$5m in ARR? Your CRO Should Be Focused on These 3 Things

Kyle Norton, the Chief Revenue Officer at Owner.com, talks about his journey transforming the company’s ARR from $6m to $20m. He shares insights on tackling a high churn rate and refining the Ideal Customer Profile. Firing underperforming Account Executives played a key role in his strategy. Kyle emphasizes maximizing sales efficiency and the importance of pipeline management. With ambitious goals, he discusses the financial fluency needed in revenue leadership to continue thriving in the competitive SaaS landscape.