Beyond Revenue – Narratives of Revenue Leaders [with Michael Jäger]

Using ChatGPT and Claude for one-off tasks? That's what almost everyone is doing. Bur building an organization that actually runs on agents? Not so many have mastered this one yet. Rayson Chia, RevOps Lead at Packmatic, joins Michael Jäger to look at what is needed to move a GTM org from scattered AI tool use to a coherent, agent-powered system built on a clean data foundation and real onboard...

The public sector looks too slow and too bureaucratic for most B2B sales teams. So how do you actually build a go-to-market motion that works there? Ellen Lina Schmitt, CRO at Ayunis, a GovTech company, and former builder of Personio's public sector, nonprofit, and education arm, joins Michael Jäger to break down how she scaled that arm from zero into a 35 person team that helped Personio reac...

Every AI company sounds the same right now. So how do you actually get noticed — and trusted — in a market where every vendor is running the same playbook? Maren Kaspers, VP Marketing at Octonomy and all-bound GTM leader owning both marketing and the SDR team, joins Michael Jäger to break down the ALL-BOUND model: how to fuse pipeline ownership under one roof, rebrand your way out of a noisy categ...

Cold outbound is annoying and inbound alone is slow. So how do you become the obvious choice before a prospect even starts looking? Tycho Luijten, CEO and co-founder of Dapper — a 70 person B2B marketing agency in Rotterdam and Lisbon behind a Wolf of Wall Street parody that reached millions of views — joins Michael Jäger to break down the NICHE FAMOUS FRAMEWORK: how a narrow ICP and personal Link...

Everyone knows brand matters. Almost nobody structures it like a system. So what does it actually take to make brand drive revenue instead of just sitting in a deck? Jillian Als, CMO at Leadfeeder (formerly Dealfront) and a nearly two-decade veteran of B2B SaaS marketing, joins Michael Jäger to break down how she rebuilt her company's brand from the ground up, and why she killed the two-brand...

Most reps lose deals in the last mile, after the champion is bought in and everyone assumes it's done. Ben Bauer, VP of Sales at WorkFlex, where he runs a 30-person sales org inside a 40-person revenue team, joins Michael Jäger to break down why deals slip late, and what actually protects them: testing engagement instead of assuming it, and trading discounts for value instead of giving them aw...

Marketing leadership is changing. The marketers creating the biggest impact today aren't only experts in brand, messaging, or campaigns...they're also the leaders who understand systems, data, technology, and how to connect business needs with technical execution. In this episode, Michael Jäger sits down with Claudio Toldi, Head of Global Marketing Platforms & Operations at Continental...

How does a CFO think differently when they become CEO? Rut Steinsen, CEO of SimplyBook.me, joins Michael Jäger to discuss how financial discipline, operational efficiency, and long-term strategic thinking influence leadership in a growing SaaS company. Having started her journey as CFO before stepping into the CEO role, Rut shares practical lessons on scaling teams, aligning departments, measuring...

You can have the best pipeline methodology in the market. If your culture is broken, it won't matter. Crevan O'Malley , VP Upmarket Sales and MD EMEA at HubSpot — leading 2,700+ people across mid-market, corporate, and channel — joins Michael Jäger to unpack what it takes to build a high-performing sales organisation when the market is harder, procurement cycles are longer, and the noise h...

Most CROs came up through sales. Nick Geurds came up through marketing and built revenue engines most sales leaders can't replicate. Nick Geurds, CRO at Datamaran and former CCO at Lepaya (7→40M ARR), joins Michael Jäger to unpack what happens when a marketer carries the number. The edge it creates. The blind spots it hides. And the costly ICP mistake that took over a year to recover from. In...

EMEA isn't one region. It's many, each at a different stage of technology adoption, investment maturity, and cultural business logic. Leading growth across all of them at once is one of the hardest leadership challenges in enterprise sales. Petra Jenner, GM and SVP EMEA at Splunk, joins Michael Jäger to share what it actually takes to scale a complex enterprise organisation across Europe,...

Most marketing teams bolt AI onto existing workflows and call it transformation. The teams actually moving fast have changed how they operate entirely. Johanna Fagerstedt, fractional CMO, board member, former CMO at Mentimeter, joins Michael Jäger to break down what AI-native marketing actually looks like in practice. With 16+ years scaling B2B SaaS internationally and a podcast dedicated to going...

Most B2B marketing is built to capture demand. But what if your buyers won't be ready for seven years? Audrey Digonnat, CMO at Asys and former Google product marketing leader, joins Michael Jäger to break down why brand preference isn't a vanity metric: it's tomorrow's pipeline. With experience scaling product marketing at fintech unicorn Agicap and launching Google Pixel in France...

Most CFOs are hired to control costs. The best ones quietly become the most important growth driver in the room. Robert Checchia, CFO at Benzinga — one of the most-read financial media and data businesses in the US — joins Michael Jäger to break down what modern CFO leadership actually looks like when it's pointed at growth. With a background spanning investment banking, private equity, and ha...

Entering a new market looks exciting from the outside. Inside, it's credibility gaps, unknown brands, and hiring battles where no one's heard of you yet. David von Hilchen, Director of Sales and Country Lead DACH at StackAdapt, joins Michael Jäger to share what it actually takes to build a regional organisation from scratch — for the sixth time. StackAdapt is one of the most advanced AI-dr...

Most CMOs are handed a marketing budget and told to generate leads. The best ones quietly rewire how the entire company goes to market. Maria Berghäll, CMO and GTM leader at Lundahl Transformers, Top 10 GTM Voices of the Nordics 2026, joins Michael Jäger to talk about what it actually takes to lead marketing inside a complex, industrial B2B company — where sales cycles stretch across years, trust...

You closed the deal. Now who owns the customer? Most revenue organisations are built to win new business. Far fewer are built to keep it and grow it. Mark Reich, CRO of Lawpilots, has spent the last two years rebuilding exactly that: a full revenue engine where sales and customer success aren't siloed functions but two sides of the same customer relationship. In this episode: ✌️ Win #1 — The h...

Sales and marketing say they're aligned. The data tells a different story. Ylva Eriksson, CMO at Winningtemp and B2B marketing leader with experience scaling across multiple markets, joins Michael Jäger to get practical about what sales and marketing alignment actually requires, beyond the manager relationship and the good intentions. In this episode: ✌️ Win #1 — Aligning the systems: how impl...

Most enterprise deals don't die because of the product. They die because of internal alignment debt, over-engineered selling teams, and a champion with no budget. Thomas Cser, Head of DACH Revenue & Growth at Stripe — and former enterprise leader at SAP, Salesforce, and ServiceNow — joins Michael Jäger to unpack what it actually takes to move complex, multi-stakeholder deals from interest to d...

AI is everywhere in revenue teams right now. But is it actually moving the needle or just automating the mess that was already there? Oisin Connell, sales leader with 15+ years of B2B tech experience across SaaS and enterprise, joins Michael Jäger to get specific about what AI in revenue teams actually looks like when it works and when it doesn't. In this episode: ✌️ Win #1 — The AI health sco...

Most partnership programmes sign agreements and call it a day. The ones that actually move revenue are built on activation, trust, and a ruthlessly structured network. George Alifragis is SVP and Head of Operating Network & Ecosystem at Metropolitan Partners Group, a Forbes Business Council member, and a 20-year revenue leader with a track record of building partnership ecosystems that drive c...

Most SaaS companies get pricing wrong: not because they charge the wrong number, but because they're asking the wrong question entirely. Roee Hartuv, Senior Pricing Advisor and Head of GTM Expertise at Willingness2Pay, joins Michael Jäger to make the case that pricing isn't a finance decision: it's a GTM decision. And how you charge matters far more than how much you charge. In this ep...

Cold outreach is broken. Inbound alone won't scale you upstream. So what actually works in B2B sales right now? Sara Storm, Sales Director EMEA at N.Rich, founder of Break the Box and GTM strategist with 20+ years in B2B SaaS joins Michael Jäger to break down the MIXBOUND motion: how to blend account-based marketing and account-based sales into a single, signal-led system that builds trust bef...

Many companies have bold growth strategies. Few manage to operationalize them. In this episode of Beyond Revenue – Narratives of Revenue Leaders , Michael Jäger sits down with Kim Aberfeld (CRO at Scalara) to explore how go-to-market strategies become scalable execution engines. Together, they unpack: ✔ How to translate top-down strategy into bottom-up ownership ✔ Why governance frameworks are ess...

Growth doesn’t fail because of ambition. It fails because of structure. In this episode, Michael Jäger speaks with commercial operations leader Nadja Ristig about what truly enables scalable B2B growth: operational excellence. With experience spanning enterprise, SaaS, IoT, and post-merger integrations, Nadja shares how commercial architecture determines whether sales organizations thrive or stall...