Finding Green Space in Complex Sales Orgs with Scott Peyser, VP-Ops at CBTS

Outbound success doesn’t come from working harder; it comes from focusing smarter.

In this conversation with Todd Busler, Scott Peyser discusses how they built systems that keep their operations running smoothly, from pipeline inspection frameworks to compensation levers to disciplined outbound cadences. After leading large teams at Dell, helping UiPath scale through its IPO, and shaping revenue operations at Clari, he’s now VP of Operations at CBTS. 

Scott shares what he’s learned building and refining outbound motions at every scale, from hypergrowth SaaS to billion-dollar service firms. He explains how clarity, consistency, and culture drive performance. Teams win when they inspect the pipeline with intention and commit real time to prospecting. The discipline is evident in the fundamentals, such as carving out time for outbound efforts, conducting weekly pipeline reviews, and focusing energy on areas with the most significant growth potential.

In this episode, you’ll learn:

• How UiPath shifted its outbound motion to focus on expansion over new logos
• Why consistent pipeline inspection drives healthier forecasting and growth
• What traits does Scott look for when hiring high-performing outbound reps

Things to listen for: 

(00:00) Introduction

(01:40) Lessons from UiPath’s hypergrowth and IPO experience

(03:18) Building strong process discipline at EMC and Dell

(04:12) The three pillars of effective outbound motion

(05:41) Using compensation levers to drive net new pipeline

(06:56) Forecasting pipeline and early pipeline metrics

(08:00) CBTS’s shift to a services-first strategy

(09:40) Creating repeatable revenue from expansion

(13:23) Building trust and culture through guiding principles

(15:51) Leading through tough quarters without losing the team

(20:27) Hiring for intellect and drive in go-to-market roles

(27:20) Why fast no is better than long maybes

(29:23) Can SaaS reps sell services?