The Revenue Leadership Podcast with Kyle Norton

Topline

The Revenue Leadership Podcast with Kyle Norton is a new show from Topline that dives deep into how to succeed as a revenue leader. Kyle Norton, CRO of Owner.com, will host real revenue operators and share framework and tactics you can apply today. No fluff, no sales pitches, and no platitudes. This podcast is built for Founders, CRO’s, Directors and VP’s of Sales (and people who aspire for those roles) who want to level up their craft and grow revenue faster.

  1. HACE 1 DÍA

    E41: Jessica Chiew of Canva on Building AI-Native GTM Org

    AI is transforming go-to-market operations—and at Canva, it's not just a trend, it's a mandate.   In this episode, Jessica Chiew, Head of GTM Operations and Strategy at Canva, joins Kyle to break down how her team is leading AI adoption across a 5,000-person organization. She shares how Canva blends centralized support with functional ownership, why they created a dedicated GTM AI Lead role, and how they prioritize use cases that deliver real business impact. Jessica and Kyle also dig into the realities of build vs. buy decisions, how to avoid tool sprawl, and why every GTM leader needs to be hands-on with AI.   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) - Jessica Chu’s GTM AI Transformation Journey at Canva Begins   (02:48) - The Most Exciting Time in Ops: Creativity and Existential Dread   (04:30) - From Vendor Fatigue to AI Enthusiasm: Renewed Curiosity in Tooling   (06:59) - Early Days of AI Momentum at Canva   (09:30) - Making AI Transformation Everyone’s Job   (11:45) - Defining the Role: GTM AI Lead and Workflow Innovation   (14:25) - The Changing Nature of Data Ops in AI-Powered Sales   (16:50) - How Canva Organizes AI Transformation: Central Council vs. Functional Innovation   (18:29) - Cutting Through the Noise: Where to Start with AI in GTM   (21:00) - Why Data Quality Is the Prerequisite for GTM AI Success   (24:30) - Vendor Sprints and the Realities of Building vs. Buying AI Solutions   (29:00) - Execution as the Only Moat: Staying Ahead in the Commoditization Wave   (35:10) - Limiting Surface Areas: The Case Against Point Solutions   (38:30) - Balancing Experimentation with Simplicity for Field Teams   (41:51) - Organizational Change: Iterative Improvements vs. Big AI Bets (46:45) - Hands-On Leadership and the Decline of Middle Management

    1 h y 15 min

  2. 23 JUL

    E40: Partnership Lessons from COELEVATE with Author Richard Ezekiel

    Richard Ezekiel has created partnerships with Fortune 500 companies and helped scale market-defining startups in Silicon Valley. He joins Kyle to share hard-won lessons on building strategic partnerships that deliver real business impact—not just press. They cover how to assess if partnerships are the right growth lever, why most programs fail, and what it takes to build a durable, high-impact strategy. Richard breaks down his “Partnership T” framework and offers practical guidance for CROs and GTM leaders scaling post-product-market fit. 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! Buy Richard’s book, “Coelevate: How to Unlock Business Growth and Consumer Value with Strategic Partnerships.” Key chapters: (00:00) - Introduction to Revenue Leadership and Partnerships (02:43) - Defining Partnerships and Their Importance (05:49) - Core Components of Successful Partnerships (08:42) - Assessing the Right Time for Partnerships (11:31) - Building a Strategic Partnership Plan (14:51) - The Role of Partnerships in Business Growth (17:41) - Identifying Potential Partners (20:32) - The Spark of Partnership Ideas (23:57) - Navigating the Complexity of Partnerships (26:53) - Methodical Approaches to Finding Partnership Opportunities (29:43) - Evaluating Partnership Types and Strategies (41:18) - GTM 2025: Elevating Go-to-Market Strategies (42:42) - Common Failure Modes in Partnerships (44:55) - Operational Rigor: The Key to Partnership Success (51:02) - Defining Strategic Partnerships (52:59) - Assessing Ideal Partner Profiles (59:49) - Testing Partnership Viability (01:04:38) - Knowing When to Walk Away from Partnerships (01:12:22) - The Future of Partnership Management (01:13:17) - Reflections on Successful Partnerships

    1 h y 22 min

  3. 9 JUL

    E39: CRO James Roth on Resilience, Reinvention, and AI at ZoomInfo

    What does it take to lead a public go-to-market organization through rapid change without losing focus? In this episode, Kyle Norton sits down with James Roth, CRO of ZoomInfo, to unpack the leadership principles, GTM evolution, and cultural shifts powering ZoomInfo’s next chapter. From rethinking account ownership models to re-centering around core strengths like data and AI enablement, James shares how he's helping rebuild ZoomInfo into a sharper, more focused enterprise. 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) - Introduction to Revenue Leadership Podcast (01:16) - Guest Introduction: James Roth's Journey (03:11) - Building Resilience and Grit in Sales (07:41) - Leading Through Change: Personal Experiences (09:29) - Navigating Market Challenges and Personal Growth (18:34) - The Importance of a Growth Mindset (36:57) - The Rebirth of ZoomInfo: Adapting to Market Changes (45:48) - Go-to-Market Strategy: Shifts and Innovations (59:45) - Segmentation and Account Management Strategies (01:12:22) - The Enablement Journey for Sales Reps

    1 h y 34 min

  4. 27 JUN

    E38: How Adam Alfano Is Leading Salesforce Into Its AI Era

    Adam Alfano, EVP of Global SMB and Emerging Products at Salesforce, joins Kyle Norton to share what it takes to lead through change at scale. Over 17 years at Salesforce, Adam has navigated market cycles, evolving go-to-market models, and now the rise of AI—while building and inspiring high-performing teams. He explains how to stay relevant as a leader, scale culture across thousands, and embrace mindset as a competitive advantage. Kyle and Adam also dig into Salesforce’s AgentForce strategy, how AI is transforming sales execution, and why adaptability is the most underrated leadership skill. 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) - Introduction to Revenue Leadership Podcast (00:54) - Guest Introduction: Adam Alfano from Salesforce (02:45) - Career Lessons and Leadership Insights (03:43) - Leading Through Change and Reinvention (05:39) - The Importance of a Balanced Mindset (08:05) - Scaling Mindset and Mental Fitness (12:27) - Creating a Positive Team Culture (16:18) - Competitive Stamina in SMB Sales (17:42) - Scaling Corporate Athlete Mindset (19:42) - Engaging with the Field and Team Feedback (23:22) - Building Trust and Psychological Safety (26:43) - Inspiring and Motivating Teams (29:57) - Balancing Company and Team Culture (33:21) - Evolving Company Culture Over Time (40:02) - Reinventing Yourself in a Changing Market (44:38) - Embracing an Evolutionary Mindset (46:48) - The Importance of Experimentation and Learning (48:38) - Shifting Perspectives on Sales Processes (50:53) - Calculated Risks and Career Growth (52:44) - Intentional Career Planning (56:03) - Integrating AI into Sales Strategies (01:00:38) - Driving Engagement with AI Tools (01:04:37) - The Future of Sales with AI (01:08:55) - Navigating Change and Fear in AI Adoption (01:13:57) - The Role of Leadership in Market Adaptation (01:17:39) - Lessons in Leadership and Team Dynamics

    1 h y 29 min

  5. 18 JUN

    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

    1 h y 24 min

  6. 11 JUN

    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!

    1 h y 19 min

  7. 4 JUN

    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

    1 h y 21 min

  8. 28 MAY

    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!

    1 h y 17 min
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The Revenue Leadership Podcast with Kyle Norton is a new show from Topline that dives deep into how to succeed as a revenue leader. Kyle Norton, CRO of Owner.com, will host real revenue operators and share framework and tactics you can apply today. No fluff, no sales pitches, and no platitudes. This podcast is built for Founders, CRO’s, Directors and VP’s of Sales (and people who aspire for those roles) who want to level up their craft and grow revenue faster.

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