Revenue Mavericks

Justin Shriber

The podcast for revenue leaders who need full visibility, disciplined execution, and signal-driven decisions to win. Hosted by Justin Shriber, CEO of Terret, each episode features operators who've mastered the art of identifying risk early, capitalizing on emerging opportunities, and driving predictable growth at the edge of complexity. Discover the strategies and mindset shifts that separate high-performing revenue engines from the rest. If you're ready to operate with precision under pressure, this is your show.

  1. Oct 14

    S3E7: Why the Best Leaders Pace Before They Race -- Lessons from Co-Founder @ Women in Revenue, Lauren Goldstein

    Lauren Goldstein has run 25 marathons, co-founded a community of 11,000+ women in revenue, and spent her career helping teams find growth when the wind is in their face. In this episode of Revenue Mavericks, she sits down with Justin Shriber to talk about the moments that shape leaders and the principles that separate aligned teams from ones that go rogue. What you’ll take away: The “Heartbreak Hill reset”: why slowing down in the hardest moments is a skill, not a failure, and how Lauren applies the same discipline to leading through market downturnsWhat Lauren learned pacing a friend to a Boston qualifying time at the New York City Marathon, and why the best mentors know when to step aside and let someone run past themThe one theme that came up again and again when Lauren interviewed 60 go-to-market executives over the summer: leadership and alignment, and why even the smartest teams fall apart without itLauren’s three principles for high-performing teams: enthusiasm (borrowed from Emerson), getting comfortable with discomfort, and the belief that one plus one can equal 100 when alignment is realWhy Women in Revenue exists, what 11,000+ members and eight years of community have taught Lauren about mentorship, and the legacy she wants to leave behindWhether you lead a revenue team navigating a tough market, are building a culture that survives headwinds, or are looking for the kind of mentorship that actually changes careers, this conversation will challenge you to slow down, hit reset, and run with more intention.

  2. Oct 7

    S3E6: Why the Best Sales Leaders Go Against the Obvious -- Lessons from CRO @ Jade Global, Sandeep Mahapatra

    What do you do when everything that holds your knee together is gone, and a doctor tells you recovery depends entirely on your own commitment? Sandeep Mahapatra, CRO at Jade Global, took the most counterintuitive path possible. After a devastating cricket injury that required full knee reconstruction, he didn't just rehab. He started Taekwondo, the one discipline that demands everything from your legs, and earned a black belt in three years. That same philosophy drives the way he leads revenue at Jade Global today. Brought in with a clear mandate to double the company's size, Sandeep is navigating one of the most consequential inflection points in the services industry: the shift from linear, body-based growth to AI-native, outcome-driven delivery. In this episode of Revenue Mavericks, Sandeep sits down with Justin Shriber to unpack: Why the mental barrier is always harder than the physical one, in sales and in lifeHow he flattened his entire sales organization so every rep reports directly to him, and why layers of management are "complete waste"His framework for pipeline quality over quantity: changing the ICP, killing blind RFP responses, and measuring conversion ratios as the leading indicatorThe hunter-farmer balancing act: why hunters who hold accounts too long lose their edge, and how he incentivizes new logo acquisition without starving existing accountsThe "cost plus vs. value minus" framework: moving from charging for bodies to claiming a share of measurable outcomes, and why the old model collapses under AIHis Morgan Freeman-inspired operating principle: "You don't need to drink the entire ocean to realize it's salty," and how early signal detection prevents end-of-quarter surprisesWhether you run a services business, lead a sales team navigating the AI shift, or are rethinking how your org prices and delivers value, this conversation will challenge the way you think about growth.

  3. Sep 30

    S3E5: Why the Best Sales Leaders Never Waited for Permission to Start -- Lessons from CRO @ Blackbird AI, Anna Osborn

    Anna Osborn started working at 9 years old. Growing up in a household where finances were a constant source of tension, she decided early that she would never depend on someone else for financial security. That drive took her from babysitting jobs on Cape Cod to the Sydney Olympics at 14, and eventually into executive sales leadership at Thomson Reuters, Kroll, Exeger, and now Blackbird AI. Before becoming CRO at Blackbird AI, a narrative intelligence platform that helps organizations detect and respond to disinformation campaigns, Anna learned something that reshaped her entire career: getting fired can be the best thing that ever happens to you. In this episode, Anna and Justin get into: Why growing up around financial instability became the foundation for a career in revenue leadershipThe moment she was escorted out by security after maternity leave, and how it broke open a version of imposter syndrome she'd never experienced beforeWhat it means to recognize that your most authentic professional self isn't for every company at every stage, and why that realization is freeing rather than limitingHer philosophy of "diabolical focus" in startups, and why finishing one thing before starting the next is the discipline most early-stage teams lackHow leading a team at Blackbird AI, a category-creating company in narrative intelligence, requires teaching customers skills they've never needed before Anna is currently the Chief Revenue Officer at Blackbird AI. She previously served as CRO at Exeger and held leadership roles at Kroll and Thomson Reuters. She's a single mom of three, a self-described four-seasons person who recently traded Manhattan for the suburbs, and someone who has been building teams and chasing outcomes since she was old enough to ride a ten-speed up and down hills for $25 a week.

  4. Sep 23

    S3E4: Why the Best Revenue Leaders Build From Scratch -- Lessons from VP Revenue Operations @ Replit, Quoc Tran

    Quoc Tran has built revenue operations teams from the ground up at Autodesk, Zendesk, Okta, and now Replit. But the playbook he keeps coming back to didn't start in enterprise software. It started at a dry cleaner in the Bay Area, where his mom remembered every customer by name and never took a day off for 20 years. In this episode of Revenue Mavericks, Quoc sits down with Justin Shriber to talk about what it actually takes to build a go-to-market motion from zero, why process has to come before the AI layer, and how the best RevOps leaders will stay relevant as automation reshapes the function. Key moments from this conversation: Why Quoc's mom running a dry cleaner for 35 years taught him more about customer experience than any enterprise roleWhat happened when he landed in Singapore as a first-time manager and his boss told him "you'll figure it out"The case for two weekly 1:1s with every direct report, and why separating work talk from development talk changes the dynamicWhy layering AI onto a team without established processes creates chaos instead of efficiencyHow he built comp plans, territories, and quotas at Replit in his first month, then migrated from HubSpot to Salesforce in three monthsWhere he sees the RevOps function heading in five years, and why the value shifts from execution to asking the right questions Quoc Tran is VP of Revenue Operations at Replit. He previously held revenue operations leadership roles at Okta, Zendesk, and Autodesk, where he spent 11 years including a stint building out the Asia Pacific team from Singapore.

  5. Sep 16

    S3E3: Why the Best Sales Leaders Run Their Quarter Like a Semester -- Lessons from Fractional CRO & GTM Advisor, Lesley Young

    What if the best operating model for a sales team isn't a sales playbook at all, but a college syllabus? Lesley Young has led go-to-market teams at Oracle, Informatica, Box, and Fox. Now, as a Fractional CRO and GTM Advisor, she's bringing a framework to the companies she works with that reframes how leaders think about the quarter: treat it like a semester. Give your people a syllabus. Tell them what week one looks like, what's expected by mid-month two, and what the final stretch demands. Because the teams that struggle most aren't missing talent. They're missing clarity. In this episode, Lesley and Justin get into: Why Lesley's "Semester Mindset" gives sales teams the structure they need to do their best work, and why most leaders skip this step entirelyHer Three Ps framework (Pipeline, Process, People) and how it forces leaders to confront whether they're actually running a business or just reacting to oneThe deal she was sure she'd won, the executive override that killed it, and the painful lesson about what a real champion actually looks likeWhy a board member at Informatica told her to stop thinking like a sales leader and start learning the P&L, and how that advice changed the trajectory of her careerHow she used data to coach a rep at Box who hit her number every quarter but had no idea how she got there, and why MEDPIC is a deal testing tool, not a forecasting toolThe personal hardships that taught her the most important word in leadership: choice Lesley doesn't deal in theory. Every framework she teaches was built from a moment where something went wrong and she had to figure out what to do next.

  6. Sep 9

    S3E2: Why the Best Sales Leaders Are Measured When They Leave the Room -- Lessons from CRO @ EDB, Hervé Timsit

    Hervé Timsit believes the quality of a leader is measured when the leader is no longer in the room. If your team can't operate the way you'd want them to without you standing over them, something is broken upstream. For Hervé, fixing that starts long before anyone runs a deal. It starts with who you hire. When someone asks what he does for a living, he doesn't say he's a CRO. He says his job is to find people. And his process for finding them looks nothing like a traditional interview. He doesn't ask about quota attainment or what you did at your last company. He asks where you were born, what your goals are in life, what you value. He's reading the person, not the resume. That instinct comes from growing up in Casablanca, Morocco, where Hervé attended a French public school filled with every culture, religion, and economic background imaginable. He learned early how to see through cultural formality and understand who someone really is underneath it. That skill became the foundation of a career spent selling across three continents. In this episode, Hervé sits down with Justin Shriber to talk about: Why he still personally interviews sales reps three and four levels below him, and the paranoia that drives itThe four criteria he uses to evaluate every hire, borrowed from John McMahon, and why integrity is the one he refuses to bend onWhat working alongside McMahon's crew at BMC after the BladeLogic acquisition taught him about actionable frameworks versus theoryWhy you cannot motivate people, you can only create the conditions where their own motivation thrives, and why that's the whole job once you've found the right person Hervé Timsit is CRO at EDB, where he leads the global sales organization. His career spans three decades in enterprise software, from building and selling three companies in France to leading international sales at BMC and EMC, before returning to high-growth PE-backed environments. He ran a factory of 50 people at age 23, and he's been finding the right people ever since.

  7. Sep 2

    S3E1: Why the Best Sales Leaders See Potential Others Miss -- Lessons from CRO @ MarkMonitor, Greg Davis

    Greg Davis didn't plan on a career in sales. He planned on a career in finance, maybe bond trading. But before any of that, he was a junior college soccer player who wanted a Division I scholarship and had no connections to get one. So he did what most 17-year-olds wouldn't: he pulled out a college handbook, wrote 200 handwritten letters to coaches, cold-called 50 more, and tracked every conversation on a spreadsheet he built himself. One coach happened to need a player at his exact position. Timing met preparation, and Greg landed at the University of Denver. He didn't realize it at the time, but he was running a full sales process before he'd ever heard the term. In this episode, Greg sits down with Justin Shriber to talk about: How a self-taught outbound system at age 17 became the foundation for a career leading commercial organizations at Thomson Reuters, LinkedIn, Dow Jones, and now MarkMonitorWhy leaders must see potential in people that those people don't yet see in themselves, and the Thomson Reuters promotion that almost didn't happenThe "in the ring" coaching philosophy Greg carries from training UFC fighters to managing sales teams: guide from the corner, but let your people fight their own battlesWhy removing friction for individual contributors matters more than any framework you put on a wallThe quote that's stayed with him for 20 years: "When you're interested, you become interesting" Greg Davis is CRO at MarkMonitor, where he leads the full commercial organization across sales, marketing, strategy, RevOps, and partnerships. Before MarkMonitor, he spent nearly a decade at Thomson Reuters rising from IC to Head of Americas, followed by leadership roles at LinkedIn and Dow Jones. Outside the office, he coaches fighters in mixed martial arts, a discipline that shapes how he thinks about leadership every day.

  8. Jul 23

    S2E10: Why the Best Sales Leaders Think Like C-Level Execs -- Lessons from MD @ MAC Venture Group, Bruce Chesebrough

    Bruce Chesebrough has spent decades building, scaling, and diagnosing sales organizations. As a CRO, he grew Corbis from $15 million to $250 million in revenue, expanded the company from 3 offices to 15 across the globe, and built a 450-person commercial team along the way. Today, as Managing Director at MAC Venture Group, he works with private equity portfolio companies to assess go-to-market performance and architect turnarounds. In this episode, Bruce sits down with Justin Shriber to unpack the frameworks he keeps coming back to after all these years, and why he believes sales has gotten unnecessarily complex. Takeaways from this conversation: How an MBA gave Bruce the confidence and toolkit to sit across from C-level buyers as a peer, not a vendor, and why that shift changes everything about how you sellThe career trade-off most people get wrong: why Bruce says to always prioritize the opportunity over the paycheck, and how to evaluate the risk of going from a big company to a smaller oneThe "Discipline of Market Leaders" framework Bruce uses to diagnose every portfolio company he walks into, and why most companies fail because they try to occupy all three strategic squares instead of picking oneFive levers of growth that Bruce applies to every commercial transformation: upsell/cross-sell, new customer acquisition, retention, price optimization, and operational efficiencyWhy sales organizations can only absorb two or three initiatives at a time, and what happens when leaders try to pour a Big Gulp into a Dixie Cup Bruce's advice is grounded in pattern recognition across dozens of companies and decades of experience. Whether you're a seller trying to break into the C-suite or a leader trying to simplify your go-to-market, this conversation will challenge you to strip things back to what actually works.

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About

The podcast for revenue leaders who need full visibility, disciplined execution, and signal-driven decisions to win. Hosted by Justin Shriber, CEO of Terret, each episode features operators who've mastered the art of identifying risk early, capitalizing on emerging opportunities, and driving predictable growth at the edge of complexity. Discover the strategies and mindset shifts that separate high-performing revenue engines from the rest. If you're ready to operate with precision under pressure, this is your show.

Information

  • Creator
    Justin Shriber
  • Years Active
    2026
  • Episodes
    27
  • Rating
    Clean
  • Copyright
    © Justin Shriber
  • Show Website
    Revenue Mavericks