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© 2025 Conversations with GTM experts by Everstage
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In the Go To Master Show podcast, we host industry leaders/experts to discuss the best practices and nuances in RevOps and GTM functions.
110 Episodes
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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 pivotThe McDonald's principle: Keep processes so simple that innovation becomes possibleHow AI should handle mundane tasks so humans can have "richer conversations" about helping reps buy housesConnect with Sunil: LinkedInFollow us: Linkedin | X
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 cycleHow post-sales operations unlock value that sales ops alone can't captureThe career principle that drove his rise: prove more value than you're being paid before asking for promotionConnect with Preston: LinkedInFollow us: Linkedin | X
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 noiseHow smart enrichment using AI signals beats traditional firmographic data for ICP matchingThe journey from Salesforce admin at a university to managing revenue systems across three companiesConnect with Saurabh: LinkedInFollow us: Linkedin | X
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 shortagesWhy compensation plans must be explainable in 60 seconds or they won't motivate your sales forceThe evolution from Excel-based operations to RevOps as the nervous system connecting all functionsConnect with Vivek: LinkedInFollow us: Linkedin | X
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 roleHow dynamic dashboards transform finance reporting from static compliance to real-time decision engineThe shift from mentorship to sponsorship for accelerating women leaders in financeConnect with Steph: LinkedInFollow us: Linkedin | X
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 predictionsWhy compensation plan simplicity prevents reps from gaming the system through group coordinationThe evolution from routine analytics to strategic "what's next" thinking as AI handles standard reportingConnect with Colin: LinkedInFollow us: Linkedin | X
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 modelsBuilding cross-functional forecast accuracy by stress-testing sales data against product signalsWhy RevOps professionals must become fluent in P&L, not just CRM systemsConnect with Yassine: LinkedInFollow us: Linkedin | X
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 teamsReading balance sheets, cash flow, and AR aging as vital signs of business healthWhy automation and AI are transforming routine finance work without losing human judgmentConnect with Kapil: LinkedInFollow us: Linkedin | X
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 modelsWhy companies should adopt SPM solutions the moment they create a sales comp functionThe six-month symphony required to roll out comp plans that actually drive behaviorConnect with Wayne: LinkedInFollow us: Linkedin | X
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 changesDesigning end-state visions that prevent reactive firefighting and enable proactive transformationTreating tech stack evaluation like grocery shopping—never without a clear list and meal planConnect with Jeremy: LinkedInFollow us: Linkedin | X
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 alignmentEmbracing change as opportunity rather than obstacle in volatile GTM environmentsRethinking compensation and recognition for a new generation of sales professionalsConnect with Hope: LinkedInFollow us: Linkedin | X
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 manufacturingBuilding trust across teams as the foundation for operational transformationNavigating the unique challenges of sales ops in physical product environmentsConnect with Sara: LinkedInFollow us: LinkedIn | X
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 departmentWhy territory planning requires adding human color to black and white analytics dataThe FC Barcelona approach to developing RevOps talent in-house rather than fighting competition for itConnect with Peter: LinkedInFollow us: LinkedIn | X
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 planningWhy automation reduces manual effort by 40-50% while improving rep trust and visibilityThe ""drink your own champagne"" approach to implementing automation-first solutionsConnect with Juan Felipe: LinkedInFollow us: Linkedin | X
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 executionWhy he audited existing RevOps tech stack for AI enhancements before chasing new toolsHow leaders must be visible and deep in details without doing the work for their teamsConnect with Matthew: LinkedInFollow us: Linkedin | X
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 impactHow seller "follow me homes" reveal where organizations fall down in supporting their teamsWhy working "on the business" vs "in the business" transforms growth trajectoriesConnect with Erik: LinkedInFollow us: Linkedin | X
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 governanceWhy understanding company history prevents going in "hot" and creating conflict management issuesThe shift from manual bank reconciliations to AI handling 80% of mundane finance tasksConnect with Yun: LinkedInFollow us: Linkedin | X
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 areasWhy successful change management requires understanding everyone's appetite for change differentlyHow being objective-oriented beats process-oriented when working across global teamsConnect with Terry: LinkedInFollow us: Linkedin | X
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 generatorHow understanding your failures drives better ROI decisions than focusing only on winsWhy future RevOps leaders need business acumen over technical certificationsConnect with Sam: LinkedInFollow us: Linkedin | X
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 movesWhy agentic AI requires maniacal focus on one use case with quantifiable value firstHow "do what you say you're going to do" separates successful leaders from the restConnect with Jesse: LinkedInFollow us: Linkedin | X
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