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Jessica Gilmartin on Mastering GTM Growth in an Era of Change and The Transformative Role of AI in Revenue Operations
03/19/2025
Jessica Gilmartin on Mastering GTM Growth in an Era of Change and The Transformative Role of AI in Revenue Operations
In this inaugural episode of the rethink:Revenue podcast, host Arjun Pillai, cofounder and CEO of DocketAI, welcomes Jessica Gilmartin, former CMO and CRO at Calendly. This conversation on mastering growth in an era of change dives into the evolving expectations of CROs, dissecting the complexities of pipeline generation, customer acquisition, and the shifting dynamics between sales and marketing. Together, they examine the transition from marketing leadership to sales, as well as the transformative role of AI in revenue operations. Chapters 00:00 Introduction to Jessica Gilmartin 00:58 The Evolving Role of the CRO 05:46 Transitioning from Marketing to Sales 10:12 Customer Acquisition Costs and Retention 12:00 Navigating PLG and SLG Strategies 19:59 The Impact of AI on Sales 24:08 Continuous Learning and Networking for Leaders
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