In this episode, host Kyle Norton (CRO at Owner.com) sits down with his longtime colleague Steve Dinner, VP of RevOps at Owner.com. Together, they unpack how to build a revenue operations team that drives real business outcomes rather than just managing tools and processes. Steve shares lessons from his journey to becoming a world-class RevOps leader, and highlights why empathy, trust, and business alignment matter more than endless automation. The conversation touches on why ride-alongs are one of Steve’s secret weapons, agile frameworks for RevOps, and what CROs should look for when hiring their first operations leader. Packed with insights from two seasoned operators, this episode is a must-listen for CROs, RevOps leaders, and anyone scaling high-growth revenue teams.
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Episode Chapters & Timestamps
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(00:00) Introduction & Kyle sets the stage
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(01:25) Steve’s background and path into RevOps
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(03:50) The importance of blending sales leadership with RevOps thinking
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(07:20) Empathy, rep experience, and solving business problems beyond tech
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(11:50) Winning big vs. losing small
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(19:15) Why trust and collaboration matter in cross-functional partnerships
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(23:55) Ride-alongs and staying connected to frontline reps
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(37:10) Transitioning RevOps to agile methodology
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(51:00) How CROs should think about hiring their first RevOps leader
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(1:05:10) Building the CRO–RevOps partnership and avoiding “yes/no” traps
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(1:13:20) Advice for new heads of RevOps
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(1:17:00) Hardest leadership lessons learned
