The Pocus Unlocking Revenue Podcast

Victoria Loewenstern of ContentSquare explains why most SDR teams are built wrong—and how prioritization, multitouch outreach, AI, and cold calling actually drive pipeline.

Alison Silver of Brex explains why post-sales is the new GTM battleground—and how dedicated client sales teams drive retention, expansion, and long-term growth. About Alison Alison Silver is a SaaS sales leader with over a decade of experience helping fintech and enterprise teams grow revenue and strengthen go-to-market strategies. She has led teams through rapid expansion, guided new market entri...

Andy Varshneya of Redis explains how marketing ops becomes a strategic force—bridging execution, leadership, and cross-functional alignment to reduce friction and drive GTM results. About Andy Andy Varshneya is Chief of Staff and VP of Marketing Operations at Redis, where he helps scale GTM teams, align strategy with execution, and protect a culture of collaboration and clarity.

Patrick Lavergne of Coveo explains how signal-based prospecting and AI help sales teams prioritize the right accounts, reduce prep time, and improve pipeline quality.

Learn how to build a scalable pipeline engine without relying on a single channel, using events, ABM, and AI-powered BDR workflows. Flora Felisberto (SecurityScorecard) shares how enterprise marketing teams generate pipeline in cybersecurity and why there are no silver bullets. About Flora Flora Felisberto is a growth marketing leader with 15+ years of experience driving revenue across demand gene...

Megan Boone of Redis explains why modern marketing must act as the intelligence engine of GTM—and why AI, SDR alignment, and first-principles thinking matter more than playbooks or attribution.

Rob Giglio of Canva explains how AI and visual communication are changing the future of work — and what that means for modern go-to-market teams focused on personalization and relevance About Rob Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canva’s sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketi...

Learn how to scale B2B demand generation using ABX (Account-Based Everything), modern GTM frameworks, and people-led growth strategies. Ben Pollack (Rippling IT) breaks down ABX vs ABM, channels that actually work, and how growth teams build scalable demand without cold outbound.

Steven Rickli of Zip shares why Revenue Operations is one of the most strategic roles in GTM—and how strong RevOps teams accelerate growth instead of slowing it down. About Stephen Stephen currently leads RevOps at Zip, where he's responsible for building the strategic foundation to support aggressive growth goals. His unconventional journey from finance to RevOps gives him a unique lens on ho...

Learn how Superhuman built a scalable sales process, transitioned from PLG to sales-led growth, hired top AEs, and improved forecasting without relying on CRM theater. Caitlin Nelson shares practical lessons on hiring top AEs, sales methodology, and building a revenue engine that actually scales.

Enablement wasn’t built for today’s pace of change. In this episode, Melanie Fellay shares how AI is reshaping enablement, why traditional training models fall short, and what modern GTM teams need to stay ready in the moment. About Melanie Melanie Fellay, co-founder and CEO of Spekit, is a visionary leader and a passionate advocate for modernizing the workplace. As the author of a new book on Jus...

Eran discusses the challenges of Gong's of multi-product evolution (7:45), how creating categories requires step-by-step market education (11:30), and the two-speed AI adoption reality (21:50).

Ever wonder what happens behind the scenes when a company goes public? Looking for real insights on how to position yourself for career growth at high-growth companies? Danielle from Figma experienced their IPO journey firsthand and is sharing what it's really like—plus the career frameworks that got her there. Danielle navigated an unconventional path from operations to sales and back to senior o...

Need strategies for staying competitive when AI capabilities become commoditized across your market? Looking to learn from someone who's navigated the evolution of sales from cold calling to AI-powered prospecting? Ayub Mohammed from RingCentral shares his playbook for building differentiated sales strategies in an AI-first world. With over a decade in sales, Ayub has witnessed the transformation...

Bill Dwoinen, CRO of Mural, dives into his transition from enterprise giant to agile CRO, exploring the wins, surprises, and hard-learned lessons that every sales leader needs to hear. Bill has led revenue teams at some of the biggest names in tech, including Slack and Salesforce. Now, as CRO at Mural, he's applying those lessons to build scalable processes and high-performing teams in a completel...

Need direction on how to evolve RevOps from an order-taking function to a strategic growth partner? Looking to master the art of capacity modeling and avoid the costly mistakes of over-hiring or under-hiring? Avtar is a RevOps veteran who has built RevOps from scratch at four different companies. Currently at Benchling, he's transformed RevOps from a reporting function into a strategic partnership...

The era of "growth at all costs" is dead. Revenue leaders are scrambling to do more with less. Most are still running outdated playbooks designed for when capital was free. Peter Borkovich, VP of Revenue at Vidyard, shares his blueprint for running ultra-efficient revenue organizations that thrive in today's challenging environment. With over two decades at high-growth companies like Salesforce, I...

Tired of marketing teams that chase vanity metrics instead of moving the needle? Ready to challenge the "data-driven everything" orthodoxy that's paralyzing your team's execution? Stef Miller, Global Campaigns leader at Udemy, is sharing her contrarian playbook for building marketing teams that actually drive business growth. Stef brings a unique perspective from scaling marketing operations acros...

Think your prospecting playbook is still working? Think again. Frank Perkins from Datadog has witnessed prospecting change more in the last 3 years than in the previous 30 years combined. He's here to share his bold vision for the future of sales, where AI agents handle the early sales cycle and human-to-human interaction happens much later in the process. We're diving deep into Frank's framework...

Want to learn how to scale your sales career alongside a fast-growing company? Looking for real advice on navigating the path from SDR to AE to sales leadership? Mike Stevenson from DocuSign shares his playbook for building a successful sales career over nearly two decades, including how he's scaled himself through 11 years at one company. Mike has led teams across the full spectrum—from SMB to En...

Need guidance on how to consistently exceed sales targets and leverage AI in your sales workflow? Looking to learn from someone who has crushed targets and mastered modern sales techniques that actually work? Brian LaManna, Enterprise Account Executive at Gong, is passionate about sharing his hard-won sales insights with his fellow sellers, which is why he founded 'ClosedWon' a sales training comp...

Need direction on how a PLG motion and cold outbound prospecting can work in harmony? Looking for tips on how to avoid the “dev tool trap?” Marcus Holm, CRO of LaunchDarkly, is a dev tool veteran who helped transition LaunchDarkly to an outbound-oriented, value sales-centric GTM organization. Prior to joining LaunchDarkly, he built the sales org zero to one at Forter, led Global Account Sales at V...

Today's B2B marketers face a widening divide.  While AI and personalization tools evolve at breakneck speed, most teams still rely on outdated playbooks that fail to capitalize on these innovations.  The result? Missed opportunities, wasted budgets, and declining engagement across channels. Guy Yalif, Chief Evangelist at Webflow and former Co-founder of Intellimize unpacked the marketing trends ev...

Planning to revamp your RevTech stack in 2025?  Thinking about implementing AI tools for sales?  …Feeling lost?  Mollie Bodensteiner is the VP of Revenue Operations at Engine (the modern travel platform) and she's here to help.  Mollie’s built RevOps teams at Corteva, Syncari, and Deel before Engine. She's spent millions on GTM software and knows what actually works (and what’s not worth the $$$)...

Is your sales teams drowning in unqualified leads? What if you could transform every prospecting effort into a precision-driven revenue engine? In 2025, you can’t afford to keep running GTM like it's 2015. Most B2B sales teams are stuck in a cycle of inefficient pipe generation and unpredictable revenue growth. If you’re struggling to scale, time to take a hard look at your GTM playbooks. Kyle Nor...