Go To Masters Show

Bilingual by Design: The Real Skill Behind Great RevOps

Conversations with GTM experts by Everstage — Sat, 25 Apr 2026 10:43:00 -0700

Most RevOps job descriptions read like a contradiction. Strategic advisor. Tactical executor. Data analyst. Project manager. All at once.

Katrin Gurvich, GTM Business Partner at Navan, has a better frame for it: the role requires you to be bilingual. Not in the language sense, in the ability to switch context, altitude, and audience without losing the thread. One minute you're in a QBR presenting business risk to the CRO. The next you're debugging a Salesforce issue with a rep. Same day. Same person.

In this episode, Katrin breaks down what that actually looks like in practice, the four signals she uses to diagnose business health, why quota attainment can mask serious rep participation risk, how she thinks about pipeline coverage beyond the month-end snapshot, and what good CPQ does for trust across the whole revenue org.

She also gets into where AI genuinely earns its keep (thought partner, not magic), and what she'd tell anyone trying to break into this world: take the sales role if it's open, go to the events, and don't be precious about the path.

If you've ever struggled to explain what RevOps actually does or you're trying to get better at operating across every altitude of the business, this one's worth your time.

The Junior Analyst in the Room: How AI Is Changing the CFO's Job

Conversations with GTM experts by Everstage — Fri, 24 Apr 2026 10:02:03 -0700

Matt Jacobson has spent 30 years in finance, investment banking, corporate strategy, venture investing, and the last 12 building and scaling venture-backed companies as CFO and COO. He's developed a simple framework for how careers and organizations grow: learning, doing, building. And in his telling, none of those phases ever fully ends.

In this episode of GoToMasters Finance Fireside, Matt breaks down what it actually means to build sustainable finance operations at a high-growth SaaS company, getting org structure right before anything else, assigning real ownership rather than tasks, and compounding small improvements week over week until the gap between where you started and where you are becomes undeniable.

He's equally direct on AI. Not hype, not magic, treat it like a junior analyst. It needs good prompts, constant correction, and a human who knows when the output is wrong. But when it works, it buys back the 15 and 30-minute chunks of time that add up to hours of strategic thinking you couldn't access before.

He also gets into comp plan design from a CFO's lens: why the instinct to set a 10% commission rate without checking the math against ACV and deal cycle is how you set reps up to fail and what RevOps actually needs to do to connect sales, finance, and operations without creating friction.

If you work in finance, RevOps, or GTM leadership at a growth-stage company, this one pays off.

Speed Is the Hype. Signal Quality Is What Matters: Courtney Hickey on AI, Comp Trust, and RevOps Done Right

Conversations with GTM experts by Everstage — Fri, 17 Apr 2026 15:29:04 -0700

Courtney Hickey is the Director of Revenue Operations at ParentSquare, a K12 communication platform serving school districts across the US. She didn't come up through traditional RevOps channels — she started in administrative and legal roles, learned the business by sitting in on executive conversations, and built her way into operations from the ground up. On this episode of the Go To Masters Show, she shares what that unconventional path taught her about designing systems that flex, where comp plans break trust before anyone notices, and why she thinks AI's biggest promise has nothing to do with speed.

Why rigidity is the biggest risk in RevOps and why falling in love with the problem beats falling in love with the process
The quiet side of comp trust erosion: when the RevOps team can't explain the plan either, you've already lost on both ends
Why AI's real value isn't speed but signal quality, and what it looks like when teams build for the wrong metric

Any Comp Plan Is a Behavioral Experiment: Evgenia Vereshchak on RevOps, Incentives, and What Breaks First

Conversations with GTM experts by Everstage — Fri, 17 Apr 2026 15:11:04 -0700

Evgenia Vereshchak is the Director of Revenue Operations at Procurify, a spend management platform built for mid-market companies, based in Vancouver. She spent eight years at the company, starting as a BDR before moving into RevOps. On this episode of the Go To Masters Show, she shares what building a RevOps function from scratch actually requires, why process has to come before tools, and what most teams get wrong about comp planning before they ever run the numbers.

Why RevOps should never sit under sales, and what happens to long-term revenue health when it does
The right order for building RevOps from scratch: ICP clarity and customer lifecycle first, team accountability second, tech stack last
Why every comp plan is a behavioral experiment, and why modeling at 50%, 80%, and 100% attainment before rollout is non-negotiable

The Five-Pillar RevOps Framework with Jatinder Dohil

Conversations with GTM experts by Everstage — Sun, 12 Apr 2026 06:46:50 -0700

Jatinder Dohil is the Global Head of Revenue Operations at ThetaRay, where they build AI-powered tools to help financial institutions detect money laundering and human trafficking. Before ThetaRay, he spent 20 years in revenue operations across organizations ranging from 10,000+ employees to early-stage startups.

In this episode, Jatinder breaks down his five-pillar RevOps framework: data and insights, systems, process, commissions planning, and customer 360. He explains why forecasting accuracy within a 5% threshold changes how the entire business plans, shares a salary analogy that makes unpredictable revenue feel personal, and talks about how AI tools like Copilot are changing what sales reps can focus on during live conversations.

He also gets specific on commission planning and CPQ: why simplicity matters more than sophistication, what good CRM hygiene actually requires, and the three things he’d tell anyone building a RevOps function from scratch.

Topics covered: RevOps frameworks, forecasting and predictability, commission planning, CPQ implementation, AI in revenue operations, CRM structure, and building RevOps teams across company sizes.

From Noise to Signal: How Proximity to Reps Changes Comp Design

Conversations with GTM experts by Everstage — Sat, 11 Apr 2026 08:44:28 -0700

Samantha Joswick is the Senior Manager of Sales Operations at H2O.ai, where she owns the full GTM engine: compensation, deal desk, analytics, and systems. Before H2O.ai, she spent several years at Adobe working on product-level comp plans for the global digital marketing sales organization, and led end-to-end compensation at Intermedia Cloud Communications.

In this episode, Samantha talks about how she fell into sales ops by accident, spotted a quota overlap at Adobe that leadership was dismissing as rep complaints, and used data to prove it was structural. She shares her framework for comp design: start with the math, but don’t worship it. Use quantitative models as guardrails, then layer on qualitative context from the field to figure out what’s actually sustainable.

She also covers how owning deal desk changed the way she thinks about incentives across the full deal lifecycle, where AI adds real value in sales ops (and where human judgment still has to stay in the loop), and her three pieces of advice for anyone building a career in the space: get close to the field, respect the data without worshiping it, and think in systems.

First Person on the Ground: How Andre Serpa Builds Startup Sales Teams Across Latin America

Conversations with GTM experts by Everstage — Fri, 10 Apr 2026 07:55:21 -0700

Andre Serpa is the Area Vice President for Latin America at ClickHouse, a real-time analytical database company, based in São Paulo. He spent a decade at Microsoft, nearly six years as one of the earliest employees of what became Google Cloud, and then four years each at Elastic and Neo4j, always building LATAM go-to-market operations from the ground up. On this episode of the Go To Masters Show, he shares what two decades of market-building in Latin America actually taught him about partnerships, talent gaps, local nuance, and why the companies that get the region right go partner-first before anything else.

Why partner-first isn't optional in LATAM, and the billing, collections, compliance, and talent realities that make going direct alone a costly mistake
The three lessons from Microsoft and Google he still runs GTM by today: data-driven decisions, measurable goals at every level, and the discipline of execution cadence
How AI is changing sales operations from the inside, and the real-time backend performance bottleneck that most operators never think about

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Don't Wait to See How It Plays Out: Jason Martin on AI Adoption in Finance

Conversations with GTM experts by Everstage — Sat, 04 Apr 2026 08:56:37 -0700

Jason Martin is the VP of Credit and Collections at Kaseya, a global IT management software company operating across North America, EMEA, and APAC. He spent 21 years at Datavant, rising from entry-level collector to Head of Finance Operations and watching the industry move from paper records to bot automation to AI. On this episode of the Go To Masters Show Finance Fireside, he shares what finance transformation actually looks like from the inside: why culture is the real barrier to AI adoption, and what it takes to lead global teams through that kind of change.

Why 80% of finance use cases are automatable today, and what the companies sitting on the sidelines will face in five years
The three-part leadership framework Jason learned from a mentor (command, calm, and candor), and why candor sometimes means walking away from revenue
How he unified distributed teams across three geographies by fixing the one thing most global leaders overlook: inclusion in the same room at the same time

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Don't Rush the Bot: Matt Dornfeld on AI GTM, Partner Strategy, and the Data Foundation

Conversations with GTM experts by Everstage — Wed, 01 Apr 2026 03:57:08 -0700

Matt Dornfeld is the Senior Director of Global AI GTM at Commerce, the public holding company behind BigCommerce and Feedonomics, where he leads the effort to embed AI across every workflow in the revenue organization. On this episode of the Go To Masters Show, he shares what building an AI GTM practice from the inside actually looks like. He covers why most teams sabotage themselves before they start, and what separates companies getting real outcomes from those chasing shiny objects.

Why doing one AI use case completely beats running 50 halfway, and the FOMO that keeps pushing teams toward the latter
The data-first framework: take stock of what you have, centralize it, connect the sets, and only then ask what becomes possible
How top brands decide whether a new channel is worth the investment, and why focus is a competitive advantage most teams underestimate

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Shiv Walia on Why Bad Comp Plans Drive Attrition Faster Than Anything

Conversations with GTM experts by Everstage — Thu, 19 Feb 2026 08:18:49 -0800

Shiv Walia is the Director of Sales Compensation at A Place For Mom, leading comp strategy in the senior living industry. On this episode of the Go To Masters Show, he shares insights from 12 years in GTM, starting as a computer engineer at Accenture, then moving through sales ops at Dell and Mindbody before specializing in compensation across B2B and B2C models.

Why a bad comp plan causes attrition faster than anything—and why what reps focus on is always what they get paid on
How showing a graph of rep productivity going from 20 to 40 sales overnight made leadership realize you can't 2X productivity instantly
Why sales comp is an emotional topic about someone's livelihood—data alone won't get buy-in if you ignore the human side

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Burak Ciflikli on Why JotForm Survived 20 Years Without Investors

Conversations with GTM experts by Everstage — Tue, 17 Feb 2026 03:23:20 -0800

Burak Ciflikli is the Chief Operating Officer at JotForm, a bootstrapped online form builder celebrating its 20th anniversary with 35 million organizations in its user base. On this episode of the Go To Masters Show, he shares insights from his journey as a software engineer turned COO, and how staying investor-free gave JotForm the freedom to focus entirely on what customers actually need.

Why bootstrapping creates freedom to build for customers rather than maximize investor returns
How a hack week idea about "forms that can talk" pivoted into a full customer service AI product
Why the COO's job in an ideal world is to not be needed at all—creating space for the founder to act like a founder

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Melissa Ramirez on Why Shadow Accounting Means Reps Don't Trust You

Conversations with GTM experts by Everstage — Tue, 10 Feb 2026 05:08:44 -0800

Melissa Ramirez is the Director of Commission Operations at Cox Communications, where she leads a team supporting 3,000+ sales employees with 99.9% first-pay accuracy. On this episode of the Go To Masters Show, she shares insights from over a decade in comp strategy, technology, and business operations—delivering daily commission statements with mobile access to eliminate shadow accounting and build seller trust.

Why shadow accounting happens when reps don't trust the system—daily transparency eliminates mysteries
The three-legged stool: people (aligned teams), process (documented intake), and systems (data + internal auditor)
How treating comp as strategic versus back-office gets you a seat at the table through storytelling with data

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Darren Fay on Why Compensation Plans Are Art, Not Science

Conversations with GTM experts by Everstage — Fri, 06 Feb 2026 08:53:27 -0800

Darren Fay is the VP of Operations at Littera, one of the few full-service AI-native legal software companies. On this episode of the Go To Masters Show, he shares insights from an unconventional path—starting as a firefighter where process and procedures became second nature, then leading operations across Sprint, seed-stage startups, and publicly traded companies.

Why firefighting prepared him for operations—both require following processes to keep scenes safe and stable
The Five Whys methodology: solve root causes, not surface issues that keep rearing their ugly heads
Why comp plans fail when they're too complex or tied to outcomes reps can't control

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Benito Piuzzi on Why AI Is an Enhancer, Not the Puzzle

Conversations with GTM experts by Everstage — Thu, 29 Jan 2026 08:56:08 -0800

Benito Piuzzi is the Senior Vice President of Organization Strategy at Lakeview Loan Servicing. On this episode of the Go To Masters Show, he shares insights from scaling better.com from a figure to massive growth in 18 months, his McKinsey consulting foundation, and now navigating mortgage tech acquisitions—all through the lens of intentional operations and strategy.

Why businesses that win with AI won't have better AI—they'll have better strategies, talent, and org structures
The "widget model" that scaled better.com: treating mortgage like an assembly line with precise gearing ratios per role
How voice AI held a 20-minute conversation without the customer knowing—and what that means for lead conversion

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Christopher Goff on Why Comp Leaders Support, Not Lead

Conversations with GTM experts by Everstage — Tue, 27 Jan 2026 06:18:29 -0800

Christopher Goff is the Senior Director of Sales Compensation at LabCorp. On this episode of the Go To Masters Show, he shares insights from "growing up in sales operations"—falling into comp when his manager left three months in, then bridging the language barrier between HR and sales across quotas, territories, market analysis, and now global compensation spanning 35+ countries.

Why comp leaders are speechwriters, not speakers—you support the business's message, not deliver your own
How handwritten notes and walking cube-to-cube saying "thank you" create cultural shifts that people remember decades later
The library approach to global comp: consistent skeleton with regional "meat" pulled from agreed-upon measures

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Ankit Chopra on Why Partnerships Are the New Procurement

Conversations with GTM experts by Everstage — Thu, 22 Jan 2026 02:56:34 -0800

Ankit Chopra is the Director of Financial Planning and Analytics for Cloud and AI Products at Neo4j. On this episode of the Finance Fireside podcast, he shares insights from applying AI and ML models to forecasting across Meta, Mambo, Atlassian, and Kespry—expertise that's now mainstream as the world catches up to what he's been doing for a decade.

Why finance is the "central nervous system" tracking and sending signals across product, engineering, and GTM teams
The pricing alignment triangle: customer value, usage, and financials must all synchronize for sustainable growth
How partnerships with cloud/AI providers create shared ecosystems of efficiency versus local optimization

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Jordan Rogers on Why RevOps Isn't IT Support for Sales

Conversations with GTM experts by Everstage — Tue, 20 Jan 2026 05:34:39 -0800

Jordan Rogers is the Founding Partner at GTM Advisor Group. On this episode of the Go To Masters Show, he shares insights from 10+ years scaling RevOps functions across unicorns and PE-backed companies—including building Thumbtack's sales org from 4 reps using sticky notes to 90 reps with structured processes.

Why data is just a byproduct of good process—without consistent process, everything downstream is made up or wrong
The "scream test" for system cleanup: who will complain if you delete this field, record, or entire CRM?
Why RevOps should build for the rep, not the board—because unhappy reps don't follow processes, which makes boards unhappy anyway

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Mark Rosenthal on Why Great Sales Leaders Are Skeptical

Conversations with GTM experts by Everstage — Thu, 15 Jan 2026 07:51:08 -0800

Mark Rosenthal is the Chief Revenue Officer at Castle, a $200 million managed security-as-a-service company focused on commercial real estate. On this episode of the Finance Fireside podcast, he shares insights from scaling revenue across vastly different stages—from $194K ARR to $35M at HQO, leading a $3.5B business at Google, and now $200M at Castle.

Why great sales leaders are skeptical while great salespeople are optimistic—and how to balance both
The "Three Moments of Truth" framework: champion confirmed, time-based incentive, and executive flyover email
Why he interviews every candidate, from salespeople to coordinators—holding the bar matters at every stage

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Brian Jakins on Why Winning Means Solving Problems, Not Closing Deals

Conversations with GTM experts by Everstage — Tue, 13 Jan 2026 04:54:12 -0800

Brian Jakins is the Senior VP of Global Sales at SD Engineering iDirect. On this episode of the Go To Masters Show, he shares insights from 25 years at the forefront of sales leadership across GSM, telco, and the space race—from early mobile networks to today's low earth orbit satellites connecting handsets directly from space.

Why the sales cycle isn't about closing deals—it's about solving customer problems and building recurring business
How Nigerian teams taught him cultural sensitivity: "You can't tell a Nigerian how to do business—understand the sensitivities first"
The compensation formula for long cycles: higher base, revenue recognition triggers, and massive accelerators for overachievement

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Salina Dayton on Why AI Sometimes Draws Like a Child

Conversations with GTM experts by Everstage — Thu, 08 Jan 2026 07:21:12 -0800

Salina Dayton is the Head of Sales Operations for the Americas at Moxa, a Taiwanese industrial connectivity device company. On this episode of the Go To Masters Show, she shares insights from a career spanning Starbucks, banking, software, semiconductors, and now industrial tech—starting as a dental hygiene major who discovered her problem-solving superpower.

Why AI is a tool to "see around corners" but still delivers child's drawings of horses sometimes
How data-driven decisions threaten teams without the right culture—and how to build trust instead
The art of asking indirect questions across cultures: "If you were going to do this, what would you do differently?"

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Pinky Raina on Why Expenses Can Be Investments

Conversations with GTM experts by Everstage — Tue, 23 Dec 2025 09:44:06 -0800

Pinky Raina is a seasoned finance executive with CFO experience across manufacturing and sporting industries. On this episode of the Go To Masters Finance Fireside podcast, she shares insights from leading finance functions that prove the industry-agnostic nature of finance leadership—from Deloitte external auditing to CFO roles managing treasury and board relations.

Why R&D cuts are tempting but dangerous—the sporting industry lesson that changed her perspective
How to build depth and breadth of capability to make yourself "marketable" as a finance leader
The foundation-first approach: clean ERP systems and data before chasing AI buzz

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Jane Akczinski on Why Correlation Isn't Causation in Comp

Conversations with GTM experts by Everstage — Thu, 18 Dec 2025 06:09:31 -0800

Jane Akczinski is the Global Sales Compensation Manager at Rithum. On this episode of the Go To Masters Show, she shares insights from a career spanning sales operations and finance, starting from writing mainframe code to extract data to now designing global compensation programs that balance fairness, transparency, and business growth.

Why more client meetings don't necessarily cause higher revenue - the correlation vs. causation trap
How legal and HR should be on speed dial for global comp teams navigating local labor laws
The human element AI can't replace: fixing errors, handling exceptions, and building trust with reps

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Nabeel Ebeid on Why Wishful Thinking Kills Comp Plans

Conversations with GTM experts by Everstage — Mon, 15 Dec 2025 14:56:04 -0800

Nabeel Ebeid is the VP of Revenue Operations at Wonderkind. On this episode of the Go To Masters Show, he shares insights from a career combining finance and operations across ExactTarget (IPO'd and acquired by Salesforce), Active Campaign, Cheetah Digital's spinoff and merger to become Marigold, and multiple M&A transactions.

Why typing bigger numbers into spreadsheets doesn't create capacity—only wishful thinking does
How managing a forgotten Brazil office taught him to listen more than speak in leadership roles
The difference between quota (compensation question) and capacity (operational reality)

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Sunil Kausik on Why Everyone in Life Is a Sales Guy

Conversations with GTM experts by Everstage — Thu, 11 Dec 2025 06:17:31 -0800

Sunil Kausik is the Director of Revenue Operations at Semrush. On this episode of the Go To Masters Show, he shares insights from two decades in RevOps and incentive compensation, starting as India's #1 life insurance sales rep and evolving through banking, Accenture consulting, and now global sales operations.

Why scalability and repeatability trump custom solutions—you shouldn't reinvent the wheel with every pivot
The McDonald's principle: Keep processes so simple that innovation becomes possible
How AI should handle mundane tasks so humans can have "richer conversations" about helping reps buy houses

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Preston Toone on Why You Must Be Seen to Be Promoted

Conversations with GTM experts by Everstage — Tue, 09 Dec 2025 03:20:36 -0800

Preston Toone is the Director of Revenue Operations at Weave. On this episode of the Go To Masters Show, he shares his unconventional journey from SDR to leading post-sales operations, building the first dedicated post-sales ops function at Weave.

Why RevOps can't be "a mile wide and an inch deep"- you need depth across the entire revenue cycle
How post-sales operations unlock value that sales ops alone can't capture
The career principle that drove his rise: prove more value than you're being paid before asking for promotion

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Saurabh Kapadia on Why Data in Your CRM Becomes Noise

Conversations with GTM experts by Everstage — Thu, 04 Dec 2025 05:14:22 -0800

Saurabh Kapadia is the Director of Revenue Operations at Together AI. On this episode of the Go To Masters Show, he shares insights from seven years in RevOps, including building at Fivetran during hypergrowth, scaling at public company Asana, and now architecting systems at an AI-native startup.

Why only actionable data belongs in your CRM—everything else is just noise
How smart enrichment using AI signals beats traditional firmographic data for ICP matching
The journey from Salesforce admin at a university to managing revenue systems across three companies

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Vivek Vishal on Why RevOps Is Literally Saving Lives

Conversations with GTM experts by Everstage — Mon, 01 Dec 2025 08:01:08 -0800

Vivek Vishal is the Senior Director of Sales Excellence at PIP Global Safety. On this episode of the Go To Masters Show, he shares insights from leading sales strategy across Dell Technologies' $40 billion portfolio, Honeywell's PPE divestiture, and now driving 2.5 billion in PPE products that protect frontline workers.

How predictive analytics during COVID ensured critical product availability when senators called about laptop shortages
Why compensation plans must be explainable in 60 seconds or they won't motivate your sales force
The evolution from Excel-based operations to RevOps as the nervous system connecting all functions

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Steph Allen on Why Finance Must Move From Historian to Navigator

Conversations with GTM experts by Everstage — Tue, 25 Nov 2025 02:26:01 -0800

Steph Allen is the CFO at Accela. On this episode of the Go To Masters Finance Fireside podcast, she shares insights from three years as CFO at fast-growth companies, focusing on sustainable scaling and transforming finance from a compliance function into a strategic business partner.

Why cash flow clarity is the first strategic lever in any new CFO role
How dynamic dashboards transform finance reporting from static compliance to real-time decision engine
The shift from mentorship to sponsorship for accelerating women leaders in finance

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Colin Towner on Why Simplicity Wins in Comp Plan Design

Conversations with GTM experts by Everstage — Wed, 19 Nov 2025 15:12:26 -0800

Colin Towner is the VP of Global Commercial Operations at Shockwave Medical. On this episode of the Go To Masters Show, he shares insights from over 20 years across eight medical device companies, spanning vascular, orthopedics, GI, and urology.

How machine learning transforms revenue forecasting from simple statistical models to multi-factor predictions
Why compensation plan simplicity prevents reps from gaming the system through group coordination
The evolution from routine analytics to strategic "what's next" thinking as AI handles standard reporting

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Yassine Almiaadi on Why RevOps Is the Bridge Between Departments

Conversations with GTM experts by Everstage — Tue, 18 Nov 2025 06:57:02 -0800

Yassine Almiaadi is the Head of Revenue Operations and GTM Strategy at AirTies. On this episode of the Go To Masters Show, he shares insights from leading the transition from a hardware company to a pure software business in the telco smart Wi-Fi space.

Navigating revenue recognition traps when moving from hardware to SaaS business models
Building cross-functional forecast accuracy by stress-testing sales data against product signals
Why RevOps professionals must become fluent in P&L, not just CRM systems

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Kapil Duggal on Reading Finance Like a Doctor Reads a Pulse

Conversations with GTM experts by Everstage — Thu, 13 Nov 2025 08:20:39 -0800

Kapil Duggal is the Head of Finance, India at Transaction Network Services, a subsidiary of Coke Global Solutions. On this episode of the Go To Masters Finance Fireside podcast, he shares insights from 20 years leading finance operations across record-to-report, order-to-cash, and procure-to-pay functions.

How virtue trumps talent when building high-retention finance teams
Reading balance sheets, cash flow, and AR aging as vital signs of business health
Why automation and AI are transforming routine finance work without losing human judgment

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Designing for Reality: Wayne Chiang on Consumption Comp, SPM Timing, and AI Self-Service

Conversations with GTM experts by Everstage — Tue, 11 Nov 2025 03:22:28 -0800

Wayne Chiang is the Director of Sales Compensation at Cribble. On this episode of the Go To Masters Show, he shares insights from over 20 years navigating sales comp across insurance, legacy tech, and high-growth SaaS startups.

How compensation design evolves from hyper-growth ARR focus to consumption-based stickiness models
Why companies should adopt SPM solutions the moment they create a sales comp function
The six-month symphony required to roll out comp plans that actually drive behavior

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Jeremy Whiteman on Building Agility Into Sales Operations DNA

Conversations with GTM experts by Everstage — Thu, 06 Nov 2025 07:14:01 -0800

Jeremy Whiteman is the Senior Director, Sales Operations and Commercial Excellence at Resideo. On this episode of the Go To Masters Show, he shares how early experience carrying a bag shaped his approach to leading six distinct sales ops functions.

Building agility as a core competency to navigate uncontrollable market dynamics and leadership changes
Designing end-state visions that prevent reactive firefighting and enable proactive transformation
Treating tech stack evaluation like grocery shopping—never without a clear list and meal plan

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Hope Blaythorne on Why Change Is Your Career Superpower

Conversations with GTM experts by Everstage — Tue, 04 Nov 2025 04:38:34 -0800

Hope Blaythorne is the Chief of Staff, Revenue at Octopus Deploy. On this episode of the Go To Masters Show, she shares insights from her journey across sales, channel management, customer success, and operations leadership.

Navigating from enterprise hierarchy to startup meritocracy while building cross-functional alignment
Embracing change as opportunity rather than obstacle in volatile GTM environments
Rethinking compensation and recognition for a new generation of sales professionals

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Sara Terlecki on Being the Calm in Sales Ops Chaos

Conversations with GTM experts by Everstage — Thu, 30 Oct 2025 09:00:08 -0700

Sara Terlecki is the Director of Sales Operations at Dialight. On this episode of the Go To Masters Show, she shares her unconventional path from retail management to leading sales ops in complex manufacturing environments.

Bringing clarity to chaos through cross-functional alignment in industrial manufacturing
Building trust across teams as the foundation for operational transformation
Navigating the unique challenges of sales ops in physical product environments

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Peter Van Lier on Why Data Is Just the Starting Point of the Story

Conversations with GTM experts by Everstage — Tue, 28 Oct 2025 02:51:22 -0700

Peter Van Lier is the Senior Sales Operations and Commercial Excellence Leader at Imperative Care. On this episode of the Go To Masters Show, he shares his journey from coding data warehouses at multinational medical device companies to building RevOps systems from dollar zero at a neurovascular startup.

How sales and operations planning prevents hyper growth from outstripping capacity in every department
Why territory planning requires adding human color to black and white analytics data
The FC Barcelona approach to developing RevOps talent in-house rather than fighting competition for it

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Juan Felipe Mejia on Why Simplicity Is the Ultimate Sophistication in Sales Comp

Conversations with GTM experts by Everstage — Thu, 23 Oct 2025 08:41:59 -0700

Juan Felipe Mejia is the Senior Director of Global Sales Compensation and Operations at UiPath. On this episode of the Go To Masters Show, he shares 20 years of sales compensation expertise across multiple industries, blending finance, strategy, and psychology to influence behavior through numbers.

How Monte Carlo financial modeling projects different attainment scenarios for global comp planning
Why automation reduces manual effort by 40-50% while improving rep trust and visibility
The ""drink your own champagne"" approach to implementing automation-first solutions

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Matthew Thompson on Why GTM Leaders Must Lead From the Front, Not the Desk

Conversations with GTM experts by Everstage — Tue, 21 Oct 2025 03:43:54 -0700

Matthew Thompson is the Chief Revenue Officer at Socure, the global leader in identity verification and fraud prevention. On this episode of the Go To Masters Show, he shares how 11 years in Army Special Operations shaped his approach to building high-performing GTM teams through trust, shared consciousness, and empowered execution.

The Team of Teams framework: building trust through common purpose and empowered execution
Why he audited existing RevOps tech stack for AI enhancements before chasing new tools
How leaders must be visible and deep in details without doing the work for their teams

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Erik Hofstede on Why Revenue Operations Is Your Success, Not Your Job

Conversations with GTM experts by Everstage — Thu, 16 Oct 2025 06:55:39 -0700

Erik Hofstede is the VP Revenue and Customer Operations at GoGuardian. On this episode of the Go To Masters Show, he shares his unconventional journey from chemical engineering to RevOps leadership and how he tripled a business by challenging subscription models.

The leadership success profile: Think strategically, build teams, drive results, inspire action, innovate for impact
How seller "follow me homes" reveal where organizations fall down in supporting their teams
Why working "on the business" vs "in the business" transforms growth trajectories

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Yun Wong on Why System Integration Is Like Untangling a Spaghetti Ball

Conversations with GTM experts by Everstage — Tue, 14 Oct 2025 04:50:40 -0700

Yun Wong is the VP of Finance Systems Transformation and M&A Integration at Datavant and founder of Falcon Transformation LLC. On this episode of the Go To Masters Finance Fireside, she shares 23 years of finance transformation experience from stapling receipts to leading enterprise-wide integrations.

How to integrate M&A deals in four months through proactive playbook development and governance
Why understanding company history prevents going in "hot" and creating conflict management issues
The shift from manual bank reconciliations to AI handling 80% of mundane finance tasks

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Terry Kim on Why Ignoring AI Is Not an Option for Finance Leaders

Conversations with GTM experts by Everstage — Thu, 09 Oct 2025 05:30:00 -0700

Terry Kim is the Senior Director of Finance and Business Operations for Asia at Coupa Software. On this episode of the Go To Masters Finance Fireside, he shares his journey across consulting, banking, and SaaS leadership spanning multiple continents.

The crawl, walk, run approach to transformation while staying comfortable with gray areas
Why successful change management requires understanding everyone's appetite for change differently
How being objective-oriented beats process-oriented when working across global teams

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Sam Clark on Why Understanding Failure Is More Critical Than Measuring Success

Conversations with GTM experts by Everstage — Mon, 06 Oct 2025 06:37:49 -0700

Sam Clark is the Director of Revenue Operations at SolutionReach. On this episode of the Go To Masters Show, he shares his journey from technical support to RevOps leadership and his unique approach to fixing leaky funnels through failure analysis.

Why AI should be your most reliable data recorder, not just a content generator
How understanding your failures drives better ROI decisions than focusing only on wins
Why future RevOps leaders need business acumen over technical certifications

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Jesse Morris on Why Ideas Are Only as Good as the Action That Surrounds Them

Conversations with GTM experts by Everstage — Thu, 02 Oct 2025 05:30:00 -0700

Jesse Morris is a Tech Founder and Global Revenue Operations Leader at Never Ever Ordinary. On this episode of the Go To Masters Show, he shares his math geek approach to solving big problems and building global teams across 15 countries.

The Wayne Gretzky principle: skating to where the puck is going in your career moves
Why agentic AI requires maniacal focus on one use case with quantifiable value first
How "do what you say you're going to do" separates successful leaders from the rest

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Doug Rendler on Why Top Sales Reps Are Quarterbacks Who Guard Their Time

Conversations with GTM experts by Everstage — Tue, 30 Sep 2025 05:30:00 -0700

Doug Rendler is the Sales and Business Development Leader at A10 Networks. On this episode of the Go To Masters Show, he shares his quarterback approach to building high-performing sales teams and navigating high-growth transitions.

The honey badger mindset: building resilience through discipline over motivation
How AI becomes your sales teammate, not replacement, in day-to-day workflows
Why top performers are selfish with their time and focus only on revenue-generating activities

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Ari Mukherjee on Why Great Sales Organizations Are Razor-Tight Operations

Conversations with GTM experts by Everstage — Wed, 24 Sep 2025 05:40:37 -0700

Ari Mukherjee is the Vice President at Appian. On this episode of the Go To Masters Show, he shares how his McKinsey consulting background shaped his operational approach to building scalable go-to-market engines.

Building thought partnerships through value engineering rather than product-focused conversations
Implementing RPA accountability meetings to create natural coaching moments for sales teams
Developing ownership mindset and operational discipline as cornerstones of GTM success

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Sharan Balasubramanian on Moving from Top-Down to Bottom-Up Analytics

Conversations with GTM experts by Everstage — Mon, 22 Sep 2025 08:40:17 -0700

Sharan Balasubramanian is the Senior Manager of Incentive Compensation, Analytics and Reporting at Sun Pharma. On this episode of the Go To Masters Show, she shares insights from the pharmaceutical industry where sales reps don't directly influence sales but must navigate complex stakeholder ecosystems.

Understanding pharmaceutical industry complexities where multiple moving parts affect simple prescriptions
Designing fair incentive compensation across diverse geographies and product lifecycles
Using field rides and continuous feedback loops to make analytics truly useful for end users

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Daniel Morris on Solving Business Problems, Not Just Running Analysis

Conversations with GTM experts by Everstage — Wed, 17 Sep 2025 06:32:54 -0700

Daniel Morris is the Head of Business Operations and Analytics at Proofpoint. On this episode of the Go To Masters Show, he shares how he scaled his team from 3 to 50+ people while supporting Proofpoint's growth to $2 billion ARR and eventual $12 billion acquisition.

Moving analytics from measurement to strategic decision-making through customer obsession
Building trust across GTM and product teams by taking shared ownership of outcomes
Using AI to shift from fixed analytics assets to exploratory data conversations

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Larry Penta on Building Flexible Yet Consistent Revenue Operations

Conversations with GTM experts by Everstage — Mon, 15 Sep 2025 10:00:58 -0700

Larry Penta is the Senior Director of Revenue and Commission at Snyk. On this episode of the Go To Masters Show, he shares how his unique dual role balances financial stewardship with revenue operations excellence in a fast-scaling DevOps security platform.

Balancing automation with flexibility while maintaining data governance and controls
Designing compensation plans that align behaviors with enterprise growth objectives
Using AI for predictive analysis beyond traditional LLM applications in revenue operations

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Humans Over Paperwork: Christopher Hart’s Blueprint for People-First Total Rewards

Conversations with GTM experts by Everstage — Thu, 11 Sep 2025 06:01:50 -0700

Christopher Hart is the Director of Total Rewards at Boldyn Networks. On this episode of the Go To Masters Show, he shares how authentic leadership and inclusive design unlock real value in total rewards programs.

Designing rewards programs that signal acceptance rather than conformity
Integrating compensation, benefits, and DEI as one unified system instead of separate campaigns
Building pay equity as a daily muscle rather than an annual campaign

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Matthew Haddad on Being Comfortable with Being Uncomfortable

Conversations with GTM experts by Everstage — Tue, 09 Sep 2025 04:50:07 -0700

Matthew Haddad is the Senior Manager of Commercial Operations at Werfen North America. On this episode of the Go To Masters Show, he shares how his finance background and "Swiss Army knife" approach drive strategic decision-making in commercial operations.

Being comfortable with being uncomfortable as a core requirement for success
Balancing data-driven decisions with creative strategy development
Using AI as a learning tool to optimize workflows and scale operations

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Vikas Sareen on Thinking in Systems, Not Just Tools

Conversations with GTM experts by Everstage — Fri, 05 Sep 2025 06:11:04 -0700

Vikas Sareen is the International RevOps Director at EMEA for Helium. On this episode of the Go To Masters Show, he shares his unconventional journey from finance to RevOps leadership across multiple industries.

Transitioning from supporting roles to strategic RevOps leadership through curiosity and cross-functional learning
Balancing data-driven insights with human dynamics by telling stories with data, not just presenting numbers
Viewing RevOps as the "human AI agent" that provides context and reasoning behind the numbers

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From Forecasts to Frontlines: Building Sales Ops in Semiconductors

Conversations with GTM experts by Everstage — Tue, 02 Sep 2025 06:15:17 -0700

Madhu Sudhan is the Head of Sales Operations at Sci-Fi. On this episode of the Go To Masters Show, he shares his unique perspective on establishing modern sales operations in traditional manufacturing environments.

Building CRM-ERP integrations that unlock real-time business intelligence in semiconductor companies
Transforming Excel-based forecasting into opportunity-driven demand planning systems
Leveraging AI tools to operate lean sales ops teams in manufacturing environments

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Nick Makee on Why Customer Comes Before Process

Conversations with GTM experts by Everstage — Thu, 28 Aug 2025 04:03:37 -0700

Nick Makee is the Senior Director of Global Enterprise Sales Operations at Park Place Technologies. On this episode of the Go To Masters Show, he shares his customer-first approach to operations built from 11 years of cross-functional experience.

Putting "customer before process" while maintaining operational integrity
Using AI to eliminate manual work and empower teams with better decision-making tools
Building scalable global operations that adapt to regional nuances without losing consistency

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Alignment, Incentives & the Human Touch: Claudio Yamashita on Global RevOps at Scale

Conversations with GTM experts by Everstage — Tue, 26 Aug 2025 04:34:51 -0700

Claudio Yamashita is the former VP of Sales Operations at SS&C Intralinks. On this episode of the Go To Masters Show, he shares insights from leading global revenue programs for 400+ sellers across five continents.

Using forecasting as a mentoring and enablement tool rather than just number reporting
Balancing AI automation with personalized customer interactions across diverse markets
Creating compensation plans that motivate both high achievers and developing talent

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Tyler Will on Why Rev Ops Must Own Problems Not Just Answer Questions

Conversations with GTM experts by Everstage — Thu, 21 Aug 2025 09:16:58 -0700

Tyler Will is the VP of Revenue Operations at Intercom. On this episode of the Go To Masters Show, he shares a systems-driven approach to scaling GTM operations while maintaining efficiency at hypergrowth.

Building automated territory and quota models that scale beyond manual Excel processes
Using AI to eliminate low-value RevOps tasks while elevating strategic decision-making
Taking ownership of complete business problems rather than just answering literal questions

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Build Less, Navigate More: Yuval Bresler on the Future of RevOps & AI

Conversations with GTM experts by Everstage — Tue, 19 Aug 2025 07:25:58 -0700

Yuval Bresler is the Director of Revenue Operations at Yotpo. On this episode of the Go To Masters Show, he shares his unconventional path from Israeli Justice Department attorney to RevOps leader and his unique approach to optimizing business operations.

His framework for managing friction across cross-functional teams—knowing when to reduce it and when to increase it
How AI will reshape RevOps by handling mundane tasks while elevating teams to focus on strategic insights and navigation
Why challenging your operators and making them defend their processes is essential for continuous optimization

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Problem-First RevOps: Austin Matthews on Commissions, Forecasts & the AI Advantage

Conversations with GTM experts by Everstage — Thu, 14 Aug 2025 06:31:11 -0700

Austin Matthews is the Director of Sales Operations at EverCommerce. On this episode of the Go To Masters Show, he shares his journey from sales rep to self-proclaimed "sales ops MacGyver" and his philosophy of building creative solutions in chaotic environments.

His approach to creating paperclip-and-duct-tape solutions that deliver lasting business impact
Why compensation plans should be simple enough for reps to calculate their pay in 3-4 minutes
How to become the go-to source of truth by never saying "that's not my problem"

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Andrew Brousell on Why Long-Term Incentives Drive Strategic Impact

Conversations with GTM experts by Everstage — Tue, 12 Aug 2025 09:50:21 -0700

Andrew Brousell is the Director of Compensation at Granite Telecommunications. On this episode of the Go To Masters Show, he shares 18 years of compensation expertise across multiple industries and market shifts.

How long-term incentives create genuine employee investment and retention beyond traditional pay structures
Leveraging AI and modern tools to revolutionize job descriptions and market analysis processes
Navigating post-COVID compensation trends and maintaining competitive positioning in rapidly changing markets

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Gary Pudles on Why Happiness is a Choice and the Ultimate Business Strategy

Conversations with GTM experts by Everstage — Thu, 07 Aug 2025 16:01:21 -0700

Gary Pudles is the Founder, President, and CEO at AnswerNet. On this episode of the Go To Masters Show, he shares how choosing happiness daily creates better business outcomes and stronger leadership. He talks about:

Making habits of doing what unsuccessful people avoid
Balancing human touch with AI in customer service operations
Using music and authenticity to build meaningful business relationships

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Josh Rappoport on Why Finance Is 20% Math and 80% Psychology

Conversations with GTM experts by Everstage — Tue, 05 Aug 2025 03:57:52 -0700

Josh Rappoport is the VP Finance at Acumatica. On this episode of the Go To Masters Show, he shares how curiosity and people-first leadership drive operational excellence across diverse go-to-market models.

Building structure and process as enablers of speed, not barriers
Leading with empathy and prioritizing people during uncertain times
Strengthening analytical muscle over relying solely on AI tools

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From Data Geek to RevOps Leader: Amber Rouse on the Power of Metrics, AI & Cross-functional Impact

Conversations with GTM experts by Everstage — Tue, 29 Jul 2025 08:38:20 -0700

Amber Rouse is the Revenue Operations Director at Sharecare. On this episode of the Go To Masters Show, she shares her unique approach to transforming analytical insights into actionable revenue strategies across complex sales cycles.

Building KPI frameworks that predict success in long sales cycles before results materialize
Mastering cross-functional influence to optimize the entire customer journey beyond departmental silos
Leveraging AI and automation to eliminate tedious work while focusing on strategic implementation

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Finance Fireside: Niranjan Sivan on The 30-60-90 Playbook for Finance Leaders

Conversations with GTM experts by Everstage — Wed, 23 Jul 2025 02:49:03 -0700

Niranjan Sivan is the VP of Finance at Everstage. On this episode of the Go To Masters Show, he shares his strategic 30-60-90 day framework for finance leaders joining new organizations.

His learn-plan-scale approach to the critical first 90 days in any finance leadership role
Building trust as a business partner rather than coming in "with a stick" to cut costs
Why every number tells a story that finance leaders must unravel to drive strategic decisions

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Cass Ernst-Faletto on Balancing Revenue Speed vs Scale

Conversations with GTM experts by Everstage — Fri, 18 Jul 2025 06:43:49 -0700

Cass Ernst-Faletto is the Senior Director of Global RevOps at Pendo. On this episode of the Go To Masters Show, she shares her framework for balancing tactical execution with strategic thinking across revenue operations.

Her two-lever approach: unblocking near-term revenue vs laying groundwork for scalable processes
How to facilitate cross-functional alignment through shared goals and productive tension
Building RevOps expertise through weekly AI demos and networking to stay ahead of industry evolution

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Winning with Wellness: How Brandon Farb Drives Sales Success at Allstate Canada

Conversations with GTM experts by Everstage — Fri, 27 Jun 2025 02:37:17 -0700

Brandon Farb is the Director of Sales Planning and Compensation at Allstate Canada. On this episode of the Go To Masters Show, he talks about:

His "Winning With Wellness" program that allows salespeople to disconnect while maintaining earnings potential
Four guiding principles framework for creating fair, performance-driven, and sustainable comp plans
Monthly feedback sessions and open communication strategies that build trust between leadership and sales teams

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From SDR to RevOps Leader: Patrick Sweny’s Journey Through Strategy, Tech, and Transformation

Conversations with GTM experts by Everstage — Mon, 16 Jun 2025 03:12:58 -0700

Patrick Sweny is the Director of RevOps at Coursera. On this episode of the Go To Masters Show, he talks about:

Running RevOps teams with product management methodologies and sprint-based workflows
Mastering the art of setting boundaries and strategic technology evaluation
Evolving RevOps from data delivery to change management and strategic partnership

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Pricing Power Moves: From Tactics to Transformation with Karan Sood

Conversations with GTM experts by Everstage — Fri, 06 Jun 2025 08:46:41 -0700

Karan Sood is the Senior Director of Sales Operations at Rakuten Kobo. On this episode of the Go To Masters Show, he shares how pricing has evolved from a passive, cost-plus function to a strategic revenue driver that shapes entire go-to-market strategies.

Transforming pricing from "order-taking" to strategic value creation across different business models
Mastering the nuanced differences between PLG and sales-led pricing approaches
Using compensation as the ultimate behavior-change lever to drive pricing transitions

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The Future of Revenue Operations: Insights from Helene Hartmann-Dirani

Conversations with GTM experts by Everstage — Tue, 27 May 2025 03:31:58 -0700

Hartmann-Dirani is the VP of Revenue Operations and Enablement at Restaurant 365. On this episode of the Go To Masters Show, she shares her evolution from marketing to leading unified revenue operations.

Creating robust forecasting cadences that align entire organizations
Building cross-functional alignment between sales, marketing, and customer success
Leveraging AI to eliminate tedious tasks while improving data hygiene
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Finance Fireside: Jason Wooten on Scaling, Negotiating, and Leading with Context

Conversations with GTM experts by Everstage — Fri, 23 May 2025 08:02:40 -0700

Jason Wooten is the Head of Finance Operations at ClickUp. On this episode of the Go To Masters Show, he shares insights from his unique journey from sales to finance leadership.

Merging deal desk and procurement for unified decision-making
Balancing risk management with responsible revenue growth
Creating compensation plans that drive the right behaviors for better sales hygiene
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Revenue Operations with Foresight: Ajay Erogbogbo’s Approach to Long-Term Success

Conversations with GTM experts by Everstage — Wed, 21 May 2025 09:06:42 -0700

Ajay Erogbogbo is the Vice President of Revenue Operations at Pathward. On this episode of the Go To Masters Show, he shares how a finance-first mindset helps structure long-term revenue strategy.

Building revenue operations around predictability and actionable insights
Creating a 4-pillar framework to align short-term actions with long-term goals
Envisioning AI’s future in transforming forecasting and cross-functional collaboration

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Flavio Ferracuti on The Psychology of Change in Medical Sales

Conversations with GTM experts by Everstage — Thu, 15 May 2025 09:30:27 -0700

Flavio Ferracuti is the Director of Sales, EU Distributed Operations at STAAR Surgical. On this episode of the Go To Masters Show, he brings a global sales perspective rooted in medical innovation and strategic leadership. Flavio discusses:

Why strong customer relationships go beyond product and into business advisory
The role of psychology and neuroscience in sales success
The balance of scientific expertise and commercial acumen in the medical device space

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Alli McKeon on Why Driving Change is More Art than Science

Conversations with GTM experts by Everstage — Wed, 30 Apr 2025 04:41:46 -0700

Alli McKeon is the Director of Sales Strategy & Operations, Americas at OneTrust. On this episode of the Go To Masters Show, she shares her journey from auditing to Ops leadership, talking about:

Why momentum, buy-in, and “buzz” are key for organizational change
Why great RevOps is not just about data crunching
Embracing the “number two” role while advocating for yourself and your team

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Pratik Shrestha on The Art of Simplification in RevOps

Conversations with GTM experts by Everstage — Wed, 30 Apr 2025 02:44:16 -0700

Pratik Shreshta is the Director of Sales Ops at Qualys. He has experience in simplifying complex GTM systems to create seamless experiences. On this episode of the Go To Masters Show, he talks about:

Aligning cross-functional teams to buyer experience
How comp plan design and rep retention are deeply linked
The importance of changing your environment for career growth

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Ethan Lippman on Dashboards: Where Data Goes to Die

Conversations with GTM experts by Everstage — Tue, 22 Apr 2025 07:12:41 -0700

Ethan Lippman is the VP of Revenue Operations at Alkami Technologies. On this episode of the Go To Masters Show, Ethan shares a masterclass in building RevOps with intention, impact, and innovation. He dives into:

His journey from product management to RevOps
The power of "Democratize, Disseminate, Narrate” for driving data transparency
Creative strategies to boost efficiency across the full sales ecosystem

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Finance Fireside: Jessica Trimmer on Navigating Complex Quote-to-Cash Cycles and M&A Transitions

Conversations with GTM experts by Everstage — Tue, 08 Apr 2025 05:41:44 -0700

Jessica Trimmer is the Director of Revenue at Intapp. She’s a seasoned revenue accounting leader with over 20 years of experience driving operational excellence. This episode of the Go To Masters Show features Jessica, as she talks about:

Streamlining quote-to-cash (Q2C) cycles
Importance of collaboration across functions
The underrated potential of documentation & cross-training

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When Literature Meets Strategy: How Brianna Lewke’s Academic Background Helped Her Ace Sales Enablement

Conversations with GTM experts by Everstage — Fri, 21 Mar 2025 04:59:01 -0700

Brianna Lewke is the Senior Director of GTM Enablement at Lyra Health, where she ensures every market-facing employee is equipped to do the best work of their career. This episode of the Go To Masters Show features Brianna, as she talks about:

Her unique journey from German literature to sales enablement
Why enablement needs to be about teaching vs. training
Tips for improving cross-functional collaboration as RevOps

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The IPO Growth Formula: Diana Green’s take on Streamlining Ops & Driving Revenue

Conversations with GTM experts by Everstage — Tue, 18 Mar 2025 02:45:28 -0700

Diana Green is the VP of RevOps at Docker. Shifting from Finance to RevOps, she has over 25 years of experience, including pivotal roles at SentinelOne and NetApp. This episode of Go To Masters Show features Diana, as she talks about:

How data-driven decision-making shapes leadership
Key differences between pre-IPO and post-IPO operations
The impact of AI in RevOps

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Finance Fireside: Fawad Dar on The 3 Keys to Successful M&A Integration

Conversations with GTM experts by Everstage — Wed, 12 Mar 2025 05:39:53 -0700

Fawad Dar is the Financial Controller of Aviat Networks. He has led finance teams across global organizations, ensuring compliance and driving financial efficiency. This episode of Go To Masters Show features Fawad, as he talks about:

Best practices for integrating acquisitions and ensuring financial stability
How automation and analytics are shaping modern finance
Strategies to enhance cash forecasting and revenue recognition

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The $250M to $2.5B Growth Journey: Terry Lee’s Playbook on GTM Strategies & Scalable Systems

Conversations with GTM experts by Everstage — Fri, 28 Feb 2025 01:12:55 -0800

Terry Lee is the VP of Revenue Operations & Strategy at Harness. He has played a pivotal role in helping Harness scale ARR from $250M to $2.5B. This episode of the Go To Masters Show features Terry, as he talks about:

His exact playbook to achieving 10x revenue growth
The three pillars of a good GTM strategy
How to build a scalable GTM system

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Finance Fireside: Shalini Agarwal on Balancing Compliance and Innovation in Finance

Conversations with GTM experts by Everstage — Wed, 26 Feb 2025 03:55:11 -0800

Shalini Agarwal is the Director of Accounting at Starburst. With over a decade of experience in finance, she outlines her journey to her current leadership role. This episode of the Go To Masters Show features Shalini, as she talks about:

Leveraging technology & data in finance
Balancing compliance with operational efficiency
AI’s role in transforming finance

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Finance Fireside: Nikhil Agarwal on Navigating the Future of Finance

Conversations with GTM experts by Everstage — Mon, 24 Feb 2025 04:57:07 -0800

Nikhil Agarwal is the Senior Director of Global Finance at Browserstack. Aside from pharma and media, he has dabbled in the domain of finance across every industry in his 25-year career. This episode of the Go To Masters Show features Nikhil, as he talks about:

Staying updated with analytics & latest technologies
The impact of AI on Finance
The idea of commercial consciousness

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The Ops Efficiency Blueprint: Tancrede Juvin on Country Prioritization & Cross-Team Interlocks

Conversations with GTM experts by Everstage — Thu, 20 Feb 2025 23:35:43 -0800

Tancrede Juvin is the Senior Director of Strategy & Ops at Snyk. Having firsthand experience in setting up growth strategies at Veeam & Snyk, he talks about his blueprint to maximizing ops efficiency. This episode of the Go To Masters Show features Tancrede, as he talks about:

The growth hack of country prioritization
How to have “interlocks” to stay on top of critical questions
Ways to set realistic targets for sales teams

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Sales Enablement 101: Tomas Kral’s Blueprint for Building Successful Sales Teams & Processes

Conversations with GTM experts by Everstage — Tue, 18 Feb 2025 04:30:54 -0800

Tomas Kral is the Senior Manager of Sales Ops at Epicor. He talks about the best ways to navigate sales enablement based on his experience of 25 years in Sales & Sales Ops. This episode of the Go To Masters Show features Tomas, as he talks about:

The most effective sales conversation template
The key elements of an enablement process
How documentation helps in enablement success

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Building a Holistic GTM Approach: Greg Coman on Strategies, Forecasting, and ABM

Conversations with GTM experts by Everstage — Mon, 17 Feb 2025 06:02:47 -0800

Greg Coman is the Senior Manager of GTM Strategy & Analytics at Abnormal Security. Leveraging his learnings from the consulting space, he has crafted successful strategies in the cybersecurity domain. This episode of the Go To Masters Show features Greg, as he talks about:

How he crafted a GTM strategy for Cybersecurity
Devising new methodologies for forecasting sales
A more granular approach to ABM

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Alignment, Balance, and the Power of AI: Josh Blandy on Building Focused & Unified GTM Teams

Conversations with GTM experts by Everstage — Wed, 12 Feb 2025 05:10:10 -0800

Josh Blandy is the Head of Market & Commercial Strategy at Telstra. With over 2 decades of experience across strategy & consulting, he unpacks a lot of insights for GTM teams on this episode, like:

Driving focus for a unified GTM team
Balancing acquisition vs. retention
Aligning sales strategies with financial goals

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Finance Fireside: Jeremy Li on Expansion Challenges, Incentives, and AI in Finance

Conversations with GTM experts by Everstage — Mon, 27 Jan 2025 04:39:45 -0800

Jeremy Li is the Director of Strategy & Field Finance, APJ at Confluent. With over 15 years of experience in Finance & Operations, he has led strategic and tactical business initiatives. This episode of the Go To Masters Show features Jeremy, as he talks about:

How to tackle global expansion challenges
Designing long-term incentives aligned with company goals
The role of AI in Finance

Connect with Jeremy

Finance Fireside: Anthony Boston (AJ) on Cash Flows, Comp Planning, and FP&A Essentials

Conversations with GTM experts by Everstage — Thu, 09 Jan 2025 04:36:52 -0800

Anthony Boston, a.k.a. AJ, is the FP&A Manager at Route. He has over a decade of experience across Finance & Operations. This episode of the Go To Masters Show features AJ, as he talks about:

The importance of cash flow management
Key skills to grow as an FP&A professional
Considerations for data & building comp plans

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Mastering the Pre to Post Sales Journey: Raj Khanna’s Playbook on Team Structure, GTM Strategy, and Tools

Conversations with GTM experts by Everstage — Tue, 07 Jan 2025 03:41:56 -0800

Raj Khanna is the Head of Commercial Operations (Pre-to-Post Sales) at LiveRamp. He’s a techie turned Sales Ops leader with over two decades of experience. This episode of the Go To Masters Show features Raj, as he talks about:

How high-performing teams are made
Ways to create a fluid GTM strategy
The importance of tools

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Influence, Culture & Simple Comp Plans: Matthew Wester’s Roadmap for GTM Success

Conversations with GTM experts by Everstage — Wed, 04 Dec 2024 05:57:26 -0800

Matthew Wester is the Senior Manager of Sales Ops at Copado. Starting in Sales, he has worked in multiple industries before transitioning into sales operations. This episode of the Go To Masters Show features Matthew, as he talks about:

Nurturing influence with other functions
The importance of building culture & communication
What reps truly want from their comp plans

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Nurturing Trust through Compensation: Ryan Farber's Insights on Aligning Comp Plans and Ensuring Accurate & Timely Payouts

Conversations with GTM experts by Everstage — Tue, 03 Dec 2024 02:58:13 -0800

Ryan Farber is the Director of Sales Operations at Barracuda. He has over a decade of experience handling successful compensation programs. This episode of the Go To Masters Show features Ryan, as he talks about:

The need of aligning comp plans with overall business strategy
How to build trust with sales reps through accurate & timely payouts
Performing gap analysis between top-down expectations & bottom-up realities

Connect with Ryan

Collaboration, Feedback, and Comp Planning: Cory Benz’s Approach to Build Repeatable & Scalable Processes

Conversations with GTM experts by Everstage — Tue, 26 Nov 2024 05:11:32 -0800

Cory Benz is the Director of Revenue Operations at Crexi. He has vast experience working for growing industries like healthcare & real estate. This episode of the Go To Masters Show features Cory, as he talks about:

The importance of communication & collaboration
How to balance quantitative vs. qualitative feedback
Ways to build effective comp plans
How AI has evolved in RevOps

Connect with Cory

Finance Fireside: Gregory (Goyo) Schipilliti’s Take on Data, Modelling, & What Makes a Skilled FP&A Professional

Conversations with GTM experts by Everstage — Tue, 19 Nov 2024 02:31:01 -0800

Gregory (Goyo) Schipilliti is the International Finance Director at DailyPay. With a decade of experience in FP&A across industries, Goyo has built successful processes from scratch. This episode of the Go To Masters Show: Fireside Finance features Goyo, as he talks about:

A day in his life as International Director of Finance
Importance of learning financial modeling
Key traits of a strong FP&A professional
The future of AI in Finance

Connect with Goyo

From FMCG to B2B Sales Ops: Cristian Rinceanu’s Playbook on Data, Strategy & Leadership

Conversations with GTM experts by Everstage — Wed, 23 Oct 2024 03:25:41 -0700

Cristian Rinceanu is the Director of Sales Ops, Europe at Illumina. He has over 14 years of experience across various operations roles, working across 4 countries. This episode of the Go To Masters Show features Cristian, as he talks about:

His transition from FMCG to Biotech industry
His learnings from Unilever that extend to startups
Role of Sales Ops in accurate data management

Connect with Cristian

Building & Revamping Efficient Comp Plans: Nicholas McQueen’s Formula for Superior Sales Teams

Conversations with GTM experts by Everstage — Fri, 18 Oct 2024 04:23:55 -0700

Nicholas McQueen is the Revenue Commissions Manager at Entrata. He’s a specialist in finance & sales commissions. This episode of the Go To Masters Show features Nicholas, as he talks about:

How to craft effective compensation plans
The latest trends in AI & Sales Compensation
3 skills to ace in the field of incentive compensation

Connect with Nicholas

Finance Fireside: Doron Shohet on Process Efficiency, Decision-Making, & the Age of AI in Finance

Conversations with GTM experts by Everstage — Mon, 14 Oct 2024 08:33:11 -0700

Doron Shohet is the VP of Business Finance at Yotpo. He has over 10+ years of experience in Finance & Accounting. This episode of the Go To Masters Show: Fireside Finance features Doron, as he talks about:

Ways to ensure process efficiency to manage costs
Impact & growth of Finance in the SaaS industry
His approach to making strategy level decisions
Leveraging AI in Finance

Connect with Doron

The 4-Pillar RevOps Framework: Marc Mastracola's Blueprint for Scaling RevOps' Efficiency & Growth

Conversations with GTM experts by Everstage — Thu, 10 Oct 2024 09:20:22 -0700

Marc Mastrocola is the Director of Revenue Operations at Peek. Over the past 12 years, he has seen RevOps evolve and has gained experience across various companies. This episode of the Go To Masters Show features Marc, as he talks about:

How he achieve 5x growth in recurring revenue at Sonder
RevOps in Hospitality Tech vs. B2B SaaS
The 4 core pillars of RevOps

Connect with Marc

RevOps Mythbusters: Kumail Mukadam’s Take on Org Hierarchy, Leveraging Data & Team Culture

Conversations with GTM experts by Everstage — Tue, 08 Oct 2024 03:22:58 -0700

Kumail Mukadam is the Senior Director of Revenue Operations at Claroty. With 10+ years of experience in this rapidly growing field, Kumail dispels some hot takes in RevOps in this episode of Go To Masters Show: RevOps MythBusters.

Here’s what’s covered in the podcast:

RevOps shouldn’t exist as a separate function.
RevOps should report to the CFO, the CEO, or the CRO.
Enablement should NOT fall under the purview of RevOps.
RevOps are addicted to firefighting and solving daily ops problems.

Connect with Kumail Mukadam

Alignment, Collaboration, & Empathy: Lessons from Lauren Hughes’s Leadership Playbook

Conversations with GTM experts by Everstage — Wed, 11 Sep 2024 04:17:43 -0700

Lauren Hughes is the Global Head of Revenue Operations at InMobi. She’s passionate about RevOps, having over more than 20 years of experience in the field. This episode of the Go To Masters Show features Lauren, as she talks about:

Key strategies to align sales teams with overall revenue goals
Ways to effectively collaborate with other leaders
How to be empathetic to sales leaders as RevOps

Connect with Lauren Hughes

Unraveling Sales Ops with Jeff Narduzzi: Evolution, Effective Strategies, & Career Growth Tips

Conversations with GTM experts by Everstage — Wed, 04 Sep 2024 05:48:01 -0700

Jeff Narduzzi is the Director of Sales Operations at SysDig. He has over 10+ years of experience across Sales & Sales Ops. This episode of the Go To Masters Show features Jeff, as he talks about:

Evolution of Sales Ops over the years
Strategies for effective sales processes
3 pieces of advice for Aspiring Sales Ops professionals

Connect with Jeff Narduzzi

Real Estate Sales to RevOps Success: Peter Charshafian on Forecasting, Collaboration & Strategic Initiatives

Conversations with GTM experts by Everstage — Thu, 22 Aug 2024 04:05:01 -0700

Peter Charshafian is the RevOps & Sales Strategy Manager at Branch. With an extensive background in real estate, he has transferred his learnings across industries to his current role as a GTM leader. This episode of the Go To Masters Show features Peter, as he talks about:

The art & science of forecasting
How RevOps can become more strategic
3 pieces of advice for career growth

Connect with Peter Charshafian

Unlocking RevOps’ Potential: Joshua Janes’s Insights on Strategy, Collaboration, & Growth

Conversations with GTM experts by Everstage — Wed, 14 Aug 2024 05:01:36 -0700

Joshua Janes is the VP of Revenue Operations & Analytics at Addi. With 15+ years of experience, he’s passionate about resolving complex RevOps challenges. This episode of the Go To Masters Show features Joshua, as he talks about:

Unlocking the strategic potential of RevOps
Effectively collaborating with other functions
Books & resources to grow in RevOps career

Connect with Joshua Janes

Unifying Siloed Ops, Collaboration, & Tech Tools: Navin Persaud’s Guide for RevOps-Driven Growth

Conversations with GTM experts by Everstage — Thu, 08 Aug 2024 04:07:13 -0700

Navin Persaud is the VP of Revenue Operations at 1Password. He has over 20+ years of experience across sales, Sales Ops, Marketing Ops & RevOps. This episode of the Go To Masters Show features Navin, as he talks about:

How RevOps must be an all-encompassing function
Ensuring constructive cross-functional collaboration
Evaluating tech tools from a utility vs. ROI viewpoint

Connect with Navin Persaud

Consumption Business Growth Hacks: Dominik Jaworski’s Tips on Marketplace Strategies & Cross-functional Teamwork

Conversations with GTM experts by Everstage — Thu, 01 Aug 2024 05:18:09 -0700

Dominik Jaworski is the VP of Strategy & Business Operations at Matillion. He has over 15 years of experience in consulting & strategy. This episode of the Go To Masters Show features Dominik, as he talks about:

The 2 ways to enable cross-functional collaboration
Leveraging marketplace as a channel for growth
Differences between consumption-based model vs. traditional SaaS model

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Building a Winning Sales Ops Team: Ruchika Chopra’s Lessons on Culture, Technology, & Change

Conversations with GTM experts by Everstage — Thu, 25 Jul 2024 04:45:23 -0700

Ruchika Chopra is the VP of Sales Operations at Illumio. She has over 2 decades of experience in building, scaling, & optimizing GTM teams. This episode of the Go To Masters Show features Ruchika, as she talks about:

Importance of building the right team culture
Using ops as a lever for growth and building for scale
Navigating acquisitions and maintain business continuity

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From Consulting to RevOps Excellence: Kristina Kardell’s Learnings on Collaboration & Prioritization

Conversations with GTM experts by Everstage — Tue, 23 Jul 2024 04:37:31 -0700

Kristina Kardell is the Associate Director of Revenue Operations & Strategy at Leapsome. Prior to venturing into RevOps, she honed her background in consulting at Navigio. Go To Masters Show features Kristina, as she talks about:

Her learnings from being a Consultant
Setting ideal cadences to enable collaboration across teams
How to prioritize projects & tasks as RevOps

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Setting Up Successful Partnerships in Europe: Ida Stoier’s Take on Frameworks & Building Presence

Conversations with GTM experts by Everstage — Tue, 16 Jul 2024 05:03:46 -0700

Ida Stoier was the former Director of Sales & Partnerships at Pleo. She has extensive experience in sales & consulting. This episode of the Go To Masters Show features Ida, as she talks about:

Frameworks for setting up partnerships
How to build business presence across Europe
Adding beyond monetary value as a partner

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GRR, Comp Plans, & Cross-Functional Collaboration: Amir Hershkovitz’s Guide To RevOps Success

Conversations with GTM experts by Everstage — Tue, 18 Jun 2024 04:35:23 -0700

Amir Hershkovitz is the Director of Revenue Operations at AppsFlyer. He has a vast experience in finance, having started his journey as a revenue accountant. This episode of the Go To Masters Show features Amir, as he talks about:

How to build objective-focused comp plans
Statistical model predicting GRR loss
3 pieces of advice for career growth in RevOps

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Territories, Sellers, & Productivity: Jamie Edwards’s Tips to Build High-Performing Sales Teams

Conversations with GTM experts by Everstage — Thu, 06 Jun 2024 04:26:13 -0700

Jamie Edwards is the Head of GTM Operations & Tools at Gusto. Starting out as a sales rep, he’s had a stellar career growth in GTM Ops. This episode of the Go To Masters Show features Jamie, as he talks about:

The concept of attach rates
Challenges with traditional geographic segmentation
How to effectively boost productivity among sales reps

Connect with Jamie Edwards

OKRs, KPIs, & Tripwire Collaboration: Michael Duncan’s Playbook for RevOps Success

Conversations with GTM experts by Everstage — Thu, 30 May 2024 03:44:24 -0700

Michael Duncan is the Director of Global GTM Strategy, Insights, & Incentives at Gong. With a strong background in finance, he has over 10+ years of experience in the RevOps space. This episode of the Go To Masters Show features Michael, as he talks about:

Tripwires concept for improving cross-functional collaboration
OKRs and KPIs for RevOps
Ways to effectively use tools in your tech stack

Connect with Michael Duncan

Delving Deep into Revenue Enablement: Gail Behun’s Hands-On Tactics to Drive Growth

Conversations with GTM experts by Everstage — Tue, 28 May 2024 03:07:11 -0700

Gail Behun was a former Senior Director of Revenue Enablement at LivePerson. She is also the president of Revenue Enablement Society, a non-profit organization in the revenue enablement space. This episode of the Go To Masters Show features Gail, as she talks about:

How RevOps & Sales Enablement can effectively collaborate
Key metrics to consider for Revenue Enablement
Using AI to optimize revenue enablement

Connect with Gail Behun

Partnerships, Policies, & Rules of Engagement: Sive Sakac’s Guide for Setting Up RevOps in EMEA

Conversations with GTM experts by Everstage — Thu, 23 May 2024 04:03:38 -0700

Sive Sakac is the Lead Revenue Operations Manager - EMEA at Fivetran. She has an extensive experience working with large enterprises like Qualtrics & Autodesk. This episode of the Go To Masters Show features Sive, as she talks about:

RevOps policies for venturing into the EMEA market
The importance of partnerships in EMEA
Best ways to roll out redefined rules of engagement

Connect with Sive Sakac

People, Tech Tools, & Metrics: Rahil Jetly’s Blueprint for RevOps Success

Conversations with GTM experts by Everstage — Tue, 21 May 2024 05:18:39 -0700

Rahil Jetly is the Senior Sales Ops Manager at Carta. Starting as a discovery analyst, he has a rich experience of setting up RevOps functions across companies. This episode of the Go To Masters Show features Rahil, as he talks about:

The key metrics for GTM success
How to evaluate tools as RevOps
3 pieces of advice for career growth in RevOps

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Applying Cross-Industry Principles: April Gross’s Tips for Boosting Revenue & Collaboration

Conversations with GTM experts by Everstage — Thu, 16 May 2024 04:17:39 -0700

April Gross was the former Senior Director of Go To Market & Growth Solutions at Criteo. She has successfully built enablement functions from the ground up at 2 companies. This episode of the Go To Masters Show features April, as she talks about:

Applying pharmaceutical sales techniques to tech sales
Key factors to optimize performance
Effective ways to ensure cross-functional collaboration

Connect with April Gross

Prioritization & Collaboration: Danny Schonfeld’s Tips For Boosting RevOps Productivity

Conversations with GTM experts by Everstage — Tue, 14 May 2024 05:27:35 -0700

Danny Schonfeld is the VP of Revenue Operations at Glia. Starting his journey in consulting, he has worked with giants like Deloitte & LinkedIn before venturing into RevOps. This episode of the Go To Masters Show features Danny, as he talks about:

How to master the art of prioritizing tasks as RevOps
Cross-functional collaboration & its importance
3 key skills for a great RevOps professional

Connect with Danny Schonfeld

Achieving 10x Revenue Growth: Elisha Gill's Playbook on Scaling ARR & Building Comp Plans

Conversations with GTM experts by Everstage — Thu, 09 May 2024 04:30:15 -0700

Elisha Gill is the Director of GTM Operations at CommerceIQ. She had helped her previous company, SumoLogic, scale up tenfold in ARR. This episode of the Go To Masters Show features Elisha, as she talks about:

Her playbook for scaling SumoLogic’s revenue from $30 Mn to $300 Mn
Ways to build compensation plans for seller & non-seller roles
Striking a balance between sales & finance teams

Connect with Elisha Gill
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Dashboards, KPIs & Metrics: Adam Edmiston's Guide to Visualize Impact & Success

Conversations with GTM experts by Everstage — Tue, 07 May 2024 04:08:23 -0700

Adam Edmiston is the Associate Director of Revenue Operations & Strategy at Bloomreach. He ventured into RevOps after starting out as an accounting intern & gaining experience through multiple domains. This episode of the Go To Masters Show features Adam, as he talks about:

Important metrics to analyze business success
Effective ways to help teams visualize their contribution
KPIs to bring multiple functions to collaborate with each other

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Driving Sales Excellence: Dan Jiao’s Insights on Building Effective Sales Teams & Strategies

Conversations with GTM experts by Everstage — Thu, 02 May 2024 01:07:07 -0700

Dan Jiao is the VP of Revenue Operations at Signifyd. Starting his career as a chemical engineer, he ventured into sales before rising the ranks to become a RevOps leader. This episode of the Go To Masters Show features Dan, as he talks about:

Effective ways to build & implement sales strategies
How to hire, onboard, & motivate reps to exceed their quotas
Bringing other functions to collaborate

Connect with Dan Jiao
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Mentorship, Collaboration and Tech Stack: Pushkar Bahl's Strategies for Driving RevOps Growth

Conversations with GTM experts by Everstage — Tue, 30 Apr 2024 06:31:58 -0700

Pushkar Bahl is the APJ Revenue Operations Director at Tealium. Starting as an accountant, he moved from finance to operations to become a RevOps leader. This episode of the Go To Masters Show features Pushkar, as he talks about:

How to seek mentorship & the desirable qualities of a mentee
The fundamental difference between Sales Ops & RevOps
Strategies to build an effective RevOps tech stack

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Decoding Revenue Enablement: Kunal Pandya's Guide on Driving Revenue Impact

Conversations with GTM experts by Everstage — Mon, 15 Apr 2024 06:07:24 -0700

Kunal Pandya is the Global VP of Revenue Enablement at Corsearch, and the Founder & CEO of Sales Velocity Labs. Starting as an IT analyst, he has delved into revenue enablement and has a rich experience. This episode of the Go To Masters Show features Kunal, as he talks about:

The importance of enablement in creating revenue impact
Sales velocity equation and how it’s important for SaaS
Recent trends & developments in revenue enablement

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Managing RevOps Teams Effectively: Oscar Armas-Luy's Guide on Key Challenges & Strategies

Conversations with GTM experts by Everstage — Wed, 10 Apr 2024 04:24:48 -0700

Oscar Armas-Luy is the Senior Director of Revenue Operations at Beeline. His passion for data & creating stemmed from the beginning of his career as an analyst. This episode of the Go To Masters Show features Oscar, as he talks about:

The link between data, tech tools, and solution-selling
KPIs to gauge the success of RevOps initiatives that drive impactful growth
Challenges in RevOps and strategies to solve them

Connect with Oscar Armas-Luy
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Ascending the RevOps Ladder: Jordan Shaheen's Checklist for Effective Growth

Conversations with GTM experts by Everstage — Mon, 01 Apr 2024 05:19:49 -0700

Jordan Shaheen is the Head of Revenue Strategy & Operations at Candid. He has had an incredible career journey — starting from a customer ops associate to currently leading the RevOps team at Candid. This episode of the Go To Masters Show features Jordan, as he talks about:

How he helped Candid transition from the D2C to the B2B space
Effective ways to collaborate with other functions in a strategic way
Important tips to keep in mind while hiring and onboarding new team members

Connect with Jordan Shaheen
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Acquisition, Onboarding, and Strategic Alignment: Insights from Vedant Arora's RevOps Playbook

Conversations with GTM experts by Everstage — Thu, 21 Mar 2024 04:37:18 -0700

Vedant Arora is the Senior Manager of Revenue Operations & Strategy at InMobi. With 10+ years of experience in revenue strategy & operations, he enables GTM teams by leveraging through processes & analytics.

This episode of the Go To Masters Show features Vedant, as he talks about:

His approach to acquiring customers in SMB vs. Enterprise Segments
Expectations from a new RevOps hire over a span of 30, 60, and 90 days
Key considerations to align GTM strategy with overarching business goals

Connect with Vedant Arora
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Leveraging Data for Business Impact: Ramabhadran Kapistalam's Expert Insights for Sales Ops Professionals

Conversations with GTM experts by Everstage — Wed, 17 Jan 2024 05:44:46 -0800

Ramabhadran Kapistalam is the present Head of Global Sales Operations, Strategy & Analytics at RedHat. Starting his career as a Data Scientist, he has more than 20 years of experience working with data, analytics, strategy and operations.
This episode of the Go To Masters Show features Ram, where he talks about:

His transformation from a data scientist to leading operations and strategy
The significance of data in bridging the gap between strategy & execution
How to build focus on leading indicators instead of lagging indicators

Connect with Ramabhadran Kapistalam
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Scaling Sales Processes for GTM Strategy: Saket Kapoor's Blueprint for Success

Conversations with GTM experts by Everstage — Wed, 20 Dec 2023 03:25:51 -0800

Saket Kapoor helms the Worldwide GTM Strategy at Citrix, a global cloud software and services company. With over 15 years of experience in setting up operations and strategy across multiple organizations, his focus lies in leading corporate growth initiatives and planning large-scale transformations in competitive markets.

This episode of the Go-To-Masters Show features Saket, where we discuss:

The fundamental essence of GTM strategy
Key focus areas for GTM Planning for 2024
GTM strategies for channels and marketplaces
Tips for setting up sales processes for GTM function

Connect with Saket Kapoor
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Driving Bottom-Line Growth Through Sales Enablement and GTM Strategies with Laura Fu

Conversations with GTM experts by Everstage — Wed, 22 Nov 2023 13:34:08 -0800

Laura Fu is the VP of Revenue Operations & Productivity at Olo. A leading open SaaS platform for restaurants that enables hospitality at every touchpoint. Laura is currently building a GTM strategy and operational roadmap to help Olo get to $1B in revenue by developing frameworks that support organizational structure, goal setting, sales, customer growth, customer type and channel strategy in partnership with the CRO.

Prior to Olo, Laura held key positions in Kong and Sprinklr spearheading the GTM operations and enablement.

The latest episode of The Go-To-Masters Show features Laura, where we discuss:

Transitioning from the sales training and enablement side to the Ops side and how enablement strategy complements operational goals.
Key areas of focus in enablement
Building an effective yet scalable sales process & team across the GTM functions
Creating incentive plans that are not only effective but also benchmarked for success

Connect with Laura Fu
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Fostering Revenue Growth through Empowering Sales Teams: A conversation with Nicholas Vanholsbeke

Conversations with GTM experts by Everstage — Tue, 07 Nov 2023 03:45:10 -0800

Nicholas is the Senior Manager of Sales Operations at Numerator. With a background in SaaS and the manufacturing industry. Nicholas is a strong finance professional skilled in budgeting, forecasting and variance analysis. Proficient in Salesforce, Clari, Xactly, SAP, Netsuite, TM1, Cognos and Microsoft Suite. Nicholas is poised to make a significant impact on Sales compensation and Operations.

Before joining Numerator, Nicholas held at key positions at Cars.com and The Classic Residence by Hyatt.

The latest episode of The Go-To-Masters Show features Nicholas, where we discuss:

How crucial financial skills such as budgeting and variance analysis are utilized in Sales Operations to enhance efficiency
Approaches to sales forecasting in Sales Operations and its impact on overall business strategies
Strategies for fostering collaboration between Sales Operations and sales teams to ensure alignment and drive revenue growth
Anticipated trends and developments in Sales Operations

Connect with Nicholas Vanholsbeke
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Unlocking Success in GTM Ops: A Conversation with Rachel Lacsamana

Conversations with GTM experts by Everstage — Thu, 12 Oct 2023 04:05:35 -0700

Rachel Lacsamana is the Sr. Program Manager, GTM Ops at Komodo Health. With a background in commercial and operational roles, she is an experienced professional. Rachel brings a track record of successfully directing enterprise-level stakeholders through the execution of strategic go-to-market (GTM) plans, making her a trusted subject matter expert in GTM strategy and operations.

Prior to joining Komodo Health, Rachel held the position of a project manager at UL and is currently managing her own startup, The Limit DNE LLC."

The latest episode of The Go-To-Masters Show features Rachel, where we discuss:

Smooth Transition Between GTM Operations and Product Management
Alignment of Stakeholders to Achieve Collective Vision
Deeper Coaching and Creating New Outputs
Effective Use of Frameworks, Templates, and Workshopping for achieving the GTM success

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Unlocking High-Performing Sales Teams by perfecting SalesOps and Finance Collaboration: Insights from Vicki's Journey

Conversations with GTM experts by Everstage — Tue, 03 Oct 2023 05:42:14 -0700

Vicki Werner is the Director of Sales Operations at AMI. Vicki shares her non-traditional path to Sales Ops, reflecting how people don’t typically aim for this career from the start, and how her unique background shaped her perspective. Prior to joining AMI, Vicki held the position of VP, of Sales Operations at Verint.

The latest episode of The Go-To-Masters Show features Vicki, where we discuss:

Fusion of Finance and Operations, highlighting the advantage of her dual expertise and how it gives her a competitive edge in handling Sales operations
Navigating Sales compensation debates and the emphasis on having a risk-reward revenue growth lens instead of mere cost-cutting
Choosing the right metrics between bookings and collections. Vicki explores the dilemma between bookings and collections as measures of Sales performance, offering insights on how businesses can discern the most suitable metric based on an Ops/Finance perspective
The hands-on approach in configuring workflows and processes. Vicki emphasises how this proactive attitude enhances business and operational results

Connect with Vicki Werner
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Unlocking RevOps Excellence: Insights from Shantanu Shekhar on Strategy, Team Building, and Commission Plans

Conversations with GTM experts by Everstage — Wed, 20 Sep 2023 09:33:13 -0700

Shantanu Shekhar is the Senior Director of GTM Operations for Gong, leading go-to-market strategy, process excellence, and cross-functional alignment for their international markets. He also leads Gong’s account management team in EMEA, which is focused on driving value for their existing customers in the region.

Prior to joining Gong, Shantanu held key revenue operations/GTM leadership positions at LinkedIn and Nitro. He is also a former management consultant from Bain & Co.

The latest episode of The Go-To-Masters Show features Shantanu, where we discuss:

Approaching the EMEA market as a RevOps professional and assessing the RevOps maturity.
The ideal steps to build a successful RevOps team from scratch.
The playbook for setting up a tech stack in RevOps? What are the painkillers vs. vitamins?
The importance of commission plans in the context of RevOps.
Creating effective commission plans that align with the goals and incentives of a RevOps team.

Connect with Shantanu Shekhar
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Navigating the Intersection of RevOps and Marketing: Insights from Lorena's Journey and ABM Expertise

Conversations with GTM experts by Everstage — Mon, 04 Sep 2023 08:05:36 -0700

Lorena Morales is the Director of Global Digital Marketing Revenue Operations at JLL, a professional services firm that specializes in real estate and investment management and operates across more than 80 countries. Lorena talked us through why Marketing should be considered an extension of revenue operations and how RevOps plays a vital role in the success of the ABM initiative.

The latest episode of The Go-To-Masters Show features Lorena, where we discuss:

How different the Sales tech set-up is in the real estate industry compared to B2B SaaS?
Handling the modern tech stack problem and the challenges of a globally distributed tech stack.
Managing the complete sync of data within the tech stack, as ABM is proving to be a game-changer in outbound marketing.
How RevOps and marketing should collaborate for the success of ABM campaigns.

Connect with Lorena Morales
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Enhancing Sales Process Efficiency with the Right Operations Strategy with Josh Pudnos

Conversations with GTM experts by Everstage — Fri, 11 Aug 2023 06:16:14 -0700

Josh Pudnos is a seasoned revenue strategist and operations expert, renowned for his remarkable proficiency in constructing and leading cross-functional teams. His areas of specialisation include sales strategy and operations, enablement. Josh currently holds the position of VP, Global Head of Sales Operations at Exiger, a leading supply chain management software company.

The latest episode of The Go-To-Masters Show features Josh, where we discuss:

Building a scalable and motivating sales commission plan
Why do SaaS companies need to consider LTV and CAC for their growth?
The "UX of RevOps” and why data interpretation is a key thing in presenting to the C-Suite?
Major trends in Sales compensation and planning methodologies.

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Achieving Operational Excellence: Collaborating for Success in Sales and Operations

Conversations with GTM experts by Everstage — Fri, 28 Jul 2023 07:17:41 -0700

Darren Fay is an accomplished Revenue Operations Leader driving growth with strategic expertise and revenue optimization. A skilled coach, he fosters exceptional team outcomes by implementing scalable processes and data-informed decisions. Proficient in Salesforce, Snowflake, Tableau, Outreach, Clari, and more. Darren is poised to make a significant impact on revenue operations.

Darren shares his journey from Sales to Revenue Operations, offering tips for a smooth transition into RevOps
Drawing parallels between his firefighting past and current role, highlighting similarities and differences between Sales and Ops
Darren emphasizes key data points for achieving better revenue forecasting in a dynamic business landscape
How to foster collaboration between Sales and Ops, building scalable processes with effective channels
As a RevOps Leader in Instructure, Darren addresses the modern challenges of optimizing territory planning for diverse geographical landscapes.
Darren envisions the growth of operations and the impact of AI, highlighting key trends for ops professionals to prepare for.

Connect with Darren Fay
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Strategies for Navigating Revenue Operations & Tech Stack Complexity: Enablement, Adoption, and Future Evolution

Conversations with GTM experts by Everstage — Thu, 13 Jul 2023 11:32:30 -0700

Olga Traskova holds the position of VP of Revenue Operations at BirdEye, a leading reviews software and messaging platform. Motivated by an insatiable curiosity regarding the intricacies of successful marketing operations and the critical need for alignment between marketing and sales, Olga strategically pursued a career in revenue marketing and revenue operations (RevOps). With more than a decade of experience, Olga is spearheading the revenue operations function in BirdEye.

The latest episode of The Go-To-Masters Show features Olga, where we discuss:

Managing the complexity of the Revenue tech stack, taking into account its enablement and adoption.
Establishing an effective rhythm in the RevOps channel to facilitate a steady pipeline movement.
Dealing with the challenges of building a RevOps team with limited guidance.
Exploring the pivotal role of RevOps in supporting sales and forecasting during these turbulent times.

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Unleashing Global Expansion through Strategic SE & Partnerships with Semir Jahic of Clari

Conversations with GTM experts by Everstage — Wed, 14 Jun 2023 06:44:04 -0700

Semir is a part of the Clari EMEA leadership team and is a passionate GTM leader with proven success in leading sales engineering teams and operations. Semir joined Clari in 2020 to help launch the EMEA region as part of Clari’s international expansion. He supported the growth of the company across the region by hiring and leading the presales team and other GTM team members. Before joining Clari, he spent time at Accenture and Salesforce where he led digital transformation projects and worked in sales engineering across EMEA.

The latest episode of The Go-To-Masters Show features Semir Jahic, where we discuss:

0 to 1 Journey in the EMEA landscape
How's the approach differ between the US and Europe, and what kind of impact does it have on territory planning?
How can RevOps play a pivotal role in supporting sales and forecasting during these turbulent times?
Building a revenue engine that can effectively capture all signals and foster a rigorous sales process is crucial for achieving better revenue precision
SaaS is churning more than winning? So what should companies do to overcome the challenge?
Navigating the European landscape with distinct regulations and requirements that can significantly impact businesses operating within its borders

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