The CRO Spotlight Podcast

Jaime Ruhl, CRO at Emergn, joins Warren Zenna to explore how a sales leader becomes a strategic revenue architect in a product‑centric consulting firm. She explains stepping into a broader remit that covers sales, go‑to‑market and marketing alignment across global teams. Jaime describes being a player‑coach who builds repeatable sales motion and champions measurable customer outcomes after deliver...

In this episode of CRO Spotlight, Warren Zenna speaks with Adam Crandall, CRO at Addtronics, about his journey from VP of Sales to Chief Revenue Officer in a private equity-backed environment. Adam shares how he developed a scalable go-to-market playbook for Addtronics, a platform acquiring robotics and automation companies focused on advancing human health and technology. Adam discusses the criti...

In this episode of CRO Spotlight, host Warren Zenna sits down with Lindsay Guzowski, CEO at The Crucible, to explore the power of targeted competency assessments for chief revenue officers. They trace the origins of a bespoke CRO test built for private equity–backed companies, showing how tailored assessments can pinpoint the strengths and gaps that drive high-impact revenue leadership. Many off-t...

In this episode of CRO Spotlight, Warren Zenna sits down with Bobby Morrison, Chief Revenue Officer at Shopify, to explore how the CRO role has evolved beyond traditional sales leadership. Bobby shares his approach to unifying marketing, sales, customer success, and support under a single revenue organization focused on the complete customer journey rather than siloed handoffs. Bobby reveals his p...

On this episode of CRO Spotlight, host Warren Zenna sits down with lighting-rod revenue leader Jessica Robertson, Chief Revenue Officer at Orbb. After first connecting at a lively CRO roundtable, they unpack a conversation that could have lasted hours—touching on business philosophy, sales innovation, and the evolving role of relationships in growth. Tune in to discover why Jessica’s intelligence...

In this episode of CRO Spotlight, host Warren Zenna welcomes Emma Clayton, C-Suite Strategic & Commercial Leadership Consultant at Be Brilliant Consultancy. With 27 years in marketing, Emma reveals the origin of her provocative LinkedIn musing on B2B marketing’s fragmentation and leadership vacuum. She shares why she left a prominent community, how her spontaneous critique went viral, and its...

In this episode of CRO Spotlight, Warren Zenna sits down with Joe Gravino, Principal at Falcon Partners. They explore how private equity–backed firms identify and deploy revenue leaders. Joe explains Falcon’s boutique search approach focusing on aligning go-to-market teams with strategic objectives. Together, they pinpoint key markers of organizational readiness for a Chief Revenue Officer. They d...

Hiring the right Chief Revenue Officer can make or break a company's growth trajectory. In this episode, Warren Zenna and Wayne Starritt unpack the systemic issues behind CRO hiring failures—and why fixing the hiring process itself is critical to long-term success. They reveal how many companies unknowingly sabotage CROs before day one. Wayne shares lessons from working with PE-backed SaaS firms,...

In this episode of CRO Spotlight, host Warren Zenna welcomes John E. Lepto IV for a deep dive into current revenue leadership challenges. Their insightful conversation unpacks the evolving CRO role amid aggressive market dynamics and PE pressures, revealing actionable strategies to balance growth ambitions with operational discipline. John E. Lepto IV shares extensive experience navigating complex...

On this engaging episode of CRO Spotlight, host Warren Zenna sits down with Guy Rubin, Founder and CEO at Ebsta, to dissect the evolving CRO role. They explore the challenges companies face when hiring for growth—from misaligned expectations to premature role adoption. Their conversation sparks innovative ideas on how to recalibrate commercial strategies for lasting success. Guy delves deep into t...

Warren Zenna welcomes Elio Narciso on CRO Spotlight as they dive deep into the challenges of data overload in today’s sales environments. They explore how manual tasks and disjointed CRM systems drag down productivity while innovative integrations and AI-driven agents set the stage for a transformative approach that empowers CROs and their teams to focus on high-impact activities. The conversation...

In this episode of the CRO Spotlight podcast host Warren Zenna connects with Janis Zech, Co-Founder and CEO at Weflow. They explore the rising significance of the Chief Revenue Officer role amid evolving market challenges. The discussion sets the stage by addressing operational inefficiencies and the need for precise revenue intelligence in today’s competitive environment. The conversation dives d...

In this episode of CRO Spotlight, host Warren Zenna welcomes Rich Sutton, Co-Founder at DM&RS Advisory, for a deep dive into the evolving CRO role. Rich shares his unconventional journey from rock and roll DJ to strategic revenue leader, setting the stage for a conversation that challenges traditional sales-focused perspectives in today’s dynamic market. Rich explains how the fractional CRO ro...

In this episode of CRO Spotlight, host Warren Zenna welcomes Alex Asianov and Jonathan Blessing of DOOR3 for a deep dive into their company’s 22-year journey through the ever-changing world of technology services. Alex shares how his early passion for programming led to the founding of DOOR3 and how that foundation evolved into a product-focused mindset serving real business outcomes. Jonathan joi...

In this engaging episode of CRO Spotlight, host Warren Zenna sits down with seasoned executive Steve Kost to explore the intricate world of revenue leadership. Their conversation delves into the often-overlooked intangibles that drive success, drawing on experiences from Fortune 500 giants to nimble startups. The discussion sets a thoughtful tone for tackling today’s complex business challenges. W...

In this episode of CRO Spotlight, host Warren Zenna welcomes Justin Shriber, CEO of BoostUp.ai, for a deep dive into the evolution of sales technology and enterprise revenue strategies. Justin recounts his journey from early days at Siebel to his leadership roles at Oracle and BoostUp.ai, sharing insights on how traditional models are being reimagined for today’s dynamic market. Justin explains ho...

In this episode, Warren Zenna dives deep into the often-overlooked challenges of leadership, particularly for Chief Revenue Officers (CROs). He explores the immense complexity of the role, which requires managing relationships with CEOs, cross-functional teams, boards, and other stakeholders—all while making critical decisions that impact the organization. Warren emphasizes the importance of leade...

In this episode of the CRO Spotlight Podcast, host Warren Zenna is joined by LinkedIn expert Brynne Tillman to explore how AI and LinkedIn Sales Navigator are revolutionizing the sales process. Brynne shares insights into using these tools to foster trust-based conversations, create tailored outreach, and enhance relationship-building strategies for CROs and revenue-driven professionals. Together,...

In this episode of CRO Spotlight, host Warren Zenna engages with Eric Steele, Chief Revenue Officer, and Larry Earl, Chief Financial Officer at SIB, to explore the intricate relationship between revenue operations and financial management. The discussion highlights how both roles can collaborate effectively to drive growth while maintaining financial health. Eric emphasizes the shift towards "valu...

In this episode of CRO Spotlight , host Warren Zenna interviews Chelsea Olsen, founder of CLOHZ, who specializes in helping businesses enhance their sales pipelines through effective LinkedIn strategies. Chelsea shares her entrepreneurial journey, detailing how she transitioned from corporate roles to establishing her consulting business focused on sales and lead generation. The conversation empha...

In this insightful episode of the CRO Spotlight Podcast, host Warren Zenna welcomes Dayna Williams, the Chief Experience Officer at The Myers-Briggs Company and author of The Diligence Fix. Warren and Dayna dive deep into the challenges of the modern CRO role, exploring how the relentless pursuit of top-line revenue often undermines long-term success. Dayna shares her unique approach to navigating...

In this insightful episode of the CRO Spotlight Podcast, host Warren Zenna engages in a candid conversation with Kristen Habacht, the Chief Revenue Officer at Typeform. Kristen shares her unconventional journey into the CRO role, starting from an office manager position to leading revenue teams in top tech companies. She discusses the evolving nature of the CRO position, highlighting how her path...

In this insightful episode of the CRO Spotlight Podcast, host Warren Zenna sits down with James Roth, Chief Revenue Officer of ZoomInfo, to explore the critical elements that shape a successful CRO career. James delves into the importance of "knowledge stickiness," explaining how the ability to absorb and retain valuable insights from various roles and experiences is more important than simply hav...

In this thought-provoking episode of the CRO Spotlight Podcast, host Warren Zenna sits down with Jonathan Spier, CEO of Rev AI, to challenge the conventional wisdom surrounding the Chief Revenue Officer (CRO) title. Sparked by a viral LinkedIn post from Jonathan, this conversation dives deep into why he believes the CRO title is not just flawed but potentially detrimental to businesses. Jonathan a...

In this episode of the CRO Spotlight podcast, we sit down with Alexa Curtis, a dynamic entrepreneur who navigated the path from a teenage blogger to a media powerhouse. Alexa shares her journey of breaking into the industry with her fearless attitude, from pitching TV segments at a young age to landing a deal with Disney. She recounts her innovative approach to content creation, emphasizing the im...