The LeanScale Podcast with Anthony Enrico

Outcome-based pricing is the buzzword of the year. Walk into any RevOps conference and three speakers will tell you it's the future of B2B SaaS. Roee Hartuv, who has redesigned pricing inside companies on both sides of the Atlantic, says it's a trap for almost everyone trying to adopt it. Roee spent four years at Winning by Design — the firm that built the Bowtie model — leading the revenu...

Your board thinks the niche you picked is targeted. Gary Frazier thinks it's still millions of customers wide — and that's why your brand awareness is zero. Gary Frazier is former chair of the Department of Marketing at USC's Marshall School of Business, where he led the department twice across three decades. He's spent fifty years teaching, consulting with founders and Fortune 500 operators, and...

Most people spend their careers climbing toward the CEO seat. Alex Wakefield sat in it — and then chose to go back to being a Chief Revenue Officer. On purpose. He made that move to AcuityMD, the commercial platform for the med tech industry, when it had fewer than 20 customers and roughly $2M in ARR. Four years later, the company serves more than 500 customers, has scaled past $50M in ARR, and ju...

The market is racing to "bodify" the sales team — replace sellers with agents and call it the future of go-to-market. Michael Kiernan, CRO at Nextdoor, named his entire nine-month plan to reject that idea: Human Plus Agentic GTM. The plus is the whole point. Kiernan is an operator-first CRO running revenue for the neighborhood network connecting more than 110 million verified neighbors a...

**Real Estate's Top Agent Becomes a 4x CEO | Chris Heller (CRO, Place) on Mergers, Acquisitions, and Why Talent Is the Only Real Leverage**Chris Heller got his real estate license as a sophomore in college, sold 100+ homes a year for 26 consecutive years, and rose to CEO of Keller Williams Realty — where he doubled the size of the company between 2010 and 2017. Since then he's been Preside...

Jerry Brooner has built and exited four times. He stood up the strategic enterprise team at Dropbox and led it through its IPO. He was the founding CRO at ScoutRFP through its acquisition by Workday. He took Enable from Series A to unicorn as president of global field operations. And most recently he drove 4X ARR growth as CRO of AI-native procurement platform Levelpath. But the thing that makes J...

Your board thinks AI plus a couple of GTM engineers just replaced the RevOps team. Tessa Whittaker disagrees — and she has the resume to back it up. Nearly a decade at Salesforce. Senior Director of Strategy & Operations for Tableau’s Global Enterprise business. VP of Revenue Operations at ZoomInfo through the move up-market. Now founder of a brand-new senior-operator RevOps agency, already on...

Gabby Stoller, CRO at Big Happy, shares her journey from Walmart to building a creative-first ad tech platformDiscover insights on digital out of home, retail media, 3D advertising, and innovative go-to-market strategies. Chapters00:00 Gabby's Journey: From Walmart to Big Happy05:04 Creative First Strategy: The Heart of Big Happy14:14 Understanding Digital Out of Home Advertising20:26 Building...

**Walking Into Chaos and Executing | Andrew Geisse (CRO, Pallet) on Honest GTM Planning, POCs That Actually Convert, and Selling AI in Logistics**Andrew Geisse has spent his career walking into roles he wasn't technically qualified for. Ten years at Deloitte. Nearly seven at DocuSign building enterprise sales. Then leading North America sales at Reputation. Now he's CRO at [Pallet](https:/...

**Why the SaaS Playbook Breaks in Heavy Industries | Joshua Trott (CRO, Patch) on Selling When the Stakes Are 20-Year Infrastructure Decisions**Joshua Trott isn't a "sales guy" — which is a strange thing to hear from a Chief Revenue Officer. He came up through strategy consulting at Booz & Co. (now Strategy&/PwC), spent years in C-suite rooms designing operating models and go...

**20-Person Deals, Year-Long Cycles | Leigh Gross (CRO, Synctera) on Selling to the Blocker, Not the Champion**Leigh Gross runs one of the most complex enterprise sales motions you'll hear about. As CRO at [Synctera](https://www.synctera.com/), the banking-as-a-service platform behind embedded banking and card products for companies like Bolt, Zenoti, and BTG Pactual, his team coordinates deal...

**Enterprise AI Sales Is the Wild West | Scott Sinatra (CRO, Wisq) on MEDDPICC, Multi-Threading, and Why POCs Are the New Default**Scott Sinatra has been in enterprise software long enough to have helped *invent* part of the playbook everyone else now uses. He was on the team that developed MEDDPICC, one of the most widely used sales qualification methodologies in B2B SaaS. Now he's CRO at [Wi...

**AdSense for AI Is Here | Mike Choi (Co-founder, Koah) on Building the Monetization Layer for the LLM Era**Mike Choi has had one of the more unusual paths to founding an infrastructure company. Korean exchange student in Kansas. iPod jailbreaker. Apple, then Twitter under Elon. Now he's the co-founder of Koah (https://www.koahlabs.com/), the company everyone's calling "AdSense for AI...

**Sales Efficiency Just Collapsed 28% | Guy Rubin (MD Revenue Intelligence, Fullcast) on AI, Pipeline, and Why 50% of Sellers Are Missing 80% of Quota**Guy Rubin spent over a decade building Ebsta into one of the leading revenue intelligence platforms in B2B SaaS — analyzing hundreds of thousands of opportunities to figure out what actually drives deals. In 2025, Ebsta was acquired by Fullcast, wh...

**The 7-11% Revenue Lift Hiding in Your Territory Plan | Pete Shelton (CRO, Fullcast) on Becoming Your CRO's Secret Weapon in RevOps**Pete Shelton spent years on the CRO side of the table — depending on RevOps to keep planning cycles from descending into chaos. Then he became a customer of Fullcast's territory planning platform during his own high-stress planning seasons. Now he's the...

The Old Marketing Playbook Is Dead | Leysan Zigangirova (CMO, Async) on Rebranding, AI, and Big Tech to StartupLeysan Zigangirova spent 15 years building a marketing playbook — Microsoft, then CMO of Yandex Cloud (Russia's AWS) by 30, then leading marketing for Yandex's open source portfolio. When she joined Async (formerly Podcastle) as CMO, she threw most of it out. In this episode, Leys...

🚀 In this video, I break down exactly how we built a full AI operating system in just 90 days — without writing code. Most people use ChatGPT like a search engine:ask a question → copy the answer → close the tab. But we built something completely different:✅ A transcript warehouse that auto-organizes every call✅ A customer warehouse that enriches itself✅ A GTM playbook library agents can pull...

AI agents are everywhere right now — but most teams still don’t know how to actually use them inside real go-to-market workflows. In this video, I walk through live, real-world AI agent use cases across every GTM function:Sales reps handling tough calls and objectionsSales managers deciding if a rep is coachableMarketing teams turning prospect calls into messaging and decksCustomer Success navigat...

What happens when a CRO walks away from a $300M ARR rocket ship… to start over at a seed-stage startup? In this episode, Oliver Manojlovic (CRO at Dash0) breaks down why he left one of Europe’s biggest unicorns—and how he’s now building a company with a radically different go-to-market strategy: no contracts, no commitments, pure pay-as-you-go… even for enterprise deals. We dive deep into: • Why t...

AI is changing how buyers discover your company—and most businesses are completely unprepared. In this episode, we sit down with Mike Head, CRO of PartnerStack (the world’s largest B2B partner network), to break down one of the biggest shifts happening in go-to-market today:👉 Up to 85% of what AI recommends comes from third-party content—not your website. That means your SEO playbook is outdated…...

What do you do when your entire business model changes… every year? In this episode, we sit down with Alex Loktev, CRO at P2P.org, who helped scale the company from $500M to $10B in assets—while navigating five major GTM pivots in just four years. This isn’t theory. This is what it actually takes to survive (and win) in a market that never stops changing. We break down: • How to build a go-to-mark...

Remote vs. office isn’t the real problem… and most leaders are getting it wrong. In this episode, we sit down with Tom Witte, CRO at Upflex, to unpack one of the biggest challenges facing modern companies:👉 How do you create flexibility, connection, and performance—at the same time? After 15+ years in employee experience, Tom breaks down why the current conversation around remote work is too simp...

What does it really take to become a CRO?In this episode, we sit down with Brett Kelly, Chief Revenue Officer at Inovonix, whose career path breaks every traditional rule. From a classical guitar degree to finance during the Great Recession, to RevOps at a global enterprise—and eventually leading an entire revenue organization—Brett’s story is anything but typical. We dive into: • Why RevOps might...

In this episode, Josh Heller, Chief Revenue Officer at Coactive AI (Forbes AI 50), shares the unconventional path that took him from Goldman Sachs layoffs to leading revenue at a category-defining AI startup. But this conversation goes far beyond sales and startups. Josh opens up about the anxiety that comes with leadership, the surprising decision that transformed his mental clarity, and how that...

What happens when an undrafted NFL player learns how to reinvent himself again and again? In this episode, Ryan Kuehl shares the mindset that helped him survive 12 seasons in the NFL, transition into business leadership, and build one of Under Armour’s fastest-growing categories. Ryan’s story starts with a brutal reality: there are only 53 roster spots in the NFL. When he realized his position was...