Our guest for Episode 61 is Andrew Dubowec, Chief Growth Officer at League. Before joining League in 2016, Andrew held leadership roles at Union Capital and North. He brings more than 15 years of experience to the conversation. In this episode, Ross and Andrew discuss how to promote an “own it” culture, embrace growth as a team sport, and build a culture of transparency.
Our guest for Episode 59 is Matt Braley, former CRO, InvoiceCloud. Rising through the ranks from AE to CRO, Matt spent over a decade with InvoiceCloud, driving its growth from $28M to $170M in ARR and playing a key role in its $4B IPO. In this episode, Ross and Matt discuss why it’s important to cultivate a culture that embraces change, builds strategic alliances, and develops reps one skill at a time.
Our guest for Episode 57 is Dini Mehta, Executive in Residence at Peak XV Partners. Dini is a seasoned sales leader with more than 15 years of experience. In this episode, Ross and Dini dive into the importance of building with principles and leading with values, strategies to optimize focus, and the balance between staying short-term paranoid and long-term optimistic.
Our guest for Episode 56 is Alex Kane, Enterprise Select Account Executive at Samsara. Alex has been with the company for nearly seven years, witnessing and contributing to its growth from a startup to a publicly traded company. In this episode, Ross and Alex discuss the importance of building and maintaining a winning mindset, motivation, and storytelling in sales.
Our guest for Episode 51 is Evan Seder, Head of Sales at Persona. Before joining Persona two years ago, Evan spent nearly five years at Stripe, where he was a founding member of the product sales organization. In this episode, Ross and Evan discuss the importance of owning your week, writing things down, and taking agency over your work.
Our guest for Episode 87 is Dana Therrien, VP of Sales Performance Management, Anaplan. Dana began his career as a U.S. Army Officer in the Finance Corps, with his first assignment at NATO headquarters in Belgium, followed by a role in Army Intelligence in Washington, D.C. He later transitioned into finance and operations roles across various companies. He brings over 20 years of experience to the conversation. In this episode, Ross and Dana discuss why an unapologetically decisive approach to GTM planning is the ultimate key to executing a fast start and winning the market.
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders!Today, we’re taking you straight to the floor of RevOpsAF, where Ross chats with three senior leaders in Revenue Operations. Joining the conversation are Jeff Vanzant, Senior Director of RevOps at DailyPay, Matt Lauer, Director of RevOps at Consensus, and Tessa Whittaker, VP of RevOps at ZoomInfo. After spending time with some of the world’s top GTM leaders, one consistent theme stood out: no matter how the function evolves, RevOps leadership is the force multiplier. It’s what drives GTMt alignment and revenue efficiency, especially across the famously strong personalities of marketing, sales, and executive teams.
Our guest for Episode 82 is Sean Brophy, Head of Global Sales, Pigment. With over two decades of sales experience focused on data and analytics, Sean brings a wealth of knowledge to the conversation.In this episode, Ross and Sean discuss Sean’s three vital focus areas that drive sales excellence — people, pipeline, and enablement. When these elements are refined and aligned, they create a circular effect that fuels fuel pipeline growth and ARR.
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders!Our guest for Episode 81 is Eric Agnew, CRO, Ignitium. Over the past seven years, Eric has played a pivotal role in the company's growth, serving in key leadership positions including CRO, VP of Customer Success, and VP of Account-Based Marketing. With 10+ years of experience in sales and marketing, Eric brings a wealth of insight to the conversation.In this episode, Ross and Eric discuss why your clients' success directly drives your own, how authenticity builds trust and long-term value in business relationships, and why the race to find and engage buyers first determines who wins in the market.
Our guest for Episode 80 is Taylor Jones, VP of Sales, CoLab Software. With over a decade of sales leadership experience, including roles at Salesforce, Zip Intake-to-Procedure, and as a Founder of BlackArrow, Taylor brings a sharp perspective on coaching, performance, and building high-performing sales teams. In this episode, Ross and Taylor discuss the power of data-driven coaching, how to maximize the ROI of time, and what it takes to build a collaborative culture without ego.
Our guest for Episode 78 is Catie Ivey, Chief Revenue Officer at Walnut. Catie’s on a mission to empower the next generation of sellers and sales leaders, and she brings more than a decade of sales experience to the conversation.In this episode, Ross and Catie discuss Catie’s three keys to drive execution excellence: taking a strength-based leadership approach, product-centric selling, and aligning your go to market teams.
Our guest for Episode 75 is Josh Solomon, VP Sales, Ask-AI. Before joining Ask-AI in 2023, Josh held leadership positions at Ada and BioConnect. He brings more than a decade of experience to the conversation. In this episode, Ross and Josh discuss how you should be thinking about AI as a revenue leader. They explore the importance of zooming out, thinking medium term, and rebuilding your playbook with an AI-first approach.
Our guest for Episode 73 is Keith Jones, GTM Systems Lead, OpenAI. Keith is a college dropout turned “professional nerd and technologist.” Prior to joining OpenAI, he held leadership roles at Gartner, MURAL, and Zenput.In this episode, Ross and Keith discuss how to be a good partner to your Systems team, the smartest ways to evaluate and buy technology, and how to balance the demands of finance with the needs of your customers.
Our guest for Episode 72 is Karan Singh, VP GTM Strategy, Revenue Operations & Enablement, LaunchDarkly. Before joining LaunchDarkly, Karan held senior leadership positions at Sapphire Ventures, Procore Technologies, and SalesSource, where he spearheaded major product rollouts and guided organizational growth. In this episode, Ross and Karan discuss the importance of establishing consistent rituals and cadences, break down how to set and track SMART goals, and examine how technology can act as a force multiplier.
Our guest for Episode 71 is Robert Clarkson, CRO, Stripe. Robert brings decades of experience to the conversation. Prior to joining Stripe in 2023, he held leadership roles at Payoneer, PayPal, and American Express.In this episode, Ross and Robert discuss why it’s crucial to understand that customers buy outcomes, not products. They also talk about how sales is a people business, and that to succeed, you need to understand not just the buyer, but also your buyer’s customers.
Finance teams are a goldmine of insights, holding everything from precise forecasting data to strategic cost-management know-how. By collaborating with finance early and often, sales teams can anticipate potential hurdles, optimize pricing strategies, and negotiate from a position of strength — ultimately closing more deals, quicker. In this CFO panel, we invited two finance leaders — Danielle Cerisano, CFO at League, and Tyler Sloat, CFO and COO at Freshworks — to share how to scale operations and partner effectively with your finance department.
Our guest for Episode 69 is Chris Taylor, Founder and President, OneMove Advisory. Before launching his own company, Chris held leadership roles at Databricks, Hortonworks, and TIBCO. He brings more than 30 years of experience to the conversation. In this episode, Ross and Chris share three tips for achieving execution excellence: structure, champion building, and teamwork.
Our guest for Episode 68 isAbe Smith, Chief of Global Field Sales Operations at Freshworks. Abe built his 30+ sales career working for high-growth B2B SaaS companies. In this episode, Ross and Abe discuss how to balance the craft, passion, and professionalism of sales execution excellence with a tech-driven future.
Our guest for Episode 67 isChristian Kletzl, CEO of UserGems. Christian co-founded the company in 2018 alongside his twin brother, and since then, the UserGems team has been dedicated to helping companies build bigger pipelines, accelerate sales cycles, and close larger deals.In this episode, Ross andChristian discuss how to drive execution excellence across the entire go to market organization — from BDRs to AEs and CSMs.
Our guest for Episode 66 is Kathleen Waid, a Fractional CRO working with companies like SilentEight, Themis, JUMO, Valid and Solo.one. Kathleen is a sales and revenue expert who brings more than two decades of experience to the conversation. In this episode, Ross and Kathleen discuss the importance of accountability, empowerment, and measurement in driving execution excellence. They also explore how to motivate teams with clear comp incentives, and why understanding why customers buy and renew is crucial.