The Revenue Leadership Podcast with Kyle Norton

E74: Your Agent Isn't Broken. Its Foundation Is. | Jonathan Moss, EVP Growth & Partnerships @ Experity

Jonathan Moss, EVP of Growth and Partnerships at Experity, joins Kyle Norton to lay out the six layers under every agent his team runs: data, the brain, intelligence, orchestration, agents, and the in...

2026-09-02

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E73: The AI Enabling 600 Customer-Facing Reps | Lauren Hughes, VP Revenue Effectiveness @ Justworks

Lauren Hughes, VP of Revenue Effectiveness at Justworks, joins Kyle Norton to walk through cutting new-hire ramp time from 18 months to 8 while AE bookings grew 28% in a year. She took the enablement ...

2026-08-26

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E72: I Collapsed My GTM Org Chart. This Is Why | Ian Tickle, CRO @ Freshworks

Ian Tickle, Chief Revenue Officer at Freshworks, joins Kyle Norton to walk through why he collapsed a split go-to-market org chart into one revenue organization covering global sales, customer success...

2026-08-06

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E71: The Most Efficient Marketing Org In The World? (35 People, $350M) | Tim Rutten, CMO @ Backbase

Tim Rutten, CMO at Backbase, runs a 35-person marketing team against a book of business north of $350 million in ARR, and joins Kyle Norton to break down the AI-native go-to-market operating model he ...

2026-07-01

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E70: Manufacture Motivation, Sell More | Kevin Bailey, CEO @ Dreamfuel

Kevin Bailey, CEO of Dreamfuel, returns to The Revenue Leadership Podcast for part two of his conversation with Kyle Norton on mental performance. This time they dial in on how revenue leaders cascade...

2026-05-27

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E69: Stop Paying For SaaS: The AI Playbook Driving A $1B Trajectory | Ghazi Masood, CRO @ Replit

Ghazi Masood, CRO at Replit, joins Kyle Norton to break down how Replit went from $2 million to over $150 million in revenue in less than a year, is tracking to a billion-dollar run rate by the end of...

2026-05-13

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E68: Are You UNINVESTABLE? The New GTM Reality | Cassie Young, General Partner @ Primary Venture Partners

Cassie Young, General Partner at Primary Venture Partners, joins Kyle Norton to break down exactly how CROs must master P&L management to survive the new AI-driven go-to-market reality. As the era o...

2026-05-08

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E67: Your Buyer's AI Is Pitching YOUR Product (Badly) | Adrian Rosenkranz, CRO @ Webflow

Adrian Rosenkranz, CRO at Webflow, joins Kyle Norton to break down exactly how to rebuild your GTM motion for AI bot traffic and scale internal AI agents. As AI bots reshape enterprise pipeline gene...

2026-04-30

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E66: Win More (by Losing Less) | Kevin Bailey, CEO @ Dreamfuel

Kevin Bailey, CEO of Dreamfuel, joins Kyle Norton to break down exactly how to manage executive physiology and eliminate inconsistent performance. Mastering your mental state is the ultimate go-to-m...

2026-04-01

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E65: Inside Our AI Sales Stack - Kyle Norton | CRO @ Owner.com

Kyle Norton, CRO at Owner.com, is interviewed by Everett Berry to break down exactly how to scale pipeline generation using applied AI and GTM engineering. Scaling an SMB sales motion requires ruthl...

2026-03-25

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E64: My Team Drives 4x Revenue Per AE vs Competitors | Aviv Canaani, CRO @ Datarails

Aviv Canaani, CRO at DataRails, joins Kyle Norton to break down exactly how to build a highly predictable, inbound-led revenue machine. This episode details the transition from a purely outbound sal...

2026-03-04

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E63: A Product-Informed Approach for Go-To-Market (Usha Iyer: Chief Customer & Growth Officer @ Hivebright)

Most revenue leaders see a missed number and immediately jump to a solution: more training, new SPIFFs, or pricing changes. Product leaders isolate variables and solve for root causes. Usha Iyer (Ch...

2026-02-11

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E62: CRO Life: from a $20B Exit, to a Hyper-Growth AI Org (Michelle Donnelly, CRO @ Crescendo)

Crescendo went from zero to $100M ARR in under two years. And today's guest, CRO Michelle Donnelly, is leading the revenue team. In a market where every AI competitor claims the exact same capabilit...

2026-02-04

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E61: GTM Strategy: 5 Insights from 500 B2B SaaS Companies (Jeremey Donovan, EVP Sales + CS at Insight Partners)

As EVP of Sales and CS at Insight Partners, Jeremey advises over 500 B2B SaaS companies. In this episode, he reveals why the top 10% of performers are actually expanding their outbound teams, not cutt...

2026-01-28

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E60: The Claude Code Era: Mastering Autonomous GTM Agents (Jordan Crawford, Founder @ Blueprint)

Jordan Crawford (Founder @ Blueprint GTM) returns with a reality check for GTM leaders: The ChatGPT era is over. We're entering the season of Claude Code. That means you can move past static prompts a...

2026-01-23

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E59: Usage-Based Comp, AI, and the End of the SDR (Tyler Will, VP of RevOps @ Intercom)

Tyler Will (VP RevOps, Intercom) breaks down how Intercom overhauled its go-to-market engine after shifting to AI-first products. What we cover: - Why too many revenue leaders obsess over success ...

2025-12-31

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E58: Replacing Your Sales Team with AI Agents (Jason Lemkin, Founder & CEO @ SaaStr)

Jason Lemkin (Founder & CEO @ SaaStr) returns to talk about replacing his sales team with 20+ AI agents. What you'll learn in this episode: - Why Jason stopped paying six-figure SDRs who ghost—and...

2025-12-17

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E57: The New Rules of Executive Recruiting in the AI Era (Asad Zaman, CEO @STA)

Hiring a VP or CRO has never been tougher (or more important). Asad Zaman, CEO of Sales Talent Agency - and one of the most trusted voices in GTM recruiting - joins host Kyle Norton to talk about how ...

2025-12-10

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E56: Becoming a CFO Whisperer & Revenue Architect (Allison Metcalfe, CRO @ Zenoti)

Allison Metcalfe's path to CRO was built on systems thinking, multiplier leadership, and a journalist's instinct for "why." In this episode, Kyle and Allison talk through what separates good revenue l...

2025-12-03

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E55: GTM AI Advice from a Salesforce & Siebel Veteran (Peter Grant, CRO @ You.com)

Peter Grant helped take Siebel from $39M to $2B in revenue and was employee #9 for Salesforce in Europe. He knows exactly what a platform shift looks like. Now, as the CRO of You.com, Peter argues tha...

2025-11-26

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The Revenue Leadership Podcast with Kyle Norton

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