The Revenue Leadership Podcast with Kyle Norton

What happens when a company completely replaces its SDR team with AI? In this episode, Kyle Norton sits down with Mike Donahue, CRO at 11X, to unpack how digital workers—AI agents named Alice and Julian—now generate over 90% of the company’s pipeline.

Mike shares how 11X is pioneering an AI-native go-to-market model, where full-cycle reps are supported by centralized agent orchestration, and where growth marketing owns what used to be outbound sales. You’ll hear how AI is reshapi /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37046245

Most product-led companies hit a wall when they try to add sales-led growth. Too often, the motions clash, teams misalign, and growth stalls. So, how do you scale revenue without sacrificing your product-led roots?

In this episode of The Revenue Leadership Podcast, Kyle Norton sits down with John Eitel, former Global VP of Sales & Success at Canva and CRO at Demandbase, about how to success /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37046240

In today’s episode, Kyle sits down with Florin Tatulea, Head of Sales Development at Common Room, to discuss the evolution of outbound sales in the context of AI and technology. Florin shares insights on the importance of understanding signals and intent in sales, the changing profile of sales reps, and the role of RevOps in strategizing outbound efforts. The discussion highligh /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37046250

Kevin "KD" Dorsey is the Chief Revenue Officer at Finally, an all-in-one accounting and finance platform that recently raised $200 million in Series B funding. KD joins the show to discuss real-world examples of how he uses AI in his day-to-day: from developing internal AI agents to evaluating his team's calls.

New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37046260

Kyle is joined by Ryan Milligan, VP of Sales, Marketing, and RevOps at QuotaPath, to discuss sales commission planning. They dive into the essentials of creating effective comp plans that align with business goals, the importance of incremental incentives, and how to drive desirable sales behavior. Ryan shares insights from h /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37046265

What does it take to go from zero to your first enterprise customer? For Cresta, it meant their CEO and CTO becoming interns at Intuit—and their engineering team living in an Airbnb next to the call center they were trying to disrupt.

In this episode, Kyle talks with Alex Cramer, CRO of Cresta, about the unglamorous grind of cold-starting in enterprise, why today’s deals demand more consensus (and skill) than ever, and how to scale a team when every deal feels like /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37046270

Matt Braley joined InvoiceCloud as the third AE, rose to CRO, and led the company from early growth through a successful IPO, and ultimately a $4B acquisition by Vista Equity Partners. In this episode, Matt reveals how he grew their alliance ecosystem from 15 to 50 partners—ultimately generating over half of the company's revenue. You'll discover the VECTOR framework he developed for qualifying par /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37046275

What should CROs really be looking for when evaluating their next move? In this episode, Kyle sits down with Neal Patel, CRO at Crunchbase, to unpack how revenue leaders can vet companies like investors—by looking past vanity metrics and digging into signals that actually matter. They cover how to evaluate long-term viability, the importance of alignment with executive peers, and why being asked to "just run your old playbook" is a red flag.

The conversation also dives deep into how AI /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37046280

How do you transition from product-led growth to sales-led growth without losing momentum? In this episode, Kyle Norton talks with Andrew Johnston, Head of Sales at Superhuman, about how the company is evolving its go-to-market strategy to win larger B2B deals. They discuss the key challenges of moving upmarket, the differences between PLG and SLG sales motions, and how Superhuman is leveraging data and AI to scale. Andrew also shares insights on building the right sales team, adapting the product for en /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/35745870

What does it take to lead revenue in a private equity-backed company? In this episode, Kyle Norton talks with Vanessa Brangwyn, CRO at Motus, about the key differences between VC and PE environments, how PE firms drive efficiency and profitability, and what revenue leaders need to succeed. She also shares insights on integrating go-to-market strategies post-acquisition and managing a PE-backed board.

Thanks for tuning in! Want more content from Pavili /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/35639130

Great revenue leaders aren’t just sales experts—they’re world-class problem solvers. But how do you separate signal from noise, diagnose the right issues, and make decisions that drive long-term success? 

In this episode of The Revenue Leadership Podcast, Ashley Grech, CRO at Xero, joins Kyle to break down her framework for identifying, prioritizing, and solving complex revenue challenges. She shares how revenue leaders can balance instinct wit /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/35534705

How do you scale a sales organization as your company evolves from a single product to multiple business lines? In this episode of The Revenue Leadership Podcast, Jeff Perry, CRO of Carta, shares how he has built and structured Carta’s go-to-market strategy to support its rapid expansion across corporations, venture capital, and private equity. He breaks down the challenges of multi-product growth, the decision-making behind sales org design, and how Carta balances specialization with cross-f /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/35406895

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 navigate the challenges of go-to-market strategy. They also cover the evolving role of AI in revenue l /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/35334225

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 revenue leaders can integrate AI into their daily operations, utilizing tools like ChatGPT and Claude to /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/35237700

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 conversation also explores AI’s transformative overall impact on sales, shifting reps toward more strateg /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/35132195

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 strategies in crowded markets, with Catie highlighting the need for clear positioning and transparency /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/35051755

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 implications of GPT-3 and GPT-4 models on business operations and workforce dynamics. Kyle shares insights on h /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/34942610

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 evolution of go-to-market strategies, the intricacies of pricing, and the importance of leadership development in sc /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/34948675

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 strategies for building annual plans, aligning teams, and driving growth. Drawing on his time at Motus, J /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/34838090

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?) world of AI, with Lacy offering insights on leveraging technology while preserving the human touch th /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/34758355

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 of SMB sales, providing a fresh perspective compared to enterprise models.

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