The Revenue Leadership Podcast with Kyle Norton

• E37: Jason Wolf on Uncovering Hidden Growth Opportunities in Go-To-Market

  Jason Wolf, President of FullStory and former CRO at Ping Identity and SAP Ariba, joins Kyle Norton to share how companies unlock step-change growth by entering new markets, building new capabilities, and aligning cross-functional teams. Jason has led revenue growth from $200 million to $1.6 billion and brings hard-won lessons from scaling globally.He explains how to time multi-product and multi-region moves, validate new growth bets, and build strategies driven by customer pull rather than competitor pressure. Jason also covers the role of go-to-market in product innovation, how to focus teams around renewals, and what it takes to scale with speed and precision.Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!Key chapters:(00:00) - Jason Wolf's Impressive Journey(02:00) - Defining New Growth Horizons(03:25) - Building Character Through Change(04:10) - Mental Map for Growth Opportunities(05:00) - What Growth Truly Means(06:30) - Finding and Serving New Buyers(07:53) - Stated vs. Observed Truths(10:00) - Deciding Where to Grow Next(14:38) - Lessons from Expanding Globally(18:30) - Staging Product and Geographic Expansion(25:23) - The Pioneer's Mindset in New Markets(35:52) - Go-to-Market's Role in Product Innovation(44:50) - The Rise of the Specialist(57:57) - The New Revenue Algorithm(1:12:00) - Driving World-Class Alignment

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• E36: Why Product Thinking Beats Process Obsession in GTM with Sangeeta Chakraborty

  Most GTM teams operate in straight lines. Sangeeta Chakraborty believes they should function more like product organizations, with constant iteration, testing, and learning.In this episode, the former CRO of Miro shares how applying product management principles helped her design go-to-market systems that reflect the full customer journey. She explains how her team ran structured GTM experiments, embraced cross-functional collaboration, and built systems for long-term customer growth. Kyle and Sangita also discuss why she believes the term “post-sales” is outdated, the mindset shift required to move from functional leadership to company leadership, what CROs need to understand about financial modeling, how to evaluate talent beyond the pitch, and more.Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

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  1:19:09
• E35: Building a Multi-Product Platform with Seismic’s CRO, Hayden Stafford

  In this episode, Kyle Norton sits down with Hayden Stafford, President and CRO at Seismic, to unpack what it really takes to transform a company from a single-product business into a true multi-product platform. Drawing from his experience leading global teams at Microsoft and now steering Seismic toward half a billion in ARR, Hayden shares the go-to-market, organizational, and cultural changes required to make the shift. From overhauling sales motions and enablement to building a value consulting function and rethinking partnerships, Hayden offers a candid look at the challenges and breakthroughs behind Seismic’s platform evolution. Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!Key Moments:(00:00) Introduction(03:06) Understanding the Transition from Product to Platform(05:47) Seismic's Evolution: From Content Automation to Comprehensive Platform(09:03) The Role of Enablement in Sales Success(11:55) Strategic Decisions: Joining Seismic and Transforming the Company(14:53) Navigating the Go-to-Market Strategy for Multi-Product Companies(17:55) Building a Strong Ecosystem for Platform Success(20:59) Partner Selection and Metrics for Success(23:56) Final Thoughts on Platform Strategy and Future Directions(40:20) Navigating Pricing and Business Value(45:04) The Importance of Value Continuum(47:55) Transitioning to Platform Positioning(55:01) Engaging with CROs and Sales Leaders(01:00:57) Common Pitfalls in Platform Transformation(01:08:47) Lessons from Past Experiences

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• E34: Why Enablement Is the Most Overlooked Growth Lever with Luke Arno, CRO of Transcend

  Is enablement the most overlooked growth lever in sales? Luke Arno thinks so—and he’s got the track record to prove it.In this episode, Kyle Norton talks with Luke Arno, CRO at Transcend and veteran of Salesforce, Box, and Segment, about how great enablement can drive real sales productivity. Luke breaks down his three-part framework—onboarding, ongoing development, and in-the-moment field strategy—and shares how to build programs that actually move the needle. They also dive into how to hire for enablement, measure its impact, and create a high-skill, high-will sales culture rooted in coaching, clarity, and accountability.Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. Join the revenue leaders redefining growth at Pavilion's CRO Summit 2025, which will be held on June 3rd at the Denver Art Museum. Register today.Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

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  1:17:29
• E33: What It Takes to Be a Revenue Leader in the AI Era with Mike Donohue, CRO of 11x

  What happens when a company completely replaces its SDR team with AI? In this episode, Kyle Norton sits down with Mike Donahue, CRO at 11X, to unpack how digital workers—AI agents named Alice and Julian—now generate over 90% of the company’s pipeline.Mike shares how 11X is pioneering an AI-native go-to-market model, where full-cycle reps are supported by centralized agent orchestration, and where growth marketing owns what used to be outbound sales. You’ll hear how AI is reshaping sales roles, why traditional BDR hiring may soon be obsolete, and what CROs must learn today to stay relevant tomorrow.StackOptimise AI Course hereNew episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!Key Moments:(00:00) Introduction(01:56) Current State of AI Adoption in GTM Teams(04:55) The Importance of AI for CROs(10:16) The Future of AI in Sales and Marketing(14:30) Understanding Digital Workers and Their Impact(18:57) Managing Digital Workers for Sales Efficiency(22:25) The Role of AI in Outreach(25:35) Determining AI's Fit for Different Markets(30:49) Best Practices for AI Adoption in Organizations(45:54) Learning and Adapting in AI(48:59) First Principles Thinking in Sales(01:02:42) The Future of Sales in an AI Era(01:07:54) Key Traits of Successful Revenue Leaders(01:11:49) Lessons Learned in Leadership

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