Most ramp programs are just bad instructional design dressed up as onboarding. A week of PowerPoints, a parade of decks, and then we throw new sellers on the floor and hope. Robby Halford has watched this break sales teams for over a decade — and built something different.Robby is VP of Go-to-Market Performance at Momentive Software, where he oversees enablement, business development, marketing operations, and sales operations. He started his career as a middle school English teacher, spent six years carrying a bag (and made President's Club in his first full year), and is finishing a doctorate in curriculum and instruction. He brings the seriousness of an academic and the empathy of a former seller to every program he builds.He joins GoToMasters to argue that enablement is not a slide-making team. It's the execution wing of every strategic decision a leadership team makes, and the function only works when it has a direct seat at the CRO's table. He breaks down why he pays new sellers to learn for a full month before they touch a quota, why CSMs are the most under-enabled team in most orgs, why throwing more enablement at a problem rarely fixes it, and why AI feedback often lands better than manager feedback — because it has no feelings to hurt.If you're building an enablement function, designing a ramp program, or trying to elevate learning into a revenue-generating activity, this one's worth your time.

The biggest mistake finance teams make today is hiring for patterns. Same degree, same Big Four background, same SaaS experience — and then leadership wonders why they get average results. Hadas Sheinfeld has spent her career making the opposite bet.Hadas is Director of Finance at Sisense, where she manages finance operations across Israel, the US, and Ukraine. She joins GoToMasters for a conversation about what it actually takes to build a finance team that compounds value over time — and what it took for her to act like a director before anyone formally promoted her into the role.She breaks down the three pillars she uses to hire her team: grit over templates, ability over titles, and pushing finance from data checkers into storytellers who can tell leadership what the numbers mean for the company's future. She gets into the moment that turned her from a temporary fix into a real leader (a team member asked her what events she was planning that year), and the dangerous blind spot most managers carry — assuming their employees don't have the courage to move on, when the best ones already know they do.If you're hiring into a finance function, building a team you want to keep, or trying to break out of a role you've outgrown without waiting for a formal promotion, this one's worth your time.

A 30% productivity gain from AI delivered zero more customer visits. Caroline Rocha knows a comp team that lived through that exact outcome — the hours just moved to weekends and evenings, where the sellers had quietly been working all along.Caroline is Manager of Global Services Compensation at Just Eat Takeaway, with 15+ years designing sales incentives across Brazil, Japan, and the Netherlands. She joins GoToMasters to unpack what international comp design actually looks like, and where most companies misread both culture and AI.She gets into the cultural calibration behind global comp plans, why comp can never become a black box reps can't see into, and why teams should base decisions on evidence of what AI actually does — not what it should do.If you're designing comp across markets or figuring out where AI fits in the comp function, this one's worth your time.

Daniel Wolman is Head of Incentive Compensation at Dext, the bookkeeping automation platform, where he runs comp solo across multiple regions after 15 years in ops and RevOps. In this episode, he makes the case that RevOps should own comp because they're the only function that designs for behavior rather than cost control or fairness. He walks through how Dext restructured their account management plans from a single net revenue metric to split growth and retention targets, how to spot when reps are sandbagging deals because the plan is broken, and why CSM comp is so hard to get right when the role doesn't hold a revenue number. He also covers performance management, the shelf life of salespeople, and how to run a global comp function as a one-person team.

Ajay Erogbogbo is VP and Head of Revenue Operations and Strategic Initiatives at Pathward, a publicly listed financial holding company, where he designs incentive comp for commercial lending officers. In this episode, he breaks down how variable comp works when it's tied to loan origination volume with two-year clawback windows, why standardizing comp across product lines creates distortion when the risk profiles are different, and how he distinguishes between a performance issue and a design issue during monthly reviews. He also covers why the biggest structural comp mistake is designing for what's easy to measure rather than what creates value, and how giving BDOs a simulator to model their earnings changes the entire plan rollout conversation.

Ariana Farray manages 300+ payees across 40-50 comp plans at Flock Safety, one of the fastest-growing public safety companies in the US ($200M to $300M ARR in a single year, valued at $7.5B). In this episode, she walks through her full comp cycle from design through communication to measurement and course correction. She shares why pay versus performance is the report most comp teams skip, how a post-acquisition quota miscalculation led to sellers hitting their quarterly number in January, and why SPIFs should course correct behavior but never replace the plan. Plus her take on AI in comp: "It never tells anybody they have a bad idea.

Kris Rudeegraap co-founded Sendoso after a decade in software sales, when he watched email go from effective to noise and started looking for a better way to build relationships with prospects. Today Sendoso is the leading direct mail and gifting automation platform, and Kris has spent years watching what separates high-performing outbound teams from everyone else. On this episode of GoToMasters, he and host Mike Groeneveld get into the "Mad Libs problem" — why 75% of teams are still running templated sequences that look identical — and what the top 10% are doing with AI and multi-channel to fix it. They also cover how the BDR role is splitting into two distinct profiles in 2026, what it takes for AEs to win longer enterprise sales cycles, and why personalization is what determines whether a direct mail gift lands or backfires.

Sam Wegman is VP of CX and Commercial Operations at Univar Solutions, one of the world's largest chemical and ingredient distributors, and has spent over 30 years in the industry. On this episode of GoToMasters, Sam and host Venkat Sabesan get into what makes comp design different in a commodity-driven, high-velocity B2B environment, including a case study on what happens when you pay only for the products you want to grow. They cover why Univar has always paid on gross margin rather than revenue, how they built a "trust and verify" system for fast-moving product lines, and why most comp inaccuracy problems trace back to master data, not the tool. If you run commercial or sales operations in distribution or manufacturing, this episode covers terrain that most software-focused comp conversations skip entirely.

Most experienced recruiters will tell you the same thing quietly: when a candidate names compensation as their only reason for moving, it's a red flag, not a green light. Shawn Santos has spent almost 28 years placing CFOs, controllers, and VPs across accounting and finance, and the patterns are hard to argue with.Shawn is VP of Accounting and Finance Search at Stephen Douglas, where he's building out the New York and New Jersey market. He joins this episode of GoToMasters Finance Fireside for a conversation about what really moves senior finance leaders into new roles.He gets into where compensation actually sits in a job search (his framing: it's the ante in a card game), why the loudest, most extroverted recruiters tend to burn out at year three, and what separates the ones who stay 15 and 20 years. He's equally direct on tools — Bullhorn as the system of record, LinkedIn Recruiter and ZoomInfo as the discovery layer, MetaView as the AI note-taker that lets him stop transcribing and start listening — and on why bolting salespeople onto an existing CRM is one of the quietest ways to lose data integrity.He closes on the line that has guided his career: the next phone call you make can be the best phone call you make.If you're hiring senior finance talent, advising candidates through career moves, or trying to build a recruiting practice that survives past year three, this one's worth your time.

Colin Brown is VP of Revenue Operations at DDN, a company that powers AI infrastructure at scale for clients like XAI's Colossus data center. He came to RevOps from the front lines, having carried a sales quota, run marketing teams, and led post-sales. In this episode, he breaks down why most teams are sprinkling AI into existing processes for 15-minute wins instead of re-engineering those processes to get 1-3 days back per week. He also has a sharp take on the strategic RevOps seat: it's earned, not a right, and having access to a wide view doesn't mean you automatically get invited to the strategy room. Plus: why product roadmap changes are about to become the biggest comp planning blind spot, and why RevOps professionals need a clear value proposition instead of trying to do a little bit of everything.

Scott Johnson is Head of Revenue Operations at Zeitview, a visual AI company serving renewable energy and infrastructure operators at scale. He started his career carrying a bag at Black and Decker, and his CRO once introduced him to a sales team as "a guy that's carried a bag." In this episode, he breaks down why he builds individualized pipeline targets at the rep level instead of applying a blanket 3X coverage ratio, why he hires great people to extract their ideas into the process rather than to depend on them, and how he got to 95% forecast accuracy by combining transactional run-rate data with new business pipeline in Salesforce.

Joseph Wong is Director of Incentive Compensation Design and Governance at Moody's. Before that, he managed comp integrations for Salesforce acquisitions including Slack, Tableau, and Traction on Demand. In this episode, he walks through his end-to-end planning process that starts six months before the fiscal year, why he refuses to pay on pipeline, and how he communicates hard comp changes by building calculators that show reps exactly how to earn more. He also shares his M&A comp playbook and why getting stakeholder buy-in is harder and more important than getting the design right.

Roxanne Dable is the Director of Sales Operations at Zendesk, where she focuses on driving operational excellence and aligning sales processes to deliver customer value at scale. On this episode of the Go To Masters Show, she shares insights from 15 years across banking, fintech, SaaS, and healthcare, including her experience as a fractional COO during the pandemic.Why the biggest CRM mistake is treating it as data storage instead of an enabler that helps teams work smarterHow 100 required fields to close a deal forced reps to keep deals in spreadsheets, making pipeline reports unreliableThe COO lens: quota decisions don't just affect sales but impact finance, recruiting, and customer success capacityConnect with Roxanne: LinkedInFollow us: LinkedIn | X

Selling on Amazon as a brand is two completely different jobs depending on whether you’re 3P or 1P. In 3P, the brand controls price and carries inventory risk. In 1P, the retailer owns the inventory, controls price, and the brand has to think in terms of margin, not revenue. Most brands miss that shift, and the P&L tells the story.Makarand Bidikar, Director of Revenue Recovery at SPS Commerce, has spent his career across finance, operations, and strategy at JP Morgan, Amazon, and most recently Carbon 6, the e-commerce growth-tech platform he ran as GM for 1P revenue recovery before SPS acquired it last year.In this episode of GoToMasters, Makarand breaks down where 1P brands actually lose money, and it’s rarely where finance is looking. He gets into the ROI mindset that separates brands that triple their 1P sales in a year from ones that flatline; the 120-day cash cycle that quietly breaks brands long before their products fail; and what he calls death by a thousand paper cuts: deductions, compliance fees, and shortages that look small per transaction but aggregate to 5–10 percent of sales every year.He’s equally direct on what separates companies that scale efficiently from ones that struggle. They codify revenue before they grow, defining pricing bands, ideal customer, and what counts as a good deal so growth doesn’t just add bad business to the P&L. They keep decision-making lean enough that nothing sits in no-man’s land. And they practice what Makarand calls discipline business paranoia: not fear, but the constant question of what breaks if we double, plateau, or lose 20 percent of margin.If you’re a finance, RevOps, or e-commerce leader thinking about scaling discipline, profitability leakage, or how AI changes the operator’s job, this one’s worth your time.

Most RevOps job descriptions read like a contradiction. Strategic advisor. Tactical executor. Data analyst. Project manager. All at once.Katrin Gurvich, GTM Business Partner at Navan, has a better frame for it: the role requires you to be bilingual. Not in the language sense, in the ability to switch context, altitude, and audience without losing the thread. One minute you're in a QBR presenting business risk to the CRO. The next you're debugging a Salesforce issue with a rep. Same day. Same person.In this episode, Katrin breaks down what that actually looks like in practice, the four signals she uses to diagnose business health, why quota attainment can mask serious rep participation risk, how she thinks about pipeline coverage beyond the month-end snapshot, and what good CPQ does for trust across the whole revenue org.She also gets into where AI genuinely earns its keep (thought partner, not magic), and what she'd tell anyone trying to break into this world: take the sales role if it's open, go to the events, and don't be precious about the path.If you've ever struggled to explain what RevOps actually does or you're trying to get better at operating across every altitude of the business, this one's worth your time.

Matt Jacobson has spent 30 years in finance, investment banking, corporate strategy, venture investing, and the last 12 building and scaling venture-backed companies as CFO and COO. He's developed a simple framework for how careers and organizations grow: learning, doing, building. And in his telling, none of those phases ever fully ends.In this episode of GoToMasters Finance Fireside, Matt breaks down what it actually means to build sustainable finance operations at a high-growth SaaS company, getting org structure right before anything else, assigning real ownership rather than tasks, and compounding small improvements week over week until the gap between where you started and where you are becomes undeniable.He's equally direct on AI. Not hype, not magic, treat it like a junior analyst. It needs good prompts, constant correction, and a human who knows when the output is wrong. But when it works, it buys back the 15 and 30-minute chunks of time that add up to hours of strategic thinking you couldn't access before.He also gets into comp plan design from a CFO's lens: why the instinct to set a 10% commission rate without checking the math against ACV and deal cycle is how you set reps up to fail and what RevOps actually needs to do to connect sales, finance, and operations without creating friction.If you work in finance, RevOps, or GTM leadership at a growth-stage company, this one pays off.

Courtney Hickey is the Director of Revenue Operations at ParentSquare, a K12 communication platform serving school districts across the US. She didn't come up through traditional RevOps channels — she started in administrative and legal roles, learned the business by sitting in on executive conversations, and built her way into operations from the ground up. On this episode of the Go To Masters Show, she shares what that unconventional path taught her about designing systems that flex, where comp plans break trust before anyone notices, and why she thinks AI's biggest promise has nothing to do with speed.Why rigidity is the biggest risk in RevOps and why falling in love with the problem beats falling in love with the processThe quiet side of comp trust erosion: when the RevOps team can't explain the plan either, you've already lost on both endsWhy AI's real value isn't speed but signal quality, and what it looks like when teams build for the wrong metric

Evgenia Vereshchak is the Director of Revenue Operations at Procurify, a spend management platform built for mid-market companies, based in Vancouver. She spent eight years at the company, starting as a BDR before moving into RevOps. On this episode of the Go To Masters Show, she shares what building a RevOps function from scratch actually requires, why process has to come before tools, and what most teams get wrong about comp planning before they ever run the numbers.Why RevOps should never sit under sales, and what happens to long-term revenue health when it doesThe right order for building RevOps from scratch: ICP clarity and customer lifecycle first, team accountability second, tech stack lastWhy every comp plan is a behavioral experiment, and why modeling at 50%, 80%, and 100% attainment before rollout is non-negotiable

Jatinder Dohil is the Global Head of Revenue Operations at ThetaRay, where they build AI-powered tools to help financial institutions detect money laundering and human trafficking. Before ThetaRay, he spent 20 years in revenue operations across organizations ranging from 10,000+ employees to early-stage startups.In this episode, Jatinder breaks down his five-pillar RevOps framework: data and insights, systems, process, commissions planning, and customer 360. He explains why forecasting accuracy within a 5% threshold changes how the entire business plans, shares a salary analogy that makes unpredictable revenue feel personal, and talks about how AI tools like Copilot are changing what sales reps can focus on during live conversations.He also gets specific on commission planning and CPQ: why simplicity matters more than sophistication, what good CRM hygiene actually requires, and the three things he’d tell anyone building a RevOps function from scratch.Topics covered: RevOps frameworks, forecasting and predictability, commission planning, CPQ implementation, AI in revenue operations, CRM structure, and building RevOps teams across company sizes.

Samantha Joswick is the Senior Manager of Sales Operations at H2O.ai, where she owns the full GTM engine: compensation, deal desk, analytics, and systems. Before H2O.ai, she spent several years at Adobe working on product-level comp plans for the global digital marketing sales organization, and led end-to-end compensation at Intermedia Cloud Communications.In this episode, Samantha talks about how she fell into sales ops by accident, spotted a quota overlap at Adobe that leadership was dismissing as rep complaints, and used data to prove it was structural. She shares her framework for comp design: start with the math, but don’t worship it. Use quantitative models as guardrails, then layer on qualitative context from the field to figure out what’s actually sustainable.She also covers how owning deal desk changed the way she thinks about incentives across the full deal lifecycle, where AI adds real value in sales ops (and where human judgment still has to stay in the loop), and her three pieces of advice for anyone building a career in the space: get close to the field, respect the data without worshiping it, and think in systems.

Andre Serpa is the Area Vice President for Latin America at ClickHouse, a real-time analytical database company, based in São Paulo. He spent a decade at Microsoft, nearly six years as one of the earliest employees of what became Google Cloud, and then four years each at Elastic and Neo4j, always building LATAM go-to-market operations from the ground up. On this episode of the Go To Masters Show, he shares what two decades of market-building in Latin America actually taught him about partnerships, talent gaps, local nuance, and why the companies that get the region right go partner-first before anything else.Why partner-first isn't optional in LATAM, and the billing, collections, compliance, and talent realities that make going direct alone a costly mistakeThe three lessons from Microsoft and Google he still runs GTM by today: data-driven decisions, measurable goals at every level, and the discipline of execution cadenceHow AI is changing sales operations from the inside, and the real-time backend performance bottleneck that most operators never think aboutConnect with Andre: LinkedIn Follow us: LinkedIn | X

Jason Martin is the VP of Credit and Collections at Kaseya, a global IT management software company operating across North America, EMEA, and APAC. He spent 21 years at Datavant, rising from entry-level collector to Head of Finance Operations and watching the industry move from paper records to bot automation to AI. On this episode of the Go To Masters Show Finance Fireside, he shares what finance transformation actually looks like from the inside: why culture is the real barrier to AI adoption, and what it takes to lead global teams through that kind of change.Why 80% of finance use cases are automatable today, and what the companies sitting on the sidelines will face in five yearsThe three-part leadership framework Jason learned from a mentor (command, calm, and candor), and why candor sometimes means walking away from revenueHow he unified distributed teams across three geographies by fixing the one thing most global leaders overlook: inclusion in the same room at the same timeConnect with Jason: LinkedIn Follow us: LinkedIn | X

Matt Dornfeld is the Senior Director of Global AI GTM at Commerce, the public holding company behind BigCommerce and Feedonomics, where he leads the effort to embed AI across every workflow in the revenue organization. On this episode of the Go To Masters Show, he shares what building an AI GTM practice from the inside actually looks like. He covers why most teams sabotage themselves before they start, and what separates companies getting real outcomes from those chasing shiny objects.Why doing one AI use case completely beats running 50 halfway, and the FOMO that keeps pushing teams toward the latterThe data-first framework: take stock of what you have, centralize it, connect the sets, and only then ask what becomes possibleHow top brands decide whether a new channel is worth the investment, and why focus is a competitive advantage most teams underestimateConnect with Matt: LinkedIn Follow us: LinkedIn | X

Shiv Walia is the Director of Sales Compensation at A Place For Mom, leading comp strategy in the senior living industry. On this episode of the Go To Masters Show, he shares insights from 12 years in GTM, starting as a computer engineer at Accenture, then moving through sales ops at Dell and Mindbody before specializing in compensation across B2B and B2C models.Why a bad comp plan causes attrition faster than anything—and why what reps focus on is always what they get paid onHow showing a graph of rep productivity going from 20 to 40 sales overnight made leadership realize you can't 2X productivity instantlyWhy sales comp is an emotional topic about someone's livelihood—data alone won't get buy-in if you ignore the human sideConnect with Shiv: LinkedInFollow us: LinkedIn | X

Burak Ciflikli is the Chief Operating Officer at JotForm, a bootstrapped online form builder celebrating its 20th anniversary with 35 million organizations in its user base. On this episode of the Go To Masters Show, he shares insights from his journey as a software engineer turned COO, and how staying investor-free gave JotForm the freedom to focus entirely on what customers actually need.Why bootstrapping creates freedom to build for customers rather than maximize investor returnsHow a hack week idea about "forms that can talk" pivoted into a full customer service AI productWhy the COO's job in an ideal world is to not be needed at all—creating space for the founder to act like a founderConnect with Burak: LinkedInFollow us: LinkedIn | X

Melissa Ramirez is the Director of Commission Operations at Cox Communications, where she leads a team supporting 3,000+ sales employees with 99.9% first-pay accuracy. On this episode of the Go To Masters Show, she shares insights from over a decade in comp strategy, technology, and business operations—delivering daily commission statements with mobile access to eliminate shadow accounting and build seller trust.Why shadow accounting happens when reps don't trust the system—daily transparency eliminates mysteriesThe three-legged stool: people (aligned teams), process (documented intake), and systems (data + internal auditor)How treating comp as strategic versus back-office gets you a seat at the table through storytelling with dataConnect with Melissa: LinkedInFollow us: Linkedin | X

Darren Fay is the VP of Operations at Littera, one of the few full-service AI-native legal software companies. On this episode of the Go To Masters Show, he shares insights from an unconventional path—starting as a firefighter where process and procedures became second nature, then leading operations across Sprint, seed-stage startups, and publicly traded companies.Why firefighting prepared him for operations—both require following processes to keep scenes safe and stableThe Five Whys methodology: solve root causes, not surface issues that keep rearing their ugly headsWhy comp plans fail when they're too complex or tied to outcomes reps can't controlConnect with Darren: LinkedInFollow us: Linkedin | X

Benito Piuzzi is the Senior Vice President of Organization Strategy at Lakeview Loan Servicing. On this episode of the Go To Masters Show, he shares insights from scaling better.com from a figure to massive growth in 18 months, his McKinsey consulting foundation, and now navigating mortgage tech acquisitions—all through the lens of intentional operations and strategy.Why businesses that win with AI won't have better AI—they'll have better strategies, talent, and org structuresThe "widget model" that scaled better.com: treating mortgage like an assembly line with precise gearing ratios per roleHow voice AI held a 20-minute conversation without the customer knowing—and what that means for lead conversionConnect with Benito: LinkedInFollow us: Linkedin | X

Christopher Goff is the Senior Director of Sales Compensation at LabCorp. On this episode of the Go To Masters Show, he shares insights from "growing up in sales operations"—falling into comp when his manager left three months in, then bridging the language barrier between HR and sales across quotas, territories, market analysis, and now global compensation spanning 35+ countries.Why comp leaders are speechwriters, not speakers—you support the business's message, not deliver your ownHow handwritten notes and walking cube-to-cube saying "thank you" create cultural shifts that people remember decades laterThe library approach to global comp: consistent skeleton with regional "meat" pulled from agreed-upon measuresConnect with Christopher: LinkedInFollow us: Linkedin | X

Ankit Chopra is the Director of Financial Planning and Analytics for Cloud and AI Products at Neo4j. On this episode of the Finance Fireside podcast, he shares insights from applying AI and ML models to forecasting across Meta, Mambo, Atlassian, and Kespry—expertise that's now mainstream as the world catches up to what he's been doing for a decade.Why finance is the "central nervous system" tracking and sending signals across product, engineering, and GTM teamsThe pricing alignment triangle: customer value, usage, and financials must all synchronize for sustainable growthHow partnerships with cloud/AI providers create shared ecosystems of efficiency versus local optimizationConnect with Ankit: LinkedInFollow us: Linkedin | X

Jordan Rogers is the Founding Partner at GTM Advisor Group. On this episode of the Go To Masters Show, he shares insights from 10+ years scaling RevOps functions across unicorns and PE-backed companies—including building Thumbtack's sales org from 4 reps using sticky notes to 90 reps with structured processes.Why data is just a byproduct of good process—without consistent process, everything downstream is made up or wrongThe "scream test" for system cleanup: who will complain if you delete this field, record, or entire CRM?Why RevOps should build for the rep, not the board—because unhappy reps don't follow processes, which makes boards unhappy anywayConnect with Jordan: LinkedInFollow us: Linkedin | X

Mark Rosenthal is the Chief Revenue Officer at Castle, a $200 million managed security-as-a-service company focused on commercial real estate. On this episode of the Finance Fireside podcast, he shares insights from scaling revenue across vastly different stages—from $194K ARR to $35M at HQO, leading a $3.5B business at Google, and now $200M at Castle.Why great sales leaders are skeptical while great salespeople are optimistic—and how to balance bothThe "Three Moments of Truth" framework: champion confirmed, time-based incentive, and executive flyover emailWhy he interviews every candidate, from salespeople to coordinators—holding the bar matters at every stageConnect with Mark: LinkedInFollow us: Linkedin | X

Brian Jakins is the Senior VP of Global Sales at SD Engineering iDirect. On this episode of the Go To Masters Show, he shares insights from 25 years at the forefront of sales leadership across GSM, telco, and the space race—from early mobile networks to today's low earth orbit satellites connecting handsets directly from space.Why the sales cycle isn't about closing deals—it's about solving customer problems and building recurring businessHow Nigerian teams taught him cultural sensitivity: "You can't tell a Nigerian how to do business—understand the sensitivities first"The compensation formula for long cycles: higher base, revenue recognition triggers, and massive accelerators for overachievementConnect with Brian: LinkedInFollow us: Linkedin | X

Salina Dayton is the Head of Sales Operations for the Americas at Moxa, a Taiwanese industrial connectivity device company. On this episode of the Go To Masters Show, she shares insights from a career spanning Starbucks, banking, software, semiconductors, and now industrial tech—starting as a dental hygiene major who discovered her problem-solving superpower.Why AI is a tool to "see around corners" but still delivers child's drawings of horses sometimesHow data-driven decisions threaten teams without the right culture—and how to build trust insteadThe art of asking indirect questions across cultures: "If you were going to do this, what would you do differently?"Connect with Salina: LinkedInFollow us: Linkedin | X

Pinky Raina is a seasoned finance executive with CFO experience across manufacturing and sporting industries. On this episode of the Go To Masters Finance Fireside podcast, she shares insights from leading finance functions that prove the industry-agnostic nature of finance leadership—from Deloitte external auditing to CFO roles managing treasury and board relations.Why R&D cuts are tempting but dangerous—the sporting industry lesson that changed her perspectiveHow to build depth and breadth of capability to make yourself "marketable" as a finance leaderThe foundation-first approach: clean ERP systems and data before chasing AI buzzConnect with Pinky: LinkedInFollow us: Linkedin | X

Jane Akczinski is the Global Sales Compensation Manager at Rithum. On this episode of the Go To Masters Show, she shares insights from a career spanning sales operations and finance, starting from writing mainframe code to extract data to now designing global compensation programs that balance fairness, transparency, and business growth.Why more client meetings don't necessarily cause higher revenue - the correlation vs. causation trapHow legal and HR should be on speed dial for global comp teams navigating local labor lawsThe human element AI can't replace: fixing errors, handling exceptions, and building trust with repsConnect with Jane: LinkedInFollow us: Linkedin | X

Nabeel Ebeid is the VP of Revenue Operations at Wonderkind. On this episode of the Go To Masters Show, he shares insights from a career combining finance and operations across ExactTarget (IPO'd and acquired by Salesforce), Active Campaign, Cheetah Digital's spinoff and merger to become Marigold, and multiple M&A transactions.Why typing bigger numbers into spreadsheets doesn't create capacity—only wishful thinking doesHow managing a forgotten Brazil office taught him to listen more than speak in leadership rolesThe difference between quota (compensation question) and capacity (operational reality)Connect with Nabeel: LinkedInFollow us: Linkedin | X

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

Doug Rendler is the Sales and Business Development Leader at A10 Networks. On this episode of the Go To Masters Show, he shares his quarterback approach to building high-performing sales teams and navigating high-growth transitions.The honey badger mindset: building resilience through discipline over motivationHow AI becomes your sales teammate, not replacement, in day-to-day workflowsWhy top performers are selfish with their time and focus only on revenue-generating activitiesConnect with Doug: LinkedInFollow us: Linkedin | X

Ari Mukherjee is the Vice President at Appian. On this episode of the Go To Masters Show, he shares how his McKinsey consulting background shaped his operational approach to building scalable go-to-market engines.Building thought partnerships through value engineering rather than product-focused conversationsImplementing RPA accountability meetings to create natural coaching moments for sales teamsDeveloping ownership mindset and operational discipline as cornerstones of GTM successConnect with Ari: LinkedInFollow us: Linkedin | X

Sharan Balasubramanian is the Senior Manager of Incentive Compensation, Analytics and Reporting at Sun Pharma. On this episode of the Go To Masters Show, she shares insights from the pharmaceutical industry where sales reps don't directly influence sales but must navigate complex stakeholder ecosystems.Understanding pharmaceutical industry complexities where multiple moving parts affect simple prescriptionsDesigning fair incentive compensation across diverse geographies and product lifecyclesUsing field rides and continuous feedback loops to make analytics truly useful for end usersConnect with Sharan: LinkedInFollow us: Linkedin | X

Daniel Morris is the Head of Business Operations and Analytics at Proofpoint. On this episode of the Go To Masters Show, he shares how he scaled his team from 3 to 50+ people while supporting Proofpoint's growth to $2 billion ARR and eventual $12 billion acquisition.Moving analytics from measurement to strategic decision-making through customer obsessionBuilding trust across GTM and product teams by taking shared ownership of outcomesUsing AI to shift from fixed analytics assets to exploratory data conversationsConnect with Daniel: LinkedInFollow us: Linkedin | X

Larry Penta is the Senior Director of Revenue and Commission at Snyk. On this episode of the Go To Masters Show, he shares how his unique dual role balances financial stewardship with revenue operations excellence in a fast-scaling DevOps security platform.Balancing automation with flexibility while maintaining data governance and controlsDesigning compensation plans that align behaviors with enterprise growth objectivesUsing AI for predictive analysis beyond traditional LLM applications in revenue operationsConnect with Larry: LinkedInFollow us: Linkedin | X

Christopher Hart is the Director of Total Rewards at Boldyn Networks. On this episode of the Go To Masters Show, he shares how authentic leadership and inclusive design unlock real value in total rewards programs.Designing rewards programs that signal acceptance rather than conformityIntegrating compensation, benefits, and DEI as one unified system instead of separate campaignsBuilding pay equity as a daily muscle rather than an annual campaignConnect with Christopher: LinkedIn Follow us: Linkedin | X

Matthew Haddad is the Senior Manager of Commercial Operations at Werfen North America. On this episode of the Go To Masters Show, he shares how his finance background and "Swiss Army knife" approach drive strategic decision-making in commercial operations.Being comfortable with being uncomfortable as a core requirement for successBalancing data-driven decisions with creative strategy developmentUsing AI as a learning tool to optimize workflows and scale operationsConnect with Matthew: LinkedInFollow us:  Linkedin | X

Vikas Sareen is the International RevOps Director at EMEA for Helium. On this episode of the Go To Masters Show, he shares his unconventional journey from finance to RevOps leadership across multiple industries.Transitioning from supporting roles to strategic RevOps leadership through curiosity and cross-functional learningBalancing data-driven insights with human dynamics by telling stories with data, not just presenting numbersViewing RevOps as the "human AI agent" that provides context and reasoning behind the numbersConnect with Vikas: LinkedInFollow us: Linkedin | X

Madhu Sudhan is the Head of Sales Operations at Sci-Fi. On this episode of the Go To Masters Show, he shares his unique perspective on establishing modern sales operations in traditional manufacturing environments.Building CRM-ERP integrations that unlock real-time business intelligence in semiconductor companiesTransforming Excel-based forecasting into opportunity-driven demand planning systemsLeveraging AI tools to operate lean sales ops teams in manufacturing environmentsConnect with Madhu: LinkedInFollow us: Linkedin | X

Nick Makee is the Senior Director of Global Enterprise Sales Operations at Park Place Technologies. On this episode of the Go To Masters Show, he shares his customer-first approach to operations built from 11 years of cross-functional experience.Putting "customer before process" while maintaining operational integrityUsing AI to eliminate manual work and empower teams with better decision-making toolsBuilding scalable global operations that adapt to regional nuances without losing consistencyConnect with Nick: LinkedInFollow us:  Linkedin | X

Claudio Yamashita is the former VP of Sales Operations at SS&C Intralinks. On this episode of the Go To Masters Show, he shares insights from leading global revenue programs for 400+ sellers across five continents.Using forecasting as a mentoring and enablement tool rather than just number reportingBalancing AI automation with personalized customer interactions across diverse marketsCreating compensation plans that motivate both high achievers and developing talentConnect with Claudio: LinkedInFollow us: Linkedin | X

Tyler Will is the VP of Revenue Operations at Intercom. On this episode of the Go To Masters Show, he shares a systems-driven approach to scaling GTM operations while maintaining efficiency at hypergrowth.Building automated territory and quota models that scale beyond manual Excel processesUsing AI to eliminate low-value RevOps tasks while elevating strategic decision-makingTaking ownership of complete business problems rather than just answering literal questionsConnect with Tyler: LinkedInFollow us: LinkedIn | X

Yuval Bresler is the Director of Revenue Operations at Yotpo. On this episode of the Go To Masters Show, he shares his unconventional path from Israeli Justice Department attorney to RevOps leader and his unique approach to optimizing business operations.His framework for managing friction across cross-functional teams—knowing when to reduce it and when to increase itHow AI will reshape RevOps by handling mundane tasks while elevating teams to focus on strategic insights and navigationWhy challenging your operators and making them defend their processes is essential for continuous optimizationConnect with Yuval: LinkedInFollow us: Linkedin | X

Austin Matthews is the Director of Sales Operations at EverCommerce. On this episode of the Go To Masters Show, he shares his journey from sales rep to self-proclaimed "sales ops MacGyver" and his philosophy of building creative solutions in chaotic environments.His approach to creating paperclip-and-duct-tape solutions that deliver lasting business impactWhy compensation plans should be simple enough for reps to calculate their pay in 3-4 minutesHow to become the go-to source of truth by never saying "that's not my problem"Connect with Austin: LinkedInFollow us: Linkedin | X

Andrew Brousell is the Director of Compensation at Granite Telecommunications. On this episode of the Go To Masters Show, he shares 18 years of compensation expertise across multiple industries and market shifts.How long-term incentives create genuine employee investment and retention beyond traditional pay structuresLeveraging AI and modern tools to revolutionize job descriptions and market analysis processesNavigating post-COVID compensation trends and maintaining competitive positioning in rapidly changing marketsConnect with Andrew: LinkedInFollow us: Linkedin | X

Gary Pudles is the Founder, President, and CEO at AnswerNet. On this episode of the Go To Masters Show, he shares how choosing happiness daily creates better business outcomes and stronger leadership. He talks about:Making habits of doing what unsuccessful people avoidBalancing human touch with AI in customer service operationsUsing music and authenticity to build meaningful business relationshipsConnect with Gary: LinkedInFollow us: Linkedin | X

Josh Rappoport is the VP Finance at Acumatica. On this episode of the Go To Masters Show, he shares how curiosity and people-first leadership drive operational excellence across diverse go-to-market models.Building structure and process as enablers of speed, not barriersLeading with empathy and prioritizing people during uncertain timesStrengthening analytical muscle over relying solely on AI toolsConnect with Josh: LinkedInFollow us: Linkedin | X

Amber Rouse is the Revenue Operations Director at Sharecare. On this episode of the Go To Masters Show, she shares her unique approach to transforming analytical insights into actionable revenue strategies across complex sales cycles.Building KPI frameworks that predict success in long sales cycles before results materializeMastering cross-functional influence to optimize the entire customer journey beyond departmental silosLeveraging AI and automation to eliminate tedious work while focusing on strategic implementationConnect with AmberFollow us: Linkedin | X

Niranjan Sivan is the VP of Finance at Everstage. On this episode of the Go To Masters Show, he shares his strategic 30-60-90 day framework for finance leaders joining new organizations.His learn-plan-scale approach to the critical first 90 days in any finance leadership roleBuilding trust as a business partner rather than coming in "with a stick" to cut costsWhy every number tells a story that finance leaders must unravel to drive strategic decisionsConnect with NiranjanFollow us: Linkedin | X

Cass Ernst-Faletto is the Senior Director of Global RevOps at Pendo. On this episode of the Go To Masters Show, she shares her framework for balancing tactical execution with strategic thinking across revenue operations.Her two-lever approach: unblocking near-term revenue vs laying groundwork for scalable processesHow to facilitate cross-functional alignment through shared goals and productive tensionBuilding RevOps expertise through weekly AI demos and networking to stay ahead of industry evolutionConnect with CassFollow us: Linkedin | X

Brandon Farb is the Director of Sales Planning and Compensation at Allstate Canada. On this episode of the Go To Masters Show, he talks about:His "Winning With Wellness" program that allows salespeople to disconnect while maintaining earnings potentialFour guiding principles framework for creating fair, performance-driven, and sustainable comp plansMonthly feedback sessions and open communication strategies that build trust between leadership and sales teamsConnect with BrandonFollow us: Linkedin | X

Patrick Sweny is the Director of RevOps at Coursera. On this episode of the Go To Masters Show, he talks about:Running RevOps teams with product management methodologies and sprint-based workflowsMastering the art of setting boundaries and strategic technology evaluationEvolving RevOps from data delivery to change management and strategic partnershipConnect with PatrickFollow us: Linkedin | X

Karan Sood is the Senior Director of Sales Operations at Rakuten Kobo. On this episode of the Go To Masters Show, he shares how pricing has evolved from a passive, cost-plus function to a strategic revenue driver that shapes entire go-to-market strategies.Transforming pricing from "order-taking" to strategic value creation across different business modelsMastering the nuanced differences between PLG and sales-led pricing approachesUsing compensation as the ultimate behavior-change lever to drive pricing transitionsConnect with KaranFollow us: Linkedin | X

Hartmann-Dirani is the VP of Revenue Operations and Enablement at Restaurant 365. On this episode of the Go To Masters Show, she shares her evolution from marketing to leading unified revenue operations.Creating robust forecasting cadences that align entire organizationsBuilding cross-functional alignment between sales, marketing, and customer successLeveraging AI to eliminate tedious tasks while improving data hygiene Connect with Helene: LinkedIn Follow us: Linkedin | X

Jason Wooten is the Head of Finance Operations at ClickUp. On this episode of the Go To Masters Show, he shares insights from his unique journey from sales to finance leadership.Merging deal desk and procurement for unified decision-makingBalancing risk management with responsible revenue growthCreating compensation plans that drive the right behaviors for better sales hygiene Connect with Jason: LinkedIn Follow us: Linkedin | X

Ajay Erogbogbo is the Vice President of Revenue Operations at Pathward. On this episode of the Go To Masters Show, he shares how a finance-first mindset helps structure long-term revenue strategy.Building revenue operations around predictability and actionable insightsCreating a 4-pillar framework to align short-term actions with long-term goalsEnvisioning AI’s future in transforming forecasting and cross-functional collaborationConnect with  Ajay Follow us: Linkedin | X

Flavio Ferracuti is the Director of Sales, EU Distributed Operations at STAAR Surgical. On this episode of the Go To Masters Show, he brings a global sales perspective rooted in medical innovation and strategic leadership. Flavio discusses:Why strong customer relationships go beyond product and into business advisoryThe role of psychology and neuroscience in sales successThe balance of scientific expertise and commercial acumen in the medical device spaceConnect with Flavio: LinkedInFollow us: Linkedin | X

Alli McKeon is the Director of Sales Strategy & Operations, Americas at OneTrust. On this episode of the Go To Masters Show, she shares her journey from auditing to Ops leadership, talking about:Why momentum, buy-in, and “buzz” are key for organizational changeWhy great RevOps is not just about data crunchingEmbracing the “number two” role while advocating for yourself and your teamConnect with AlliFollow us: Linkedin | X

Pratik Shreshta is the Director of Sales Ops at Qualys. He has experience in simplifying complex GTM systems to create seamless experiences. On this episode of the Go To Masters Show, he talks about:Aligning cross-functional teams to buyer experienceHow comp plan design and rep retention are deeply linkedThe importance of changing your environment for career growthConnect with PratikFollow us: Linkedin | X

Ethan Lippman is the VP of Revenue Operations at Alkami Technologies. On this episode of the Go To Masters Show, Ethan shares a masterclass in building RevOps with intention, impact, and innovation. He dives into:His journey from product management to RevOpsThe power of "Democratize, Disseminate, Narrate” for driving data transparencyCreative strategies to boost efficiency across the full sales ecosystemConnect with EthanFollow us: Linkedin | X

Jessica Trimmer is the Director of Revenue at Intapp. She’s a seasoned revenue accounting leader with over 20 years of experience driving operational excellence. This episode of the Go To Masters Show features Jessica, as she talks about:Streamlining quote-to-cash (Q2C) cyclesImportance of collaboration across functionsThe underrated potential of documentation & cross-trainingConnect with JessicaFollow us: Linkedin | X

Brianna Lewke is the Senior Director of GTM Enablement at Lyra Health, where she ensures every market-facing employee is equipped to do the best work of their career. This episode of the Go To Masters Show features Brianna, as she talks about:Her unique journey from German literature to sales enablementWhy enablement needs to be about teaching vs. trainingTips for improving cross-functional collaboration as RevOpsConnect with BriannaFollow us: Linkedin | X

Diana Green is the VP of RevOps at Docker. Shifting from Finance to RevOps, she has over 25 years of experience, including pivotal roles at SentinelOne and NetApp. This episode of Go To Masters Show features Diana, as she talks about:How data-driven decision-making shapes leadershipKey differences between pre-IPO and post-IPO operationsThe impact of AI in RevOpsConnect with DianaFollow us: Linkedin | X

Fawad Dar is the Financial Controller of Aviat Networks. He has led finance teams across global organizations, ensuring compliance and driving financial efficiency. This episode of Go To Masters Show features Fawad, as he talks about:Best practices for integrating acquisitions and ensuring financial stabilityHow automation and analytics are shaping modern financeStrategies to enhance cash forecasting and revenue recognitionConnect with FawadFollow us: Linkedin | X

Terry Lee is the VP of Revenue Operations & Strategy at Harness. He has played a pivotal role in helping Harness scale ARR from $250M to $2.5B. This episode of the Go To Masters Show features Terry, as he talks about:His exact playbook to achieving 10x revenue growthThe three pillars of a good GTM strategyHow to build a scalable GTM systemConnect with TerryFollow us: Linkedin | X

Shalini Agarwal is the Director of Accounting at Starburst. With over a decade of experience in finance, she outlines her journey to her current leadership role. This episode of the Go To Masters Show features Shalini, as she talks about:Leveraging technology & data in financeBalancing compliance with operational efficiencyAI’s role in transforming financeConnect with ShaliniFollow us: Linkedin | X

Nikhil Agarwal is the Senior Director of Global Finance at Browserstack. Aside from pharma and media, he has dabbled in the domain of finance across every industry in his 25-year career. This episode of the Go To Masters Show features Nikhil, as he talks about:Staying updated with analytics & latest technologiesThe impact of AI on FinanceThe idea of commercial consciousnessConnect with NikhilFollow us: Linkedin | X

Tancrede Juvin is the Senior Director of Strategy & Ops at Snyk. Having firsthand experience in setting up growth strategies at Veeam & Snyk, he talks about his blueprint to maximizing ops efficiency. This episode of the Go To Masters Show features Tancrede, as he talks about:The growth hack of country prioritizationHow to have “interlocks” to stay on top of critical questionsWays to set realistic targets for sales teamsConnect with TancredeFollow us: Linkedin | X

Tomas Kral is the Senior Manager of Sales Ops at Epicor. He talks about the best ways to navigate sales enablement based on his experience of 25 years in Sales & Sales Ops. This episode of the Go To Masters Show features Tomas, as he talks about:The most effective sales conversation templateThe key elements of an enablement processHow documentation helps in enablement successConnect with TomasFollow us: Linkedin | X

Greg Coman is the Senior Manager of GTM Strategy & Analytics at Abnormal Security. Leveraging his learnings from the consulting space, he has crafted successful strategies in the cybersecurity domain. This episode of the Go To Masters Show features Greg, as he talks about:How he crafted a GTM strategy for CybersecurityDevising new methodologies for forecasting salesA more granular approach to ABMConnect with GregFollow us: Linkedin | X

Josh Blandy is the Head of Market & Commercial Strategy at Telstra. With over 2 decades of experience across strategy & consulting, he unpacks a lot of insights for GTM teams on this episode, like:Driving focus for a unified GTM teamBalancing acquisition vs. retentionAligning sales strategies with financial goalsConnect with JoshFollow us: Linkedin | X

Jeremy Li is the Director of Strategy & Field Finance, APJ at Confluent. With over 15 years of experience in Finance & Operations, he has led strategic and tactical business initiatives. This episode of the Go To Masters Show features Jeremy, as he talks about:How to tackle global expansion challengesDesigning long-term incentives aligned with company goalsThe role of AI in FinanceConnect with JeremyFollow us: Linkedin | X

Anthony Boston, a.k.a. AJ, is the FP&A Manager at Route. He has over a decade of experience across Finance & Operations. This episode of the Go To Masters Show features AJ, as he talks about:The importance of cash flow managementKey skills to grow as an FP&A professionalConsiderations for data & building comp plansConnect with Anthony BostonFollow us: Linkedin | X

Raj Khanna is the Head of Commercial Operations (Pre-to-Post Sales) at LiveRamp. He’s a techie turned Sales Ops leader with over two decades of experience. This episode of the Go To Masters Show features Raj, as he talks about:How high-performing teams are madeWays to create a fluid GTM strategyThe importance of toolsConnect with RajFollow us: Linkedin | X

Matthew Wester is the Senior Manager of Sales Ops at Copado. Starting in Sales, he has worked in multiple industries before transitioning into sales operations. This episode of the Go To Masters Show features Matthew, as he talks about:Nurturing influence with other functionsThe importance of building culture & communicationWhat reps truly want from their comp plansConnect with MatthewFollow us: Linkedin | X

Ryan Farber is the Director of Sales Operations at Barracuda. He has over a decade of experience handling successful compensation programs. This episode of the Go To Masters Show features Ryan, as he talks about:The need of aligning comp plans with overall business strategyHow to build trust with sales reps through accurate & timely payoutsPerforming gap analysis between top-down expectations & bottom-up realitiesConnect with RyanFollow us: Linkedin | X

Cory Benz is the Director of Revenue Operations at Crexi. He has vast experience working for growing industries like healthcare & real estate. This episode of the Go To Masters Show features Cory, as he talks about:The importance of communication & collaborationHow to balance quantitative vs. qualitative feedbackWays to build effective comp plansHow AI has evolved in RevOpsConnect with CoryFollow us: Linkedin | X

Gregory (Goyo) Schipilliti is the International Finance Director at DailyPay. With a decade of experience in FP&A across industries, Goyo has built successful processes from scratch. This episode of the Go To Masters Show: Fireside Finance features Goyo, as he talks about:A day in his life as International Director of FinanceImportance of learning financial modelingKey traits of a strong FP&A professionalThe future of AI in FinanceConnect with GoyoFollow us: Linkedin | X

Cristian Rinceanu is the Director of Sales Ops, Europe at Illumina. He has over 14 years of experience across various operations roles, working across 4 countries. This episode of the Go To Masters Show features Cristian, as he talks about:His transition from FMCG to Biotech industryHis learnings from Unilever that extend to startupsRole of Sales Ops in accurate data managementConnect with CristianFollow us: Linkedin | X

Nicholas McQueen is the Revenue Commissions Manager at Entrata. He’s a specialist in finance & sales commissions. This episode of the Go To Masters Show features Nicholas, as he talks about:How to craft effective compensation plansThe latest trends in AI & Sales Compensation3 skills to ace in the field of incentive compensationConnect with NicholasFollow us: Linkedin | X

Doron Shohet is the VP of Business Finance at Yotpo. He has over 10+ years of experience in Finance & Accounting. This episode of the Go To Masters Show: Fireside Finance features Doron, as he talks about:Ways to ensure process efficiency to manage costsImpact & growth of Finance in the SaaS industryHis approach to making strategy level decisionsLeveraging AI in FinanceConnect with DoronFollow us: Linkedin | X

Marc Mastrocola is the Director of Revenue Operations at Peek. Over the past 12 years, he has seen RevOps evolve and has gained experience across various companies. This episode of the Go To Masters Show features Marc, as he talks about:How he achieve 5x growth in recurring revenue at SonderRevOps in Hospitality Tech vs. B2B SaaSThe 4 core pillars of RevOpsConnect with MarcFollow us: Linkedin | X

Kumail Mukadam is the Senior Director of Revenue Operations at Claroty. With 10+ years of experience in this rapidly growing field, Kumail dispels some hot takes in RevOps in this episode of Go To Masters Show: RevOps MythBusters.Here’s what’s covered in the podcast:RevOps shouldn’t exist as a separate function.RevOps should report to the CFO, the CEO, or the CRO.Enablement should NOT fall under the purview of RevOps.RevOps are addicted to firefighting and solving daily ops problems.Connect with Kumail MukadamFollow us: Linkedin | X

Lauren Hughes is the Global Head of Revenue Operations at InMobi. She’s passionate about RevOps, having over more than 20 years of experience in the field. This episode of the Go To Masters Show features Lauren, as she talks about:Key strategies to align sales teams with overall revenue goalsWays to effectively collaborate with other leadersHow to be empathetic to sales leaders as RevOpsConnect with Lauren HughesFollow us: Linkedin | X

Jeff Narduzzi is the Director of Sales Operations at SysDig. He has over 10+ years of experience across Sales & Sales Ops. This episode of the Go To Masters Show features Jeff, as he talks about:Evolution of Sales Ops over the yearsStrategies for effective sales processes3 pieces of advice for Aspiring Sales Ops professionalsConnect with Jeff NarduzziFollow us: Linkedin | X

Peter Charshafian is the RevOps & Sales Strategy Manager at Branch. With an extensive background in real estate, he has transferred his learnings across industries to his current role as a GTM leader. This episode of the Go To Masters Show features Peter, as he talks about:The art & science of forecastingHow RevOps can become more strategic3 pieces of advice for career growthConnect with Peter CharshafianFollow us: Linkedin | X

Joshua Janes is the VP of Revenue Operations & Analytics at Addi. With 15+ years of experience, he’s passionate about resolving complex RevOps challenges. This episode of the Go To Masters Show features Joshua, as he talks about:Unlocking the strategic potential of RevOpsEffectively collaborating with other functionsBooks & resources to grow in RevOps careerConnect with Joshua JanesFollow us: Linkedin | X

Navin Persaud is the VP of Revenue Operations at 1Password. He has over 20+ years of experience across sales, Sales Ops, Marketing Ops & RevOps. This episode of the Go To Masters Show features Navin, as he talks about:How RevOps must be an all-encompassing functionEnsuring constructive cross-functional collaborationEvaluating tech tools from a utility vs. ROI viewpointConnect with Navin PersaudFollow us: Linkedin | X

Dominik Jaworski is the VP of Strategy & Business Operations at Matillion. He has over 15 years of experience in consulting & strategy. This episode of the Go To Masters Show features Dominik, as he talks about:The 2 ways to enable cross-functional collaborationLeveraging marketplace as a channel for growthDifferences between consumption-based model vs. traditional SaaS modelConnect with Dominik JaworskiFollow us: Linkedin | X

Ruchika Chopra is the VP of Sales Operations at Illumio. She has over 2 decades of experience in building, scaling, & optimizing GTM teams. This episode of the Go To Masters Show features Ruchika, as she talks about:Importance of building the right team cultureUsing ops as a lever for growth and building for scaleNavigating acquisitions and maintain business continuityConnect with Ruchika ChopraFollow us: Linkedin | X

Kristina Kardell is the Associate Director of Revenue Operations & Strategy at Leapsome. Prior to venturing into RevOps, she honed her background in consulting at Navigio. Go To Masters Show features Kristina, as she talks about:Her learnings from being a ConsultantSetting ideal cadences to enable collaboration across teamsHow to prioritize projects & tasks as RevOpsConnect with Kristina KardellFollow us: Linkedin | X

Ida Stoier was the former Director of Sales & Partnerships at Pleo. She has extensive experience in sales & consulting. This episode of the Go To Masters Show features Ida, as she talks about:Frameworks for setting up partnershipsHow to build business presence across EuropeAdding beyond monetary value as a partnerConnect with Ida StoierFollow us: Linkedin | X

Amir Hershkovitz is the Director of Revenue Operations at AppsFlyer. He has a vast experience in finance, having started his journey as a revenue accountant. This episode of the Go To Masters Show features Amir, as he talks about:How to build objective-focused comp plansStatistical model predicting GRR loss3 pieces of advice for career growth in RevOpsConnect with Amir HershkovitzFollow us: Linkedin | X

Jamie Edwards is the Head of GTM Operations & Tools at Gusto. Starting out as a sales rep, he’s had a stellar career growth in GTM Ops. This episode of the Go To Masters Show features Jamie, as he talks about:The concept of attach ratesChallenges with traditional geographic segmentationHow to effectively boost productivity among sales repsConnect with Jamie EdwardsFollow us: Linkedin | X

Michael Duncan is the Director of Global GTM Strategy, Insights, & Incentives at Gong. With a strong background in finance, he has over 10+ years of experience in the RevOps space. This episode of the Go To Masters Show features Michael, as he talks about:Tripwires concept for improving cross-functional collaborationOKRs and KPIs for RevOpsWays to effectively use tools in your tech stackConnect with Michael DuncanFollow us: Linkedin | X

Gail Behun was a former Senior Director of Revenue Enablement at LivePerson. She is also the president of Revenue Enablement Society, a non-profit organization in the revenue enablement space. This episode of the Go To Masters Show features Gail, as she talks about:How RevOps & Sales Enablement can effectively collaborateKey metrics to consider for Revenue EnablementUsing AI to optimize revenue enablementConnect with Gail BehunFollow us: Linkedin | X

Sive Sakac is the Lead Revenue Operations Manager - EMEA at Fivetran. She has an extensive experience working with large enterprises like Qualtrics & Autodesk. This episode of the Go To Masters Show features Sive, as she talks about:RevOps policies for venturing into the EMEA marketThe importance of partnerships in EMEABest ways to roll out redefined rules of engagementConnect with Sive SakacFollow us: Linkedin | X

Rahil Jetly is the Senior Sales Ops Manager at Carta. Starting as a discovery analyst, he has a rich experience of setting up RevOps functions across companies. This episode of the Go To Masters Show features Rahil, as he talks about:The key metrics for GTM successHow to evaluate tools as RevOps3 pieces of advice for career growth in RevOpsConnect with Rahil JetlyFollow us: Linkedin | X

April Gross was the former Senior Director of Go To Market & Growth Solutions at Criteo. She has successfully built enablement functions from the ground up at 2 companies. This episode of the Go To Masters Show features April, as she talks about:Applying pharmaceutical sales techniques to tech salesKey factors to optimize performanceEffective ways to ensure cross-functional collaborationConnect with April Gross

Danny Schonfeld is the VP of Revenue Operations at Glia. Starting his journey in consulting, he has worked with giants like Deloitte & LinkedIn before venturing into RevOps. This episode of the Go To Masters Show features Danny, as he talks about:How to master the art of prioritizing tasks as RevOpsCross-functional collaboration & its importance3 key skills for a great RevOps professionalConnect with Danny Schonfeld

Elisha Gill is the Director of GTM Operations at CommerceIQ. She had helped her previous company, SumoLogic, scale up tenfold in ARR. This episode of the Go To Masters Show features Elisha, as she talks about:Her playbook for scaling SumoLogic’s revenue from $30 Mn to $300 MnWays to build compensation plans for seller & non-seller rolesStriking a balance between sales & finance teamsConnect with Elisha GillFollow us: Linkedin | X

Adam Edmiston is the Associate Director of Revenue Operations & Strategy at Bloomreach. He ventured into RevOps after starting out as an accounting intern & gaining experience through multiple domains. This episode of the Go To Masters Show features Adam, as he talks about:Important metrics to analyze business successEffective ways to help teams visualize their contributionKPIs to bring multiple functions to collaborate with each otherConnect with Adam EdmistonFollow us: Linkedin | X

Dan Jiao is the VP of Revenue Operations at Signifyd. Starting his career as a chemical engineer, he ventured into sales before rising the ranks to become a RevOps leader. This episode of the Go To Masters Show features Dan, as he talks about:Effective ways to build & implement sales strategiesHow to hire, onboard, & motivate reps to exceed their quotasBringing other functions to collaborateConnect with Dan JiaoFollow us: Linkedin | X

Pushkar Bahl is the APJ Revenue Operations Director at Tealium. Starting as an accountant, he moved from finance to operations to become a RevOps leader. This episode of the Go To Masters Show features Pushkar, as he talks about:How to seek mentorship & the desirable qualities of a menteeThe fundamental difference between Sales Ops & RevOpsStrategies to build an effective RevOps tech stackConnect with Pushkar BahlFollow us: Linkedin | X

Kunal Pandya is the Global VP of Revenue Enablement at Corsearch, and the Founder & CEO of Sales Velocity Labs. Starting as an IT analyst, he has delved into revenue enablement and has a rich experience. This episode of the Go To Masters Show features Kunal, as he talks about:The importance of enablement in creating revenue impactSales velocity equation and how it’s important for SaaSRecent trends & developments in revenue enablementConnect with Kunal PandyaFollow us: Linkedin | X

Oscar Armas-Luy is the Senior Director of Revenue Operations at Beeline. His passion for data & creating stemmed from the beginning of his career as an analyst. This episode of the Go To Masters Show features Oscar, as he talks about:The link between data, tech tools, and solution-sellingKPIs to gauge the success of RevOps initiatives that drive impactful growthChallenges in RevOps and strategies to solve themConnect with Oscar Armas-LuyFollow us: Linkedin | X

Jordan Shaheen is the Head of Revenue Strategy & Operations at Candid. He has had an incredible career journey — starting from a customer ops associate to currently leading the RevOps team at Candid. This episode of the Go To Masters Show features Jordan, as he talks about:How he helped Candid transition from the D2C to the B2B spaceEffective ways to collaborate with other functions in a strategic wayImportant tips to keep in mind while hiring and onboarding new team membersConnect with Jordan ShaheenFollow us: Linkedin | X

Vedant Arora is the Senior Manager of Revenue Operations & Strategy at InMobi. With 10+ years of experience in revenue strategy & operations, he enables GTM teams by leveraging through processes & analytics.This episode of the Go To Masters Show features Vedant, as he talks about:His approach to acquiring customers in SMB vs. Enterprise SegmentsExpectations from a new RevOps hire over a span of 30, 60, and 90 daysKey considerations to align GTM strategy with overarching business goalsConnect with Vedant AroraFollow us: Linkedin | X

Ramabhadran Kapistalam is the present Head of Global Sales Operations, Strategy & Analytics at RedHat. Starting his career as a Data Scientist, he has more than 20 years of experience working with data, analytics, strategy and operations.This episode of the Go To Masters Show features Ram, where he talks about:His transformation from a data scientist to leading operations and strategyThe significance of data in bridging the gap between strategy & executionHow to build focus on leading indicators instead of lagging indicatorsConnect with Ramabhadran KapistalamFollow us: Linkedin | X

Saket Kapoor helms the Worldwide GTM Strategy at Citrix, a global cloud software and services company. With over 15 years of experience in setting up operations and strategy across multiple organizations, his focus lies in leading corporate growth initiatives and planning large-scale transformations in competitive markets.This episode of the Go-To-Masters Show features Saket, where we discuss:The fundamental essence of GTM strategyKey focus areas for GTM Planning for 2024GTM strategies for channels and marketplacesTips for setting up sales processes for GTM functionConnect with Saket KapoorFollow us: Linkedin | X

Laura Fu is the VP of Revenue Operations & Productivity at Olo. A leading open SaaS platform for restaurants that enables hospitality at every touchpoint. Laura is currently building a GTM strategy and operational roadmap to help Olo get to $1B in revenue by developing frameworks that support organizational structure, goal setting, sales, customer growth, customer type and channel strategy in partnership with the CRO.Prior to Olo, Laura held key positions in Kong and Sprinklr spearheading the GTM operations and enablement.The latest episode of The Go-To-Masters Show features Laura, where we discuss:Transitioning from the sales training and enablement side to the Ops side and how enablement strategy complements operational goals.Key areas of focus in enablementBuilding an effective yet scalable sales process & team across the GTM functionsCreating incentive plans that are not only effective but also benchmarked for successConnect with Laura FuFollow us: Linkedin | X

Nicholas is the Senior Manager of Sales Operations at Numerator. With a background in SaaS and the manufacturing industry. Nicholas is a strong finance professional skilled in budgeting, forecasting and variance analysis. Proficient in Salesforce, Clari, Xactly, SAP, Netsuite, TM1, Cognos and Microsoft Suite. Nicholas is poised to make a significant impact on Sales compensation and Operations.Before joining Numerator, Nicholas held at key positions at Cars.com and The Classic Residence by Hyatt.The latest episode of The Go-To-Masters Show features Nicholas, where we discuss:How crucial financial skills such as budgeting and variance analysis are utilized in Sales Operations to enhance efficiencyApproaches to sales forecasting in Sales Operations and its impact on overall business strategiesStrategies for fostering collaboration between Sales Operations and sales teams to ensure alignment and drive revenue growthAnticipated trends and developments in Sales OperationsConnect with Nicholas VanholsbekeFollow us: Linkedin | Twitter

Rachel Lacsamana is the Sr. Program Manager, GTM Ops at Komodo Health. With a background in commercial and operational roles, she is an experienced professional. Rachel brings a track record of successfully directing enterprise-level stakeholders through the execution of strategic go-to-market (GTM) plans, making her a trusted subject matter expert in GTM strategy and operations. Prior to joining Komodo Health, Rachel held the position of a project manager at UL and is currently managing her own startup, The Limit DNE LLC."The latest episode of The Go-To-Masters Show features Rachel, where we discuss:Smooth Transition Between GTM Operations and Product ManagementAlignment of Stakeholders to Achieve Collective VisionDeeper Coaching and Creating New OutputsEffective Use of Frameworks, Templates, and Workshopping for achieving the GTM successConnect with Rachel LacsamanaFollow us: Linkedin | Twitter

Vicki Werner is the Director of Sales Operations at AMI. Vicki shares her non-traditional path to Sales Ops, reflecting how people don’t typically aim for this career from the start, and how her unique background shaped her perspective. Prior to joining AMI, Vicki held the position of VP, of Sales Operations at Verint.The latest episode of The Go-To-Masters Show features Vicki, where we discuss:Fusion of Finance and Operations, highlighting the advantage of her dual expertise and how it gives her a competitive edge in handling Sales operationsNavigating Sales compensation debates and the emphasis on having a risk-reward revenue growth lens instead of mere cost-cuttingChoosing the right metrics between bookings and collections. Vicki explores the dilemma between bookings and collections as measures of Sales performance, offering insights on how businesses can discern the most suitable metric based on an Ops/Finance perspectiveThe hands-on approach in configuring workflows and processes. Vicki emphasises how this proactive attitude enhances business and operational results Connect with Vicki Werner Follow us: Linkedin | Twitter

Shantanu Shekhar is the Senior Director of GTM Operations for Gong, leading go-to-market strategy, process excellence, and cross-functional alignment for their international markets. He also leads Gong’s account management team in EMEA, which is focused on driving value for their existing customers in the region.Prior to joining Gong, Shantanu held key revenue operations/GTM leadership positions at LinkedIn and Nitro. He is also a former management consultant from Bain & Co.The latest episode of The Go-To-Masters Show features Shantanu, where we discuss:Approaching the EMEA market as a RevOps professional and assessing the RevOps maturity.The ideal steps to build a successful RevOps team from scratch.The playbook for setting up a tech stack in RevOps? What are the painkillers vs. vitamins?The importance of commission plans in the context of RevOps.Creating effective commission plans that align with the goals and incentives of a RevOps team.Connect with Shantanu ShekharFollow us: Linkedin | Twitter

Lorena Morales is the Director of Global Digital Marketing Revenue Operations at JLL, a professional services firm that specializes in real estate and investment management and operates across more than 80 countries. Lorena talked us through why Marketing should be considered an extension of revenue operations and how RevOps plays a vital role in the success of the ABM initiative.The latest episode of The Go-To-Masters Show features Lorena, where we discuss:How different the Sales tech set-up is in the real estate industry compared to B2B SaaS?Handling the modern tech stack problem and the challenges of a globally distributed tech stack.Managing the complete sync of data within the tech stack, as ABM is proving to be a game-changer in outbound marketing.How RevOps and marketing should collaborate for the success of ABM campaigns.Connect with Lorena MoralesFollow us: Linkedin | Twitter

Josh Pudnos is a seasoned revenue strategist and operations expert, renowned for his remarkable proficiency in constructing and leading cross-functional teams. His areas of specialisation include sales strategy and operations, enablement. Josh currently holds the position of VP, Global Head of Sales Operations at Exiger, a leading supply chain management software company.  The latest episode of The Go-To-Masters Show features Josh, where we discuss:Building a scalable and motivating sales commission planWhy do SaaS companies need to consider LTV and CAC for their growth? The "UX of RevOps” and why data interpretation is a key thing in presenting to the C-Suite? Major trends in Sales compensation and planning methodologies.Connect with Josh PudnosFollow us: Linkedin | Twitter

Darren Fay is an accomplished Revenue Operations Leader driving growth with strategic expertise and revenue optimization. A skilled coach, he fosters exceptional team outcomes by implementing scalable processes and data-informed decisions. Proficient in Salesforce, Snowflake, Tableau, Outreach, Clari, and more. Darren is poised to make a significant impact on revenue operations.Darren shares his journey from Sales to Revenue Operations, offering tips for a smooth transition into RevOpsDrawing parallels between his firefighting past and current role, highlighting similarities and differences between Sales and OpsDarren emphasizes key data points for achieving better revenue forecasting in a dynamic business landscapeHow to foster collaboration between Sales and Ops, building scalable processes with effective channelsAs a RevOps Leader in Instructure, Darren addresses the modern challenges of optimizing territory planning for diverse geographical landscapes.Darren envisions the growth of operations and the impact of AI, highlighting key trends for ops professionals to prepare for.Connect with Darren FayFollow us: Linkedin | Twitter

Olga Traskova holds the position of VP of Revenue Operations at BirdEye, a leading reviews software and messaging platform. Motivated by an insatiable curiosity regarding the intricacies of successful marketing operations and the critical need for alignment between marketing and sales, Olga strategically pursued a career in revenue marketing and revenue operations (RevOps). With more than a decade of experience, Olga is spearheading the revenue operations function in BirdEye.The latest episode of The Go-To-Masters Show features Olga, where we discuss:Managing the complexity of the Revenue tech stack, taking into account its enablement and adoption.Establishing an effective rhythm in the RevOps channel to facilitate a steady pipeline movement.Dealing with the challenges of building a RevOps team with limited guidance.Exploring the pivotal role of RevOps in supporting sales and forecasting during these turbulent times.Connect with Olga TraskovaFollow us: Linkedin | Twitter

Semir is a part of the Clari EMEA leadership team and is a passionate GTM leader with proven success in leading sales engineering teams and operations.  Semir joined Clari in 2020 to help launch the EMEA region as part of Clari’s international expansion. He supported the growth of the company across the region by hiring and leading the presales team and other GTM team members. Before joining Clari, he spent time at Accenture and Salesforce where he led digital transformation projects and worked in sales engineering across EMEA.  The latest episode of The Go-To-Masters Show features Semir Jahic, where we discuss:0 to 1 Journey in the EMEA landscapeHow's the approach differ between the US and Europe, and what kind of impact does it have on territory planning?How can RevOps play a pivotal role in supporting sales and forecasting during these turbulent times? Building a revenue engine that can effectively capture all signals and foster a rigorous sales process is crucial for achieving better revenue precisionSaaS is churning more than winning? So what should companies do to overcome the challenge?Navigating the European landscape with distinct regulations and requirements that can significantly impact businesses operating within its bordersConnect with Semir JahicFollow us: Linkedin | Twitter