
The Goats of Growth
Podcast von Jay Webb
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In this episode of The Goats of Growth, Kyle Natichioni, VP of Sales at Reveleer, pulls back the curtain on how his team helped scale the company from $50M to over $100M in ARR — all within the high-stakes world of healthcare tech. Kyle dives into what it really takes to build a high-performing sales org, from mastering recruiting and revenue operations to creating a sales culture that attracts and retains top talent. He also opens up about the power of grit, lessons from hard coaching, and what drives his leadership style. What you’ll learn: 🔹 Scaling to $100M+ ARR – Behind-the-scenes strategies from Revolair’s growth story 🔹 Sales Leadership – How to recruit, empower, and retain high-caliber reps 🔹 Grit & Coaching – The uncomfortable but necessary path to becoming elite 🔹 Revenue Ops – Why investing here unlocks compounding growth 🔹 Playbook Building – Why there’s no such thing as a one-size-fits-all approach 🔹 Sales Culture – How to foster a team that thrives on accountability and ambition If you're leading, building, or dreaming of scaling a sales org, this one’s a masterclass. Kyles Linkedin Profile [https://www.linkedin.com/in/kylenatichioni/] 00:00 Introduction to Revolair and Kyle Natichioni 02:45 Growth Journey: From 50 to 100 Million in ARR 05:39 Building a High-Performing Sales Team 08:27 The Importance of Talent Acquisition 11:22 Grit and Resilience in Sales 14:20 Learning from Setbacks and Coaching 19:51 Leveraging Technology in Sales Training 23:00 Strategies for Growing a $5 Million Company 28:41 Hiring for Success: Building a Strong Team 30:40 The Importance of Playbook Building 32:27 Data-Driven Decisions in Sales 34:22 Challenges of Embracing Revenue Operations 36:17 Finding the Right Company Culture 39:29 Motivating Sales Teams and Retaining Talent 40:47 Rapid Fire Questions: Insights and Reflections

In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 10, a seasoned sales leader with extensive experience in tech startups, particularly in AI and pharma. We talked about her journey from being an early employee at startups to leading high-performing sales teams. Candidate 10 emphasized the value of foundational sales skills, understanding individual motivations, and crafting effective compensation plans. She also shared her unique ability to read people, her aspirations for future leadership roles, and her perspective on what truly defines a successful sales leader. Chapters 00:00 Introduction to the Goats of Growth Podcast 01:02 Jenna Okoro's Career Journey 03:08 The Importance of Foundational Sales 05:21 Transitioning from Individual Contributor to Leader 07:40 Identifying Individual Strengths in Sales 08:27 Understanding Comp Plans and P&L Management 10:47 Future Aspirations and Industry Preferences 12:54 Bonus Question: Magic Wand Abilities 14:59 The Art of Reading People 17:49 Secret Sauce: What Makes You Unique 19:21 Conclusion and Final Thoughts

In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 8, a sales professional with a unique background in ministry. We discussed his transition from being a pastor to building a career in technology and cybersecurity, and the vital role that empathy and relationship-building play in sales. Candidate 8 shared powerful insights on personal growth through adversity, the value of in-person communication, and his aspirations for future leadership roles. We also touched on work ethic, life lessons, and the journey of redefining oneself in a new career path. Chapters 00:00 Introduction to the Goats of Growth Podcast 01:16 From Ministry to Technology: A Unique Career Path 03:40 Building Relationships and Empathy in Sales 07:54 Learning from Challenges: Growth in Sales 12:39 Finding Comfort in the Sales Process 16:16 Future Aspirations: Leadership and Growth 19:09 Mantras and Life Lessons 22:55 Redefining Oneself: Skills and Growth

In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 7, who shares his unique career journey from military service to cybersecurity sales. We discuss the importance of channel sales, valuable career advice, and how he balances work with family life. Candidate 7 reflects on facing setbacks, seeking new opportunities, and the impact of recommendations in the job market. He outlines his ideal job description and expresses openness to roles beyond cybersecurity, highlighting the importance of SaaS. Chapters 00:00 Introduction to the Goats of Growth Podcast 01:06 Unique Career Journey 04:52 The Importance of Channel Sales 06:33 Valuable Career Advice: Visit Customers 09:11 Balancing Work and Family Life 11:51 Facing Setbacks and Personal Growth 13:25 Seeking New Opportunities 15:37 The Value of Recommendations 17:10 Ideal Job Description for Future Roles 20:42 Open to Opportunities Beyond Cybersecurity 21:48 Compensation Expectations 22:57 Career Advice for the Next Generation

In this episode of the Goats of Growth podcast, I have Candidate 6, a seasoned sales leader with over two decades of experience across major enterprises and high-growth startups. Candidate 6 shares insights into what it truly means to “win” in sales, the critical importance of hiring the right people, and how strong leadership shapes team performance. He dives into the role of preparation, strategic alignment, and the powerful lessons learned from top leaders throughout his career. Chapters 00:00 Introduction to Candidate 6 01:00 A Journey Through Sales Leadership 02:11 Finding Growth in Different Environments 06:37 The Ideal Company Size for Impact 07:47 Understanding Winning and Personas in Sales 12:10 Lessons from Influential Leaders 15:46 Advice for Aspiring Leaders 17:12 Recommended Reads for Sales and Business 20:52 Closing Thoughts and Reflections