AI is revolutionizing every part of go-to-market strategy, and Nvidia’s Kelly Goles is at the forefront of that transformation. As the Manager of Revenue Marketing Operations at Nvidia (and winner of LeanData’s 2024 Ops Star of the Year award), Kelly has been tasked with using AI to accelerate commercial performance. In our conversation, Kelly shares how her team saved 1,500 sales hours per week and quadrupled the number of leads their reps can work, she walks us through Nvidia’s AI-powered GTM framework, and explains how her team balances AI experimentation with real-world operational impact.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.This episode is brought to you by the RevOps experts at Synch. Synch isn’t just a tool; it's your revenue co-pilot. To learn more about them, schedule a personalized demo at withsynch.com and tell them Sean sent you!

For a long time, post-sale teams haven’t received the attention they deserve. Companies have historically prioritized revenue growth over revenue protection, relying on human-intensive Customer Success models to keep customers happy. But the landscape is shifting—companies are rethinking how they structure their Customer Success teams, when and how to introduce Account Managers, and whether automation and scaled CS models can truly replace the human touch.In this episode, we sit down with Mike Lemire, a seasoned Customer Success executive with experience at Toast, HubSpot, and Overjet, who now runs his own executive coaching firm, Harmonic Leadership. In our conversation, Mike shares his insights on how to build the right post-sale team for your business, what CS leaders can learn from marketing, and why customer success is all about aligning trigger points with action items.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!

In this special episode recorded live at Startup Boston Week, we sit down with Dr. Shari Worthington, Associate Professor and Associate Director of the Center for Entrepreneurship at Suffolk University. Shari brings a unique perspective as both a serial entrepreneur and an academic, sharing insights from her research on founder identities. In our conversation, we explore the different types of entrepreneurs, how she brings practical, real-world examples into a theoretical academic environment, and why embracing serendipity might be the key to success.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!

In this episode of Operations, Sean dives into the world of community-building with Matt Volm, CEO and Co-Founder of RevOps Co-op —a vibrant network of over 14,000 RevOps professionals. Matt shares how he transitioned from running a software startup to creating a thriving community, the lessons he’s learned about driving vs. moderating engagement, and why RevOps is attracting members from outside the tech industry. Tune in to discover how Matt and his team keep their content practical, their community engaged, and their mission alive in an ever-evolving landscape.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!

Product-led and sales-led growth motions aren't binary; they exist on a spectrum. In this episode of Operations, we dive into the fascinating story of Canva’s go-to-market evolution with Aarti Raman, former Global Head of Revenue Strategy and Operations. Canva, the design platform valued at over $30 billion, had already surpassed $1B in ARR through a bottom-up product-led growth model. However, their B2B Enterprise sales model required a shift.In our conversation, Aarti shares the strategy behind transitioning Canva’s Enterprise team from a sales-led to a product-led model, the complexities of implementing pricing changes at their size, and why even at their scale, you still have to argue about what a PQL is. Don’t miss this deep dive into how Canva balanced product-led adoption with human-driven enterprise sales.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!

What separates the best CROs from up-and-coming sales leaders? In this episode of Operations, we dive deep with Chris Orlob, CEO at pclub.io, to uncover the skills and traits that distinguish world-class revenue leaders. After nearly 1,000 conversations with CROs and VPs of Sales, Chris has identified the key differences between those who succeed at the highest levels and those on the rise.In our conversation, we talk about the spectrum of CROs that are out there, the importance of thinking in systems rather than deals, and why the traditional sales career path might leave some leaders unprepared for the top seat.(Here's the LinkedIn post that prompted this whole conversation)Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!

This fall, my new book, The Revenue Operations Manual, a blueprint for running a world-class RevOps org, was released. The book includes interviews with 50+ world-class Operators (many of which came from this show!), success stories from real world role models, and cautionary tales from when things didn’t go according to plan. Our guest on this episode is Laura Adint, my co-author for the book (and my former boss). It’s been a whirlwind since the book came out, so it was time to sit down with Laura and reflect not only on the process of writing a book like this, but what we hope Operators get out of it.In our conversation, we chat about how the idea for the book came to be, which section of the book is like getting your Masters in Operations, and why learning about cake mixes in the 1950s will make you a better Operator.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!

Have you ever had a conversation that just sticks with you for days? It challenges everything you previously thought to be true. You sit up at night re-running parts of it in your head. I had one of those recently with Brett Queener, Managing Director at Bonfire Ventures.Brett's recent writings on The Implications of the AI Age on the Application Software Market caught my attention, and ultimately led to this conversation that has caused me to question everything I thought I knew about SaaS businesses. In our conversation, Brett breaks down the 3 ages of applications software, we dive head-first into an agentic future, and why all of us need to question what we think it means to do our job.You can read the Substack articles that inspired our conversation here:The Three Ages of Applications SoftwareThe Implications of the AI Age for the Application Software MarketLike this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in pre-ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!

If you spend most of your career in a particular business model, it might be difficult to translate some of the things you believe to be foundational into a completely different model. A great example of this is for Operators who are used to the typical SaaS subscription bookings model, but find themselves working in a consumption, or usage-based business.Consumption-based software businesses are definitely on the rise, so I wanted to talk with someone who understand the nuances and complexities that are required to run Operations for a consumption-based business. I found that person in Lauren Davis, Director of Revenue Operations at Checkr, where their business model is based on the number of those background checks their customers use.In our conversation, Lauren and I talk about all of the system plumbing complexities of a consumption based business, whether her 6 years of institutional knowledge are an asset or a burden to her work, and she reveals the single biggest compensation mistake she made in comp design at the company. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.This episode is brought to you by TigerEye. GTM is faster and smarter with TigerEye. To learn more about them, visit tigereye.com and tell them Sean sent you!

Keith Jones, Lead of Systems and Operations at OpenAI, discusses how AI is revolutionizing operations at OpenAI. He shares insights on using GPT for internal processes, automating tasks, and enhancing productivity. The podcast also covers the importance of data security, hiring product managers, and advice for professionals in similar roles.