The Revenue Leadership Podcast with Kyle Norton

In this episode of the Revenue Leadership Podcast, host Kyle Norton sits down with Jason Gelman, Operating Partner at Primary Ventures and Co-Founder of Jump, to explore his transition from operator to VC and the lessons he's learned along the way. Jason shares insights from scaling Compass from $100M to $6B in revenue, why not every startup should raise venture funding, and how founders can navig...

In this episode of the Revenue Leadership Podcast, host Kyle Norton converses with Jordan Crawford, a GTM Data Scientist, to examine the transformative impact of AI in business. They delve into the DeepSeek AI model and its potential to revolutionize the industry while critiquing traditional sales models and emphasizing the importance of data-driven strategies. The discussion highlights how revenu...

In this episode of The Revenue Leadership Podcast, host Kyle Norton sits down with Nate Follen, head of business systems operations at Ramp, to explore the company's rapid growth and the strategies behind building scalable systems. They discuss Ramp's use of AI tools like Momentum to boost sales and operations, as well as their strategy for building versus buying software solutions. The conversati...

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-time CRO. Catie shares her experiences in navigating the challenges of establishing foundational processes in a startup environment, emphasizing the importance of aligning teams and refining customer profiles. The discussion also covers competitive stra...

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 Leadership Podcast. The group explores the evolving role of the CRO, highlighting the diverse characteristics of successful leaders in this position. The conversation also delves into the transformative impact of AI advancements, particularly the im...

In this episode of the Revenue Leadership Podcast, host Kyle Norton chats with Ron Gabrisko, the Chief Revenue Officer of Databricks, to explore the journey from startup to a multi-billion dollar powerhouse. Ron shares his insights on the pivotal strategies that fueled Databricks' growth, emphasizing the need for constant reinvention at every stage of development. The discussion covers the evoluti...

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 equity-backed software. JD shares his journey from pre-law to B2B tech sales and dives into the unique dynamics of PE, including fast-paced execution, the "rule of 40," and disciplined value creation. He also unveils his CRO Playbook, detailing strate...

In this episode of the Revenue Leadership Podcast, host Kyle Norton sits down with Kyle Lacy, CMO of Jellyfish, to explore the complex relationship between sales and marketing and how to foster better alignment. They dive into the evolution of brand marketing as a key driver of growth, blending creative storytelling with measurable revenue impact. The conversation also touches on the new (old?) wo...

In this episode, Kyle welcomes Martin Roth, the Chief Revenue Officer behind LevelSet's remarkable $500M exit, to explore a systematic approach to GTM infrastructure and talent development. In this episode, Martin shares his journey in scaling SMB transactional sales teams, offering deep insights into effective sales leadership and team management. The conversation navigates the unique challenges...

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, to unpack the intricate dynamics between VPs of Sales and Founders. Scott shares invaluable insights on aligning strategies, hiring the right talent, and fostering effective communication in high-stakes environments. The conversation delves into the...

In this episode of the Revenue Leadership Podcast, host Kyle Norton is joined by Sahil Mansuri, CEO of Bravado, to navigate the evolving sales landscape. They highlight the resurgence in quota attainment, with 41% of sales reps and 47% of companies hitting their targets, and emphasize the need for leaders to transition from a survival mindset to one focused on growth. The discussion also covers th...

In this episode of the Revenue Leadership Podcast, host Kyle Norton engages with Eric Gilpin, CRO of G2, to explore the intricacies of strategic planning in revenue leadership. Eric delves into the transition from sales leader to revenue executive, emphasizing the importance of aligning organizational goals with a clear mission. The discussion highlights G2's strategic approach to refining their I...

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 sales to leading growth at companies like Vision Critical and Shopify. He breaks down the challenges of working within product-driven organizations, offering practical advice on aligning sales strategies with a company's long-term mission. Mark also pr...

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 of building a repeatable sales motion. Mark takes us through his journey—from selling shoes in a mall to leading high-performing sales teams at Outreach and Catalyst. Along the way, he highlights the critical role of process, measurement, and building...

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 Brex. Join the conversation as Sam shares his hard-earned insights on leadership, the value of promoting from within, and the essential qualities of standout sales leaders. From the importance of talent density and a positive attitude to the power of a...

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 scaling revenue organizations. Stevie shares her journey from Twilio to Vanta, reflecting on the challenges and strategies behind building high-performing revenue teams. They discuss the value of a strong operating rhythm, the critical role of data...

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 Talent Agency and co-host of Topline. Together, they explore the unique challenges of recruiting in the tech industry, where demand for skilled salespeople often outpaces supply. Asad shares why a structured hiring process is crucial—from a well-tho...

In this episode of The Revenue Leadership Podcast, Mark Niemek, Chief Revenue Officer at Salesloft, opens up about his journey from Salesforce to Salesloft. He talks about the company's shift from being product-driven to a platform-focused organization and shares his thoughts on the critical role of operational discipline, transforming talent, and preserving company culture during times of change....

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 AI in shaping technology strategy. Mark reflects on his journey from operator to investor, sharing hard-earned lessons and offering a candid perspective on leadership — including why great leaders don't need to be the best at everything.  If you like...

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 through a multi-product strategy. Dini shares her journey of transforming Lattice from a single-product company into a thriving multi-product powerhouse. Together, they explore the nuances of launching new products, structuring teams for success, and drivi...

Pavilion is thrilled to introduce The Revenue Leadership Podcast with Kyle Norton, now part of the Topline media network. In the second episode, Kyle sits down with Kevin "KD" Dorsey, CRO of finally. KD opens his mind to us, sharing insights from his extensive experience building successful startup sales teams. He highlights the critical role of developing comprehensive playbooks, focusing on five...

Pavilion is thrilled to introduce The Revenue Leadership Podcast with Kyle Norton, now part of the Topline media network. In the debut episode, Kyle sits down with Jason Lemkin, Founder & CEO of SaaStr and VC. Jason and Kyle delve into the complexities of board dynamics and offer advice on how revenue leaders can build trust with their board, take direct feedback in stride, and embrace bad news. ...

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 of Owner.com, will host real revenue operators every Wednesday and share framework and tactics you can apply today. No fluff, no sales pitches, and no platitudes.  This podcast is built for Founders, CRO's, Directors and VP's of Sales (and people who...