The Pocus Unlocking Revenue Podcast

Victoria Loewenstern of ContentSquare explains why most SDR teams are built wrong—and how prioritization, multitouch outreach, AI, and cold calling actually drive pipeline.

Alison Silver of Brex explains why post-sales is the new GTM battleground—and how dedicated client sales teams drive retention, expansion, and long-term growth.About Alison Alison Silver is a SaaS sales leader with over a decade of experience helping fintech and enterprise teams grow revenue and strengthen go-to-market strategies. She has led teams through rapid expansion, guided new market entries, and built sales organizations that focus on both results and long-term sustainability. At Brex, Alison helped shape the Client Sales function, introduced programs that improved quota attainment, and partnered across departments to accelerate pipeline growth. Prior to Brex, she played a key role in building high-performing teams and scalable processes at Emburse and other SaaS organizations. Known for fostering collaborative, high-energy cultures, Alison focuses on aligning people, processes, and technology to support customer success and company growth. She enjoys sharing practical strategies for sales process optimization, cross-functional alignment, and team development, and is an active user and advocate of Gong in driving sales excellence.

Andy Varshneya of Redis explains how marketing ops becomes a strategic force—bridging execution, leadership, and cross-functional alignment to reduce friction and drive GTM results.About AndyAndy Varshneya is Chief of Staff and VP of Marketing Operations at Redis, where he helps scale GTM teams, align strategy with execution, and protect a culture of collaboration and clarity.

Patrick Lavergne of Coveo explains how signal-based prospecting and AI help sales teams prioritize the right accounts, reduce prep time, and improve pipeline quality.

Learn how to build a scalable pipeline engine without relying on a single channel, using events, ABM, and AI-powered BDR workflows.Flora Felisberto (SecurityScorecard) shares how enterprise marketing teams generate pipeline in cybersecurity and why there are no silver bullets.About FloraFlora Felisberto is a growth marketing leader with 15+ years of experience driving revenue across demand generation, digital, operations, customer marketing, and business development. She leads global revenue marketing at SecurityScorecard, running the company’s pipeline engine across all channels. Previously, she helped scale OutSystems to $350M+ in revenue and held marketing leadership roles at Rapid7, Perfecto Mobile, Mendix, and ZoomInfo.

Megan Boone of Redis explains why modern marketing must act as the intelligence engine of GTM—and why AI, SDR alignment, and first-principles thinking matter more than playbooks or attribution.

Rob Giglio of Canva explains how AI and visual communication are changing the future of work — and what that means for modern go-to-market teams focused on personalization and relevanceAbout RobRob Giglio is the Chief Customer Officer at Canva, where he oversees Canva’s sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives.Rob joined Canva from HubSpot, where he was also Chief Customer Officer, and before that, he was the Chief Marketing Officer at Docusign. Prior to Docusign, Rob spent over ten years at Adobe, leading the global sales and go-to-market teams for their Digital Media Business Unit and holding responsibility for over $7B in revenue. Rob’s previous professional experiences include general management and marketing roles at Gap, Williams-Sonoma, Clorox and Procter & Gamble. Rob holds an MBA from the University of Southern California and a B.A. in Psychology from San Diego State University.

Learn how to scale B2B demand generation using ABX (Account-Based Everything), modern GTM frameworks, and people-led growth strategies.Ben Pollack (Rippling IT) breaks down ABX vs ABM, channels that actually work, and how growth teams build scalable demand without cold outbound.

Steven Rickli of Zip shares why Revenue Operations is one of the most strategic roles in GTM—and how strong RevOps teams accelerate growth instead of slowing it down.About StephenStephen currently leads RevOps at Zip, where he's responsible for building the strategic foundation to support aggressive growth goals. His unconventional journey from finance to RevOps gives him a unique lens on how the function has evolved from administrative support to strategic powerhouse. Prior to his role at Zip, Stephen spent almost five years at Verkada in Strategy & Operations and in finance at Blackstone, before transitioning to tech.

Learn how Superhuman built a scalable sales process, transitioned from PLG to sales-led growth, hired top AEs, and improved forecasting without relying on CRM theater.Caitlin Nelson shares practical lessons on hiring top AEs, sales methodology, and building a revenue engine that actually scales.

Enablement wasn’t built for today’s pace of change.In this episode, Melanie Fellay shares how AI is reshaping enablement, why traditional training models fall short, and what modern GTM teams need to stay ready in the moment.About MelanieMelanie Fellay, co-founder and CEO of Spekit, is a visionary leader and a passionate advocate for modernizing the workplace. As the author of a new book on Just-in-Time: The Future of Enablement in the world of AI, she is leading the charge to redefine how employees learn and master their roles. Melanie co-founded Spekit to shatter the outdated enablement models of the past by building a platform designed around how people actually learn and need to be enabled —in the moment of need. Her work has been recognized by Forbes's "30 Under 30," Entrepreneur's "Top 100 Women of Influence".

Eran discusses the challenges of Gong's of multi-product evolution (7:45), how creating categories requires step-by-step market education (11:30), and the two-speed AI adoption reality (21:50).

Ever wonder what happens behind the scenes when a company goes public?Looking for real insights on how to position yourself for career growth at high-growth companies?Danielle from Figma experienced their IPO journey firsthand and is sharing what it's really like—plus the career frameworks that got her there.Danielle navigated an unconventional path from operations to sales and back to senior ops at one of the world's most successful design companies. She developed unique frameworks for understanding different leadership archetypes and built her career by following great leaders instead of chasing specific job titles.Now she's opening up about the IPO experience and the strategic career moves that positioned her to be part of Figma's incredible growth story.We covered:✅ IPO reality check: What it's actually like to experience a company going public and how it changes everything✅ Career pivot mastery: How to strategically move between ops and sales roles without losing momentum✅ Leadership archetypes: Frameworks for understanding the 3 types of COOs and 2 types of sales leaders—and which companies need what

Need strategies for staying competitive when AI capabilities become commoditized across your market?Looking to learn from someone who's navigated the evolution of sales from cold calling to AI-powered prospecting?Ayub Mohammed from RingCentral shares his playbook for building differentiated sales strategies in an AI-first world.With over a decade in sales, Ayub has witnessed the transformation from spray-and-pray tactics to intent-driven, AI-powered sales motions.We dove into Ayub's frameworks for AI adoption, his insights on what's getting commoditized, and his strategies for scaling faster than the competition.We covered:- The evolution of sales methodology - What's changed from the cold calling era and what fundamentals remain constant- AI adoption strategies that work - Bottom-up experimentation vs. top-down standardization and finding the right balance- Staying ahead when AI gets commoditized - How to differentiate when everyone has access to similar tools- Keeping pace with rapid AI innovation - Practical approaches for evaluating and staying current with developmentsAbout AyubAyub Mohammed, VP of Small Business and Mid-Market Sales at RingCentral, has cracked the code on staying competitive in the AI sales era. After over a decade leading revenue teams—including game-changing stops at Nextiva and Bitly—Ayub returned to RingCentral with proven frameworks for building differentiated sales motions when AI capabilities become commoditized across markets.

Bill Dwoinen, CRO of Mural, dives into his transition from enterprise giant to agile CRO, exploring the wins, surprises, and hard-learned lessons that every sales leader needs to hear.Bill has led revenue teams at some of the biggest names in tech, including Slack and Salesforce. Now, as CRO at Mural, he's applying those lessons to build scalable processes and high-performing teams in a completely different context.The world of GTM has changed more in last 3 years than in the previous 30, Bill dives into how things have shifted from tech stack choices, team enablement, and hiring. What we covered:- The reality of big company vs. startup GTM - What surprised Bill most about transitioning from Slack/Salesforce to Mural CRO- Building high-performing teams that scale - The core values and leadership habits Bill prioritizes when growing revenue organizations- Partnership-driven growth strategies - Real results from Bill's approach to tool selection and team enablement (including his partnership with Pocus)- The future of work in an AI world - How Bill is thinking about differentiation and team building as AI transforms salesAbout Bill DwoinenBill Dwoinen is Chief Revenue Officer at Mural with over 20 years of experience scaling revenue teams. His career includes leadership roles at Slack and Salesforce, where he built high-performing global teams and crafted winning go-to-market strategies. Bill is passionate about operational excellence and mentoring the next generation of sales leaders.

Need direction on how to evolve RevOps from an order-taking function to a strategic growth partner?Looking to master the art of capacity modeling and avoid the costly mistakes of over-hiring or under-hiring?Avtar is a RevOps veteran who has built RevOps from scratch at four different companies. Currently at Benchling, he's transformed RevOps from a reporting function into a strategic partnership with sales leadership that drives real business impact.Avtar has mastered the delicate balance of being data-driven while enabling quick decision-making in dynamic GTM environments.Here's what we covered:✅ From Order-Taker to Strategic Partner: How to transform your relationship with CROs and become a data-backed strategic leader rather than just pulling reports✅ The Three-Layer Analysis Framework: Avtar's proven approach to turn raw data into strategic recommendations without falling into analysis paralysis✅ The Future of RevOps: How AI is transforming the function and what it means for RevOps professionals in the next era of GTMAbout Avtar VarmaAvtar brings extensive revenue operations expertise to his role as VP of Global Revenue Operations at Benchling, where he leads strategic growth initiatives across the entire revenue organization. His background includes building and scaling RevOps functions at high-growth SaaS companies like Sonar and People.ai. A Duke University graduate with AWS certifications, Avtar specializes in transforming RevOps from tactical reporting to strategic revenue leadership through data-driven capacity modeling and executive partnership development.

The era of "growth at all costs" is dead. Revenue leaders are scrambling to do more with less. Most are still running outdated playbooks designed for when capital was free.Peter Borkovich, VP of Revenue at Vidyard, shares his blueprint for running ultra-efficient revenue organizations that thrive in today's challenging environment.With over two decades at high-growth companies like Salesforce, InVision, and Yotpo, Peter has pioneered frameworks that achieve sustainable growth while maximizing efficiency. In this conversation, we dove into Peter's philosophy of "growth through efficiency" and explored how the most effective revenue leaders are using AI to drive this efficiency. What we covered:- Master the "Do More with Less" Framework - how to serve your customers with half the resources by focusing on optimization not volume.- Build Anti-Fragile Revenue Systems - Develop operating rhythms that let you run lean teams efficiently with frameworks for making smart decisions during market uncertainty - Deploy Purpose-Built AI That Actually Works - Learn Peter's methodology for implementing AI tools that move the needle while avoiding million-dollar ROI traps.- Navigating market uncertainty with conservative growth - Why over-hiring is worse than under-hiring and how to make smart decisions in unpredictable timesAbout Peter BorkovichPeter brings over 20 years of revenue operations expertise to his role as VP of Revenue at Vidyard, where he leads the entire revenue organization including business development, renewals, and customer success. His background includes senior leadership positions at Salesforce, InVision, and Yotpo, where he specialized in building scalable revenue systems and optimizing conversion rates

Tired of marketing teams that chase vanity metrics instead of moving the needle?Ready to challenge the "data-driven everything" orthodoxy that's paralyzing your team's execution?Stef Miller, Global Campaigns leader at Udemy, is sharing her contrarian playbook for building marketing teams that actually drive business growth.Stef brings a unique perspective from scaling marketing operations across high-growth SaaS companies and working with brands like Facebook and US Bank. She's passionate about cutting through marketing BS and sharing frameworks that create real impact, which is why she's joining us for this no-holds-barred conversation.We're diving deep into Stef's most controversial takes—like why "data-driven" decision making can kill momentum and why alignment culture often becomes an excuse for inaction.What You'll Learn:✅ Why "data-driven" marketing isn't always smarter — When intuition and speed trump endless analysis (this will challenge everything you think you know)✅ The alignment trap — Why too much consensus kills momentum and what accountability-first culture looks like in practice✅ Scaling secrets — How to build marketing teams from 2 to 50 people without losing effectiveness or diluting impactAbout StefStef Miller leads Global Campaigns at Udemy, blending brand, demand, and go-to-market strategy to drive business growth. With a background spanning high-growth SaaS companies and working for brands like Facebook and US Bank, she brings deep B2B expertise, executive clarity, and a collaborative leadership style that inspires teams and connects with audiences around the world.

Think your prospecting playbook is still working?Think again.Frank Perkins from Datadog has witnessed prospecting change more in the last 3 years than in the previous 30 years combined. He's here to share his bold vision for the future of sales, where AI agents handle the early sales cycle and human-to-human interaction happens much later in the process.We're diving deep into Frank's framework for transitioning from predictability to efficacy, exploring why the default motion of "send better emails" is outdated, and unpacking his prediction of an "agents selling to agents" future.We covered:✅ Why traditional outbound is broken - How the old "X calls = Y revenue" model is failing and what's replacing it✅ From predictability to efficacy - Frank's signal-first, scenario-based approach that actually works in today's market✅ The future of sales - His bold prediction about "agents selling to agents" and what still requires human touch✅ Hot takes on AI - Why AI reducing critical thinking might not be a bad thing (prepare for some debate!)

Want to learn how to scale your sales career alongside a fast-growing company?Looking for real advice on navigating the path from SDR to AE to sales leadership?Mike Stevenson from DocuSign shares his playbook for building a successful sales career over nearly two decades, including how he's scaled himself through 11 years at one company.Mike has led teams across the full spectrum—from SMB to Enterprise, from individual contributors to sales development reps, spanning North America and EMEA. He's had a front-row seat to DocuSign's evolution from the world's leading e-signature point solution to a comprehensive Intelligent Agreement Management platform.We covered:Scaling with your company: How to evolve your skills and role as your company grows and changesCareer progression secrets: The early advice that helped Mike build his sales career over two decades Prospecting mastery: Why prospecting is art vs. science, and how the approach differs for AEs vs. SDRsSDR to AE transition: What it really takes to make the jump to Account Executive in 2025About MikeWith nearly 2 decades of sales experience ranging from SMB to Enterprise, Mike has led teams of both full sales cycle Account Executives and Sales Development reps across North America and EMEA. Currently, Mike leads the Docusign Majors teams in the evolution of Docusign from the world's leading e-Signature product—which was more of a point-solution, demand-plan based sale—to a platform sales motion with their Intelligent Agreement Management solution.