Grit, Resiliency, and Scaling from $50M to $100M with Kyle Natichioni
The Goats Of Growth
In this episode of The Goats of Growth, Kyle Natichioni, VP of Sales at Reveleer, pulls back the curtain on how his team helped scale the company from $50M to over $100M in ARR — all within the high-stakes world of healthcare tech. Kyle dives into what it really takes to build a high-performing sales org, from mastering recruiting and revenue operations to creating a sales culture that attracts and retains top talent. He also opens up about the power of grit, lessons from hard coaching, and what drives his leadership style. What you’ll learn: 🔹 Scaling to $100M+ ARR –...
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The Greatest of Anonymous Talent, (GOAT)--Candidate 10
The Goats Of Growth
In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 10, a seasoned sales leader with extensive experience in tech startups, particularly in AI and pharma. We talked about her journey from being an early employee at startups to leading high-performing sales teams. Candidate 10 emphasized the value of foundational sales skills, understanding individual motivations, and crafting effective compensation plans. She also shared her unique ability to read people, her aspirations for future leadership roles, and her perspective on what truly defines a successful...
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The Greatest of Anonymous Talent, (GOAT)--Candidate 8
The Goats Of Growth
In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 8, a sales professional with a unique background in ministry. We discussed his transition from being a pastor to building a career in technology and cybersecurity, and the vital role that empathy and relationship-building play in sales. Candidate 8 shared powerful insights on personal growth through adversity, the value of in-person communication, and his aspirations for future leadership roles. We also touched on work ethic, life lessons, and the journey of redefining oneself in a new career...
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The Greatest of Anonymous Talent, (GOAT)--Candidate 7
The Goats Of Growth
In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 7, who shares his unique career journey from military service to cybersecurity sales. We discuss the importance of channel sales, valuable career advice, and how he balances work with family life. Candidate 7 reflects on facing setbacks, seeking new opportunities, and the impact of recommendations in the job market. He outlines his ideal job description and expresses openness to roles beyond cybersecurity, highlighting the importance of SaaS. Chapters 00:00 Introduction to the Goats of Growth...
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The Greatest of Anonymous Talent, (GOAT)--Candidate 6
The Goats Of Growth
In this episode of the Goats of Growth podcast, I have Candidate 6, a seasoned sales leader with over two decades of experience across major enterprises and high-growth startups. Candidate 6 shares insights into what it truly means to “win” in sales, the critical importance of hiring the right people, and how strong leadership shapes team performance. He dives into the role of preparation, strategic alignment, and the powerful lessons learned from top leaders throughout his career. Chapters 00:00 Introduction to Candidate 6 01:00 A Journey Through Sales Leadership 02:11...
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The Greatest of Anonymous Talent, (GOAT)--Candidate 5
The Goats Of Growth
In this episode of the Goats of Growth podcast, I have Candidate 5, a seasoned sales leader with over a decade of experience. The conversation explores Candidate 5’s journey from door-to-door sales to leading a SaaS sales team, highlighting his leadership philosophy, time management techniques, and the unique challenges of working in a startup environment. He emphasizes the importance of mentorship, resilience in the face of setbacks, and drawing motivation from family. The episode also dives into building a growth-oriented team culture and the value of continuous learning in the...
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The Greatest of Anonymous Talent, (GOAT)--Candidate 4
The Goats Of Growth
In this episode of the Goats of Growth podcast, I interview an experienced sales rep with a unique entrepreneurial background. He shares his journey from founding a startup to working in cybersecurity sales, emphasizing the importance of adaptability, time management, and networking in achieving success. He discusses his strategies for maintaining consistency in sales and the significance of company culture and career growth in his next role. Takeaways Founded a startup that created a running glove with a built-in taser. He has extensive experience in cybersecurity and cloud sales....
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The Greatest of Anonymous Talent, (GOAT)--Candidate 3
The Goats Of Growth
In this episode of the Goats of Growth, candidate 3 shares his unique journey from a technical background in computer science to a successful sales career. He discusses the challenges of transitioning from a sales engineer to a full sales role, the importance of mentorship, and how he adapts to the ever-changing landscape of sales, particularly with the rise of technology and AI. He emphasizes the significance of daily habits, continuous improvement, and the need to believe in the products one sells. Finally, he also reflects on his motivations for pursuing a career in sales and offers...
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The Greatest of Anonymous Talent, (GOAT)--Candidate 2
The Goats Of Growth
In this brand new season of the Goats of Growth, we continue our spotlight on rising talent with 'Candidate 2'. Candidate 2 is a fast-rising sales professional who’s gamified the sales process to stay motivated and find joy in the day-to-day. We dive into his journey from BDR to mid-market AE, how he leverages AI to streamline prospecting, and the role curiosity and organization play in his success. Candidate 2 opens up about the importance of culture, competitive compensation, and staying level-headed under pressure. We also explore how his brother shaped his sales mindset, why refining...
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The Greatest of Anonymous Talent (GOAT)--Candidate 1
The Goats Of Growth
In this brand new season of the Goats of Growth, we have our very first 'Candidate'. Candidate 1 is a driven sales professional with a proven track record in high-pressure environments. We disucss the importance of standing out in a crowded job market, how perception shapes success, and why daily prospecting is the backbone of long-term achievement. Candidate 1 shares how AI tools have elevated their productivity, the power of asking the right discovery questions, and how aligning career goals with personal growth fuels motivation. We reflect on the role of failure, the value of in-office...
info_outlineOn today's episode I sit down with Jamie Walker, CMO of KeyFactor, to explore the strategic marketing initiatives that fueled the company’s growth from $15 million to $100 million in ARR.
Jamie shares her insights on the importance of predictable marketing strategies and how balancing short-term wins with long-term goals can drive success. She also dives into the significance of cross-functional collaboration and building a high-performing marketing team that adapts to the evolving needs of the business. Tune in to hear Jamie's perspective on:
KeyFactor's Growth: How the company leveraged a strong product-market fit to scale rapidly.
Marketing Predictability: The role of SEO and forecasting in generating a predictable pipeline.
Cultural Integration in M&A: How to navigate and blend different company cultures during mergers and acquisitions.
Data-Driven Decisions: How data guides product focus and growth strategy.
Investing in People: Why employee satisfaction and strategic planning are key for future success.
Join us for this episode filled with valuable lessons on scaling, leadership, and marketing strategy from one of the industry's top CMOs!
Chapters
00:00 Introduction to KeyFactor and Jamie Walker
03:02 Strategic Priorities for Growth
05:47 The Importance of Predictability in Marketing
08:53 Long-Term vs Short-Term Wins
11:49 Cross-Functional Collaboration and Trust
15:09 Building a High-Performing Marketing Team
30:33 Radical Candor and Accountability in Growth
32:49 Blending Cultures: Education and Training
34:41 Reshaping Company Values and Messaging
38:35 The Long-Term Impact of Culture on Growth
42:44 Strategic Planning for Future Growth
46:20 Motivation and Goal Setting
48:43 Learning from Success and Failure
51:34 Balancing Work and Family Life
55:23 Trust as a Key Quality in Leadership