The Pocus Unlocking Revenue Podcast

The best GTM leaders don't always come from traditional backgrounds - and Stevie Case is the perfect example.Stevie Case, CRO of Vanta, brings a truly unique perspective to modern revenue leadership. She started her career as the world's first female pro gamer and is now known for building high-performance revenue teams in techWe covered:- Stevie's career journey from gamer to tech leader- How she thinks about building high-performance revenue teams- Her predictions for sales trends to be aware of in 2025- Bring your questions for Stevie and level up your leadership game.About StevieStevie Case serves as the Chief Revenue Officer at Vanta. She brings over two decades of tech expertise to her role driving growth for the security and compliance solutions provider. A trailblazer in gaming, Stevie made history as "KillCreek," the world's first female professional gamer, before expanding her career into tech. Beyond her work at Vanta, she serves as a founding partner at 20SALES, a consultancy helping SaaS companies optimize their revenue operations, and as a founding operator at the Coalition Network, connecting operators with venture capital opportunities. Her leadership philosophy centers on building high-performance teams and developing customer-centric products that create meaningful impact.

BizOps teams have become a standard part of GTM teams, but it can look different at every company, with different responsibilities and team structures. So, WTF is BizOps? And how do you ensure it drives real business impact?Stuart Wilson, VP of Business Operations at Drata, brings a unique perspective from his journey through investment banking, private equity, and operational leadership at high-growth companies like SurveyMonkey and Hotel Engine. Stuart breaks down the evolution of modern ops teams and shares practical frameworks for building functions that scale.Here's what we explored:The Ops Evolution: How business operations has transformed from a back-office function into a strategic driver of growth, and what this means for companies at different growth stagesBehind the Scenes: A detailed look at how modern ops teams function, including real examples from Stuart's experienceCareer Pathways: Practical guidance for both founders considering their first ops hire and professionals looking to transition into ops leadership rolesThe Future of Ops: Stuart's thoughts on how emerging technologies are reshaping operations and the essential skills ops leaders need to developAbout StuartStuart Wilson is a seasoned Biz Ops leader currently serving as VP of Business Operations at Drata. Before joining Drata, Stuart held leadership roles at Hotel Engine and SurveyMonkey, where he shaped operational strategy and drove business growth. Before transitioning to operational leadership, Wilson honed his financial acumen in private equity and investment banking.

Are your reps struggling in a tough market? AI promises massive efficiency gains, but most teams are drowning in tools without seeing real results.Kyle Asay, VP of Global Growth Sales at LaunchDarkly, increased his team's outbound pipeline by 142% while navigating the shifting GTM landscape. From his journey as an SDR at Qualtrics to scaling multiple high-performing teams, Kyle is sharing his insights on what actually works in modern sales.As a 5x President's Club qualifier and the founder of SalesIntroverts.com, Kyle knows firsthand how to coach both struggling and successful reps to reach their full potential. He shared candid insights about his own challenging start in sales and how those experiences shaped his approach to building unstoppable teams.Here's what we discussed:- Kyle's framework for identifying and developing 10x sellers in technical sales environments- The truth about AI in sales - where it's transforming results, where it's falling short, and how to prepare your team for the next 18 months of change- Real-world tactics for discovery, building compelling POVs, and running outbound campaigns that break through the noiseAbout KyleKyle Asay began his career in sales as an SDR at Qualtrics, where he qualified for five consecutive President’s Clubs as an AE, front-line leader, and second-line leader. After an incredible 8.5 years at Qualtrics, he was recruited to MongoDB, where he served as the RVP of North America Acquisition. After nearly two years of rebuilding and scaling the organization, Kyle joined LaunchDarkly as the VP of Global Growth Sales, where he increased outbound pipeline won by 67%. Kyle also founded and runs SalesIntroverts.com, where he coaches other sellers on frameworks for success.

Is your GTM strategy built for $2M or $45M ARR? Most companies get stuck in the middle because they can't evolve their marketing engine fast enough.We're talking with Amrita Mathur, VP of Marketing at Zapier, who brings a rare combination of PLG and sales-led marketing expertise. Known for driving explosive growth, Amrita scaled Superside from $2M to $45M ARR in just four years. She specializes in building systematic "marketing machines" that create sustainable growth engines for B2B companies at every stage.Whether you're building your first demand gen motion or optimizing your current marketing strategy, you'll walk away with actionable frameworks tested at some of tech's fastest-growing companies.Here's what we unpacked:- How Amrita built the growth engine that propelled Superside from $2M to $45M- Amrita’s framework for identifying the most impactful growth levers - What marketing leaders should look for when hiring and building winning teamsAbout AmritaAmrita Mathur serves as VP of Marketing at Zapier, bringing her extensive expertise in both product-led growth and sales-led marketing strategies. As a leader, Amrita is known for driving rapid growth. She previously led marketing at Superside, where she helped scale the company from $2M to $45M in annual recurring revenue over four years. She specializes in building and connecting systematic "marketing machines" that drive sustainable growth, with particular strength in demand generation, positioning, and community building. Drawing from her experience across various B2B segments, Amrita specializes in helping companies establish PLG motions and expand upmarket through strategic demand generation, focusing on exceptional execution is the ultimate differentiator.

GTM tech has never been better at driving results for users, but with so many new tools for building and closing pipeline, it's easy for tech stacks to become bloated.How do you avoid the toys and focus on the best tools? Here's what we discussed:- Andy's career path across multiple unicorn startups and ops roles- How he approaches building a GTM tech stack, including where AI fits in- His thoughts on AI autopilots vs copilots- The role of intent tools in GTM- Ops teams won't want to miss this tactical conversation!About AndyAndy Mowat is the VP of Go-To-Market Ops at Carta. Prior to joining Carta, Andy ran Operations at several companies including Box and Upwork, and was the co-founder and CEO of Gated. Andy’s experiences at multiple startup unicorns has made him an expert in accelerating growth, driving efficiency, and using data to power GTM motions.

+120% annual quota for a business travel platform… during the pandemic. Mark Goldberger did it. If there’s someone who can teach all of us a thing or two about sales, it’s definitely Mark, so we had to get him on our podcast! One of Mark's biggest passions is coaching his team to be 10x sellers. And we’re asking him to share all of his tips and tricks with us. In this episode, we covered: Mark’s career path into sales, including his time at Navan where he helped to bring in over $100m ARR How Mark identifies tool opportunities for his team to help them 10x their skills How sales is changing as an industry, and what you can do to stay ahead of the curve About Mark Mark Goldberger is Head of Enterprise Sales at Ramp, the fastest-growing corporate card and bill payment software in America, and recently named Most Innovative Company in North America by Fast Company. Prior to joining Ramp, Mark was the first enterprise rep at TripActions (now Navan), where he helped bring in more than $100m of ARR as an IC and sales leader. Before TripActions, Mark worked at Highfive, a video conferencing company since acquired by Dialpad.

Where is sales heading in 2025? Find out in our deep dive with First Round Partner Meka Asonye. We covered what's actually working in today's shifting landscape and what's coming next. From his experience scaling a 100+ person revenue team at Mixpanel to funding seed-stage startups at First Round, Meka brings a refreshingly practical perspective to separating game-changing AI innovations from the shiny distractions. In this episode we covered: Meka’s framework for separating tools from toys when evaluating sales tech companies The three make-or-break priorities sales teams should focus on heading into 2025 What will change - and what won’t - in the GTM world as AI becomes more advanced. About Meka Meka Asonye is a Partner at First Round Capital, a seed-stage technology venture fund. Previously, he served as the VP of Sales & Services at Mixpanel, where he ran the more than 100-person global revenue team and owned the customer lifecycle from first website visit to renewal. Before Mixpanel, Meka spent four years at Stripe as it scaled from 250 to 2000 people and matured its sales org. When he first joined in 2016, Meka served as one of the payments company’s early account executives, leading their first attempts to go upmarket and land enterprise logos. For the next three years, he headed up Stripe’s Startup/SMB business, including launching outbound sales, optimizing self-serve, and building a customer success function.

Modern GTM teams are strapped for time and limited on resources. AI can help with both of these issues, but knowing where to double-down on new tech can be tricky. This episode of the 10x GTM podcast with Amanda Kahlow is all about the future of AI x GTM. Amanda's new company, 1mind, recently came out of stealth mode to reveal an AI tool that can tackle a wide range of GTM jobs to be done. In this conversation, Amanda shares her insights from building 1mind, including how she plans for a rapidly changing GTM landscape. We covered: Amanda's experiences as the founder of both 6sense and 1mind How Amanda identifies where to place bets with AI The future of B2B as AI continues to evolve About Amanda Amanda is a category-creating 3x Entrepreneur, most notably as Founder & former CEO of 6sense, and currently Founder & CEO of 1mind. 1mind melds the best minds across your go-to-market teams into wicked-smart, all-knowing super-human AIs who can do it ALL. 1mind AI's go beyond efficiency and productivity to create meaningful connections, deliver exceptional experiences, and drive business growth. 1mind is a photo-real face voice and proactive real-time brain that can join a Zoom, give a pitch, lead a sales call, and give a custom demo, all in real-time across virtually any channel. They act as a BDR, ride-along sales engineer on calls ready to answer the hard questions, commercial rep to customer success managers.

AI is everywhere - but how do you know what's a tool and what's a toy? Can you really level up your team and become 10x more productive? What tasks is AI actually helpful for? Kieran Flanagan, HubSpot's SVP of Marketing and a leading AI strategist, breaks down how artificial intelligence is transforming business operations, explaining that companies need to focus first on improving customer experience rather than just chasing efficiency gains or revenue growth. In this episode of the 10x GTM podcast, Kieran shares his unique perspective on AI adoption and emphasizes that the most successful companies will be those where teams view AI as a core part of their jobs rather than just an experimental initiative. About Kieran Kieran Flanagan is the SVP of Marketing at Hubspot, overseeing all things GTM and AI. Kieran has a proven track record in helping SaaS businesses, from start-ups to enterprise-level grow their traffic, users and revenue. He is a thought leader on growth marketing and speaks at events across the globe on the topic.

AI can make it faster and easier than ever to do deep-dive prospecting research, cutting the time it takes from hours to minutes. But with so much AI hype, how do you know which tools are legit? And where does AI fit in with social selling and #SMYKM? If you’re feeling confused by the AI hype you’re not alone. This episode of the 10x GTM Podcast is all about social selling in the age of AI. In the episode, we cover: Social selling 101 The Show Me You Know Me framework for writing compelling outreach How to build a strong sales POV and stand out in a crowded inbox AI tools you can use to speed up/simplify your workflows About Sam With just shy of 100,000 LinkedIn followers, #samsales’ Founder and CEO, Sam McKenna, has spent her nearly 15+ year career in Enterprise sales doing two things: breaking over 13 sales records and doing so by leading with a manners-first and buyers-first approach to sales that shuns the status quo of the profession. ‍ In addition to sharing her practical and actionable sales, leadership, and entrepreneurial tips, Sam holds an unparalleled amount of distinctions as a LinkedIn expert, including being one of few people to be a LinkedIn brand ambassador and LinkedIn Sales [In]sider. Further, she has been creating content since 2011, been an influencer on the platform since 2016, is a former Enterprise sales executive leader for LinkedIn’s Sales Navigator division, and was awarded the coveted Top Voice on LinkedIn award in 2024. ‍ Sam has also been named a Top 100 Global Sales Leader 2023, Top 50 Women in Revenue, Top 25 Women in Revenue, Top 20 Women in Sales Leadership, repeated recognition as both a 100 Best LinkedIn Influencers and a Top Ten LinkedIn Sales Star, amongst dozens of awards, and is frequently sourced as a keynote speaker for global brands.