nov 2025
Contributed by Lukas
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'...
E52: Winning in Crowded Markets - The CRO Playbook (Jonathan Leaf, CRO @ BambooHR)
05 Nov 2025
Contributed by Lukas
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 a...
E51: How Lightspeed Commerce Built a $1B+ Sales Engine - JD Saint-Martin, President @ Lightspeed Commerce
30 Oct 2025
Contributed by Lukas
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-...
E50: The Secret to High-Trust, High-Performance GTM Teams - CRO @ Houzz, Tara DiCristo-Schmitt
23 Oct 2025
Contributed by Lukas
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. ...
E49: All about AI and GTM at Clay - Round Two with Everett Berry
15 Oct 2025
Contributed by Lukas
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 ev...
E48: Work Sprawl and the Future of Marketing with Global VP Marketing @ ClickUp, Kyle Coleman
08 Oct 2025
Contributed by Lukas
In this episode, Kyle Coleman (Global VP Marketing @ ClickUp) joins Kyle Norton (CRO @ Owner.com) to unpack the evolving marketing landscape. The do...
E47: Kyle Norton's Bets for GTM Domination (While Building a Generational Tech Company) - CRO @ Owner.com
24 Sep 2025
Contributed by Lukas
In this episode, Kyle Norton, CRO of Owner.com, is interviewed by Sophie Buonassisi from the GTMnow Podcast. He shares the decisions and frameworks th...
E46: The RevOps Mind Behind Owner.com's Billion-Dollar Valuation: Steve Dinner
10 Sep 2025
Contributed by Lukas
In this episode, host Kyle Norton (CRO at Owner.com) sits down with his longtime colleague Steve Dinner, VP of RevOps at Owner.com. Together, they unp...
E45: The inside scoop on GTM engineering with Clay's Everett Berry
03 Sep 2025
Contributed by Lukas
Clay's Everett Berry breaks down how elite revenue teams are actually winning with AI today. We cover the GTM Engineer model Clay runs in-house, why p...
E44: Psychologist Dr. Michael Gervais on Mastering the Mental Game of Leadership
27 Aug 2025
Contributed by Lukas
Dr. Michael Gervais, renowned high performance psychologist behind the Seattle Seahawks' Super Bowl win and mental coach to Olympic athletes and NASA ...
E43: Geraldine MacCarthy, CRO of Oyster HR, Demystifies Distributed Sales Teams
13 Aug 2025
Contributed by Lukas
Remote sales leadership is anything but one-size-fits-all. Geraldine MacCarthy, CRO at Oyster and former CRO at Personio, unpacks the complexities of ...
E42: Cutting the Fat and Building Sales Machines That Scale with Tom Hanrahan
07 Aug 2025
Contributed by Lukas
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 Hea...
E41: Jessica Chiew of Canva on Building AI-Native GTM Org
01 Aug 2025
Contributed by Lukas
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 Opera...
E40: Partnership Lessons from COELEVATE with Author Richard Ezekiel
23 Jul 2025
Contributed by Lukas
Richard Ezekiel has created partnerships with Fortune 500 companies and helped scale market-defining startups in Silicon Valley. He joins Kyle to shar...
E39: CRO James Roth on Resilience, Reinvention, and AI at ZoomInfo
09 Jul 2025
Contributed by Lukas
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 Ja...
E38: How Adam Alfano Is Leading Salesforce Into Its AI Era
27 Jun 2025
Contributed by Lukas
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...
E37: Jason Wolf on Uncovering Hidden Growth Opportunities in Go-To-Market
18 Jun 2025
Contributed by Lukas
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 b...
E36: Why Product Thinking Beats Process Obsession in GTM with Sangeeta Chakraborty
11 Jun 2025
Contributed by Lukas
Most GTM teams operate in straight lines. Sangeeta Chakraborty believes they should function more like product organizations, with constant iteration,...
E35: Building a Multi-Product Platform with Seismic's CRO, Hayden Stafford
04 Jun 2025
Contributed by Lukas
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 ...
E34: Why Enablement Is the Most Overlooked Growth Lever with Luke Arno, CRO of Transcend
28 May 2025
Contributed by Lukas
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 Norto...
E33: What It Takes to Be a Revenue Leader in the AI Era with Mike Donohue, CRO of 11x
21 May 2025
Contributed by Lukas
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 ...
E32: Layering SLG Without Breaking the Product with John Eitel
08 May 2025
Contributed by Lukas
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 ...
E31: The Rise of the 10X SDR with Florin Tatulea of Common Room
30 Apr 2025
Contributed by Lukas
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 co...
E30: Building AI-Powered Sales Teams with Finally's CRO Kevin "KD" Dorsey
23 Apr 2025
Contributed by Lukas
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...
E29: Mastering Sales Commission Plans with QuotaPath's Ryan Milligan
16 Apr 2025
Contributed by Lukas
Kyle is joined by Ryan Milligan, VP of Sales, Marketing, and RevOps at QuotaPath, to discuss sales commission planning. They dive into the essentials ...
E28: Interns to Enterprise: How Cresta's CRO Built a Category Leader
09 Apr 2025
Contributed by Lukas
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 e...
E27: How Matt Braley Built a Multi-Million Dollar Alliance Ecosystem at InvoiceCloud
02 Apr 2025
Contributed by Lukas
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 acq...
E26: Signals That Separate Great Companies from Risky Bets with Neal Patel, CRO of Crunchbase
26 Mar 2025
Contributed by Lukas
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 ...
E25: Transitioning from Product-led to Sales-led Growth with Andrew Johnston of Superhuman
19 Mar 2025
Contributed by Lukas
How do you transition from product-led growth to sales-led growth without losing momentum? In this episode, Kyle Norton talks with Andrew Johnston, He...
E24: What PE-Backed CROs Do Differently with Vanessa Brangwyn, CRO of Motus
12 Mar 2025
Contributed by Lukas
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 th...
E23: A Guide to High Stakes Decisions with Ashley Grech, CRO of Xero
05 Mar 2025
Contributed by Lukas
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 i...
E22: Designing a GTM Strategy for Multi-Product Companies with Jeff Perry, CRO of Carta
26 Feb 2025
Contributed by Lukas
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 Leaders...
E21: From Building Startups to Betting on Them with Jason Gelman of Primary Ventures
19 Feb 2025
Contributed by Lukas
In this episode of the Revenue Leadership Podcast, host Kyle Norton sits down with Jason Gelman, Operating Partner at Primary Ventures and Co-Founder ...
E20: Building Data-Driven Sales Processes in the AI Era with Jordan Crawford
12 Feb 2025
Contributed by Lukas
In this episode of the Revenue Leadership Podcast, host Kyle Norton converses with Jordan Crawford, a GTM Data Scientist, to examine the transformativ...
E19: Architecting Systems for Hypergrowth with Nate Follen of Ramp
05 Feb 2025
Contributed by Lukas
In this episode of The Revenue Leadership Podcast, host Kyle Norton sits down with Nate Follen, head of business systems operations at Ramp, to explor...
E18: Confessions from a First-Time CRO with Catie Ivey of Walnut
29 Jan 2025
Contributed by Lukas
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-tim...
Kyle Norton of Owner.com on How Great CROs Drive Enterprise Value
26 Jan 2025
Contributed by Lukas
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...
E17: From $1M to $1B ARR: Ron Gabrisko's Databricks Story
22 Jan 2025
Contributed by Lukas
In this episode of the Revenue Leadership Podcast, host Kyle Norton chats with Ron Gabrisko, the Chief Revenue Officer of Databricks, to explore the j...
E16: JD Miller's CRO Playbook for PE-Backed Companies
15 Jan 2025
Contributed by Lukas
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 e...
E15: The Blueprint for Sales and Marketing Alignment with Kyle Lacy, CMO of Jellyfish
08 Jan 2025
Contributed by Lukas
In this episode of the Revenue Leadership Podcast, host Kyle Norton sits down with Kyle Lacy, CMO of Jellyfish, to explore the complex relationship be...
E14: A systematic approach to GTM infrastructure and talent with CRO, Martin Roth
01 Jan 2025
Contributed by Lukas
In this episode, Kyle welcomes Martin Roth, the Chief Revenue Officer behind LevelSet's remarkable $500M exit, to explore a systematic approach to GTM...
E13: Scott Leese on Bridging the Gap Between Founders and VPs
25 Dec 2024
Contributed by Lukas
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,...
E12: Bravado's CEO Sahil Mansuri on the Future of Sales Reps and Sales Leadership
18 Dec 2024
Contributed by Lukas
In this episode of the Revenue Leadership Podcast, host Kyle Norton is joined by Sahil Mansuri, CEO of Bravado, to navigate the evolving sales landsca...
E11: Mastering Strategic Planning with Eric Gilpin, CRO of G2
04 Dec 2024
Contributed by Lukas
In this episode of the Revenue Leadership Podcast, host Kyle Norton engages with Eric Gilpin, CRO of G2, to explore the intricacies of strategic plann...
E10: Mark Bergen on Aligning Sales Product Partners and Mission
27 Nov 2024
Contributed by Lukas
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 ...
E9: Building Repeatable Revenue Engines at Outreach and Catalyst with Mark Kosoglow
20 Nov 2024
Contributed by Lukas
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 o...
E8: Sam Blond's Blueprint for Building Exceptional Leaders & Teams
13 Nov 2024
Contributed by Lukas
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 B...
E7: Building a Learning and Revenue Machine with Stevie Case, CRO of Vanta
06 Nov 2024
Contributed by Lukas
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...
E6: Untold Strategies of High-Impact Sales Recruitment with Asad Zaman
30 Oct 2024
Contributed by Lukas
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...
E5: Mark Niemiec on Steering Business Transformation
23 Oct 2024
Contributed by Lukas
In this episode of The Revenue Leadership Podcast, Mark Niemek, Chief Revenue Officer at Salesloft, opens up about his journey from Salesforce to Sale...
E4: Mark Roberge on Redefining Sales Leadership in the AI Era
16 Oct 2024
Contributed by Lukas
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 ...
E3: Dini Mehta on Mastering Multi-Product Strategy & Building High-performance Teams
09 Oct 2024
Contributed by Lukas
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 throug...
E2: CRO Kevin "KD" Dorsey on creating, developing, and deploying playbooks
02 Oct 2024
Contributed by Lukas
Pavilion is thrilled to introduce The Revenue Leadership Podcast with Kyle Norton, now part of the Topline media network. In the second episode, Kyle ...
E1: SaaStr Founder Jason Lemkin on Why Revenue Leaders Must Run Towards Bad News
25 Sep 2024
Contributed by Lukas
Pavilion is thrilled to introduce The Revenue Leadership Podcast with Kyle Norton, now part of the Topline media network. In the debut episode, Kyle s...
Welcome to The Revenue Leadership Podcast with Kyle Norton, CRO of Owner.com
23 Sep 2024
Contributed by Lukas
The Revenue Leadership Podcast with Kyle Norton is a new show from Topline that dives deep into how to succeed as a revenue leader. Kyle Norton, CRO o...