The Revenue Leadership Podcast with Kyle Norton

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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.

  1. 3 NGÀY TRƯỚC

    E52: Winning in Crowded Markets - The CRO Playbook (Jonathan Leaf, CRO @ BambooHR)

    How do you stand out when your feature list looks like everyone else's? In this episode, Jonathan Leaf, CRO of BambooHR, joins host Kyle Norton (CRO at Owner.com) to break down how he's built competitive edge in undifferentiated markets—from Softchoice to AWS, RingCentral, and now BambooHR.     Jonathan shares how to:   - Win when products look the same  - Stay maniacally focused on a specific segment and ICP   - Use values and leader visibility to drive accountability and performance   - Build organizational rhythm that fuels execution   Thanks for tuning in! Catch new episodes every Wednesday.    Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters: 00:00 Introducing Jonathan Leaf, CRO of BambooHR   01:06 Career Journey: From SoftChoice to AWS to BambooHR   03:14 Inside BambooHR: Scale, Customers, and Focus Areas   04:35 Defining SoftChoice and Competing Without IP   06:25 Competing in Crowded, Undifferentiated Markets   09:37 Building Differentiation Through Mission, Focus, and People   11:39 How Culture and Customer Experience Win Deals   17:02 Being Prescriptive: Focusing on the Right Market Segment   21:42 Hiring for Mission Alignment and Go-to-Market Evolution   26:38 Testing and Validating Sales Profiles with Data and AI   29:47 Inspecting Strategy and Operating Cadence for New Growth Bets   39:12 Why Execution and Focus Win in Competitive Markets   40:09 Positioning Products Beyond Features and Selling Peace of Mind   43:15 Point-of-View Positioning and Radical Transparency in Sales   47:19 When the Sales Experience Reflects Customer Experience   49:29 Culture as a Revenue Driver and Operationalizing Company Values   57:55 Maintaining Culture During Change and Leading with Visibility   03:52 Building Alignment and Empowerment Across the Executive Team   12:26 Lessons in Career Patience, Growth, and Self-Balance   13:42 Quickfire: Leadership, Learning, and Hard-Earned Lessons

    1 giờ 19 phút

  2. 30 THG 10

    E51: How Lightspeed Commerce Built a $1B+ Sales Engine - JD Saint-Martin, President @ Lightspeed Commerce

    Kyle Norton (CRO at Owner.com) sits down with JD Saint-Martin, President of Lightspeed Commerce, to unpack how he went from startup founder to public-company executive. They discuss scaling Lightspeed from $75M to $1.2B in recurring revenue, and the leadership lessons behind that growth. The conversation covers building high-performance sales cultures, promotion systems, enablement investment, RTO and culture philosophies, and more. Thanks for tuning in! Catch new episodes every Wednesday.  Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters  00:01:51 – Startup to Acquisition  00:03:34 – Global Upbringing & VC Start  00:04:03 – Scaling to $1.2B ARR  00:05:25 – Growth Through SaaS & Payments  00:05:44 – Founder to Exec Transition  00:07:21 – Empathy From Doing Every Role  00:09:11 – Leading 3,500 Employees  00:11:07 – "Roll in the Mud" Leadership  00:13:28 – Early Lessons & Advice  00:16:37 – Building High-Performance Culture  00:18:28 – Candid Hiring & Fit  00:21:42 – Transparency in Recruiting  00:22:06 – Obsession With Metrics  00:23:55 – Inputs vs Outputs  00:24:58 – Manager Pyramid Framework  00:27:57 – Promotions & Company Values  00:29:42 – Elite Points System  00:33:29 – Systemized PIPs  00:36:20 – Retaining Top ICs  00:40:31 – Investing in Enablement  00:42:05 – COVID & Lost Osmosis  00:45:06 – Return-to-Office View  00:49:18 – GTM Owns Enablement  00:51:05 – Balancing Autonomy & Consistency  00:53:32 – Payments & Compensation  00:55:35 – No Work-Life Balance  00:59:41 – Energized by the Work  01:18:34 – Favorite Book & Takeaways  01:20:13 – Closing & Outro

    1 giờ 21 phút

  3. 23 THG 10

    E50: The Secret to High-Trust, High-Performance GTM Teams - CRO @ Houzz, Tara DiCristo-Schmitt

    Tara DiCristo-Schmitt (CRO at Houzz) joins host Kyle Norton (CRO at Owner.com), to explore how elite sales leaders build culture, trust, and clarity. Drawing lessons from her time at ADP and HubSpot, Tara explains why vision beats velocity, why recognition is an underrated tool, and why forecasting is more about trust than it is about simple numbers. A candid, tactical conversation about getting the best from your teams. Thanks for tuning in! Catch new episodes every Wednesday.  Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters 00:00 – Introduction 01:00 – Tara's Career Journey 03:15 – ADP Sales Culture 06:20 – Shift Away from Structure 09:00 – Rebuilding Outbound Motion 11:00 – Recognition and Team Motivation 15:00 – Trust as Cultural Foundation 17:30 – Vision Beats Velocity 21:00 – Setting and Communicating Vision 25:30 – Company-Wide Recognition Rituals 32:00 – Execution Model for Hard Times 39:00 – Building Trust and Credibility 47:00 – Hiring for Trust and Self-Awareness 52:00 – Forecasting Through Trust

    1 giờ 8 phút

  4. 15 THG 10

    E49: All about AI and GTM at Clay - Round Two with Everett Berry

    Head of GTM Engineering Everett Berry returns to join Kyle Norton (CRO at Owner.com) for a rapid-fire Q&A on how Clay structures its ops, automates everything from QBR decks to redlines, and experiments with the next wave of AI-native sales tools. Thanks for tuning in! Catch new episodes every Wednesday.  Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters & Timestamps 00:00 — AI Q&A Format: Everett Berry returns to talk AI and GTM 01:02 — Inside Clay's GTM Engineering Team: structure, size, and stack 06:08 — Reporting Lines: How GTM engineering fits under Clay's leadership 06:26 — Matrix Org Design: RevOps, Finance, and cross-functional ops 09:05 — Balancing Self-Serve vs. Sales-Led Growth 10:54 — When to Add a CRO-type role 13:12 — Clay's Favorite AI Tools: Dust, Crosby, Granola, and Gong 15:39 — How Legal Ops Got Automated with Crosby 18:44 — Top Internal Clay Use Cases: content creation and sequencing 19:41 — Clay's Sequencer and the Future of Sales Engagement 20:27 — The "Pane of Glass" Future for Reps 24:33 — Custom-Built Sales Stacks and Telephony Gaps 26:30 — The Rise of Text- and DM-Based Selling 28:49 — New Frontiers: WhatsApp, iMessage, and automation in DMs 32:02 — Does AI Replace Sales Reps? Not so fast. 33:47 — Creative, Expert-Level Selling in the AI Era 40:47 — Education, Creativity, and the Future of Work 42:51 — How to Convince Your CEO to Invest in AI 45:48 — When to Hire a GTM Engineer (and why the "Golden List" matters) 48:21 — Closing Thoughts: It's a great time to build in GTM

    50 phút

  5. 8 THG 10

    E48: Work Sprawl and the Future of Marketing with Global VP Marketing @ ClickUp, Kyle Coleman

    In this episode, Kyle Coleman (Global VP Marketing @ ClickUp) joins Kyle Norton (CRO @ Owner.com) to unpack the evolving marketing landscape.  The double Kyles dig into: The growing problem of "work sprawl."  The rise of AI-powered marketing teams How to get better results with lower headcount Why the best leaders today focus less on empire-building and more on process-building And a whole lot more Thanks for tuning in! Catch new episodes every Wednesday.  Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Episode Chapters: 1:02 – The Changing Mandate for CMOs 6:00 – From Process Management to "AI-ification" 10:40 – The New Responsibility of Marketing Leaders 13:45 – Managing Campaigns in the AI Era 17:15 – Domain Expertise Before Prompting 19:15 – Positioning ClickUp as an AI-Native Company 24:40 – Aligning Marketing, Product, and AI 27:35 – Leadership Philosophy in the Age of AI 33:00 – Horizontal Leadership and Cross-Functional Alignment 35:25 – Blurring Lines Between Sales, Marketing, and Product 41:00 – Owning Metrics and Healthy Friction 44:35 – Building an Applied AI Center of Excellence 46:57 – Operating in AI-Native vs. Traditional SaaS Environments 48:13 – Helping Traditional Companies Modernize with AI 53:05 – Change Management and the Challenge of Adopting AI 55:32 – Where Marketing Teams Should Start with AI 58:45 – Standing Out Amid Market Noise 1:00:31 – Owning the Language and Evangelizing the Problem

    1 giờ 11 phút

  6. 24 THG 9

    E47: Kyle Norton's Bets for GTM Domination (While Building a Generational Tech Company) - CRO @ Owner.com

    In this episode, Kyle Norton, CRO of Owner.com, is interviewed by Sophie Buonassisi from the GTMnow Podcast. He shares the decisions and frameworks that helped take the company from $2M ARR to over $50M and a billion-dollar valuation. Kyle breaks down the bold early moves—like letting go of half the sales team in his first 45 days—alongside the pivotal role of setting a high talent bar, investing in RevOps early, and building scalable infrastructure. He also unpacks lessons on churn reduction, hiring for DNA over case study performance, and why strategic congruence across product, GTM, and fundraising is critical. Finally, Kyle offers his perspective on AI in go-to-market, balancing in-office vs remote work, and the leadership principles that drive long-term growth.   Episode Chapters: (01:00) — Intro (02:26) — Scaling to Unicorn (03:21) — Bold Sales Reset (05:33) — Early GTM Decisions (13:22) — Fixing Churn (16:31) — Hiring for DNA (31:08) — Leadership Alignment (33:23) — Data-First AI (48:25) — Remote vs. In-Office  (55:26) — Leadership Principles   Cool links: Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!

    1 giờ 9 phút

  7. 10 THG 9

    E46: The RevOps Mind Behind Owner.com's Billion-Dollar Valuation: Steve Dinner

    In this episode, host Kyle Norton (CRO at Owner.com) sits down with his longtime colleague Steve Dinner, VP of RevOps at Owner.com. Together, they unpack how to build a revenue operations team that drives real business outcomes rather than just managing tools and processes. Steve shares lessons from his journey to becoming a world-class RevOps leader, and highlights why empathy, trust, and business alignment matter more than endless automation. The conversation touches on why ride-alongs are one of Steve's secret weapons, agile frameworks for RevOps, and what CROs should look for when hiring their first operations leader. Packed with insights from two seasoned operators, this episode is a must-listen for CROs, RevOps leaders, and anyone scaling high-growth revenue teams.   Thanks for tuning in! Catch new episodes every Wednesday.  Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Use code TOPLINE for 10% off your GA ticket. Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!     Episode Chapters & Timestamps (00:00) Introduction & Kyle sets the stage (01:25) Steve's background and path into RevOps (03:50) The importance of blending sales leadership with RevOps thinking (07:20) Empathy, rep experience, and solving business problems beyond tech (11:50) Winning big vs. losing small (19:15) Why trust and collaboration matter in cross-functional partnerships (23:55) Ride-alongs and staying connected to frontline reps (37:10) Transitioning RevOps to agile methodology (51:00) How CROs should think about hiring their first RevOps leader (1:05:10) Building the CRO–RevOps partnership and avoiding "yes/no" traps (1:13:20) Advice for new heads of RevOps (1:17:00) Hardest leadership lessons learned

    1 giờ 21 phút

  8. 3 THG 9

    E45: The inside scoop on GTM engineering with Clay's Everett Berry

    Clay's Everett Berry breaks down how elite revenue teams are actually winning with AI today. We cover the GTM Engineer model Clay runs in-house, why prompt iteration and "taste" still matter, and the unsexy but vital work of segmentation, account scoring, and orchestration across the funnel. Plus, where AI SDR efforts go off the rails, and the concrete first steps a CRO should take to get real adoption and lift. Thanks for tuning in! Catch new episodes every Wednesday.  Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Use code TOPLINE for 10% off your GA ticket. Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Timestamps: (01:16) — Guest intro: Everett Berry, Head of GTM Engineering at Clay (02:09) — Origin story → growth roles → discovering Clay (04:52) — What is a GTM Engineer? Clay's embedded (Palantir-style) model & why it works (08:10) — Automating the busywork: pre-call research & more (10:53) — Why many AI GTM pilots miss ROI, plus AI-SDR hype (17:01) — Agent scope and lossiness, checks/evals, and prompt iteration best practices (24:20) — Day-1 win: industry classification; when to use GPT vs. Anthropic for the job (27:54) — CRO AI rollout sequence (33:32) — Data foundations: pipelines, API realities, and org readiness  (41:25) — Org design: where GTM Engineering lives (52:10) — Team & stage: roles to hire, GTME + RevOps + agency model; what to insource vs. outsource (1:00:24) — Rapid fire questions

    1 giờ 6 phút
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Giới Thiệu

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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