Rev-Up Sales

073 - Jeremey Donovan - adopting a systems based approach to AI

Jeremey Donovan is the Executive Vice President of Sales + Customer Success at Insight Partners, one of the world's leading growth equity firms, where he partners with portfolio company leaders to scale commercial teams and build repeatable, data-driven revenue engines. His career spans over 25 years and cuts across semiconductor engineering, product development, and sales and marketing leadership - giving him a genuinely rare vantage point on how to apply rigorous systems thinking to the messy, human world of sales.  He's held senior roles at SalesLoft, CB Insights, GLG, Gartner, and the American Management Association, and brings both the operator's instinct and the engineer's precision to everything he touches. Jeremey is the author of five books, including the international bestseller How to Deliver a TED Talk and Predictable Prospecting - a title that tells you everything about how he thinks about go-to-market. He's also an Adjunct Professor at NYU School of Professional Studies and the host of the Hey Salespeople podcast. He holds an MS in Data Science from the University of Virginia, an MBA from Chicago Booth, and a BS and MS in Electrical Engineering from Cornell. In this episode, we dig into how revenue leaders should think about AI not as a collection of point solutions, but as a systems-level opportunity to redesign how selling actually works.

072 - Jaimie Buss - Transitioning from sales rep to manager

Jaimie Buss is a seasoned SaaS revenue leader with 20+ years of experience scaling go-to-market teams. She currently serves as Chief Commercial Officer at Deputy, where she leads Global Sales, Marketing, Partnerships, Support, and Customer Success. Before Deputy, she was CRO at Articulate and held senior sales leadership roles at Zendesk and Cisco Meraki, as well as serving as a Partner at Andreessen Horowitz. At Zendesk, she played an instrumental role in the company's growth from $300M to $1.3B in ARR and doubled the sales team to over 250 people. She's known for her authentic leadership style, talent development, and building collaborative environments that drive revenue growth

071 - Lori Richardson on coaching sales teams

Lori Richardson is a longtime B2B sales strategist, author, and speaker, best known for helping companies build stronger sales teams and for championing women in sales leadership. She spent over two decades in tech sales before founding Score More Sales, a consultancy that works with leaders in SaaS, tech, telecom, manufacturing, distribution, financial services and professional services to solve sales problems and grow revenue. Lori Richardson [https://loririchardson.com/meet-lori/?utm_source=chatgpt.com] She is also the founder and president of Women Sales Pros, a network and advisory group focused on increasing the number of women in B2B sales and sales leadership roles. WOMEN Sales Pros [https://womensalespros.com/directory/a-lori-richardson/?utm_source=chatgpt.com]Beyond consulting, Lori coaches at Harvard Business School, runs the popular podcast “Conversations with Women in Sales,” and is recognized widely as a top sales influencer and #womeninsales advocate.

070 - Jeff Perry - Carta's CRO On Capacity Alignment When Building Sales Orgs

Jeff Perry is the Chief Revenue Officer at Carta, where he has dramatically scaled the revenue team. Responsible for all Carta core software revenue, Jeff is also accountable for creating synergy across all go-to-market functions and working with Carta’s Product and Engineering teams to deliver a great customer experience. Prior to joining Carta, Jeff grew the SMB sales organization, including New Business and Upsell motions at DocuSign, along with several vertical teams.Before that, Jeff spent 13 years at Oracle where he ultimately served as Vice President of Sales. Jeff holds a Bachelor of Science in Political Science from Santa Clara University.

069 - Building high performing global sales orgs with Adam O'Connor

Adam O’Connor is the Chief Commercial Officer at Gear Inc, where he leads global sales strategy, drives revenue growth, and builds strategic partnerships across North America, Europe, and Asia-Pacific. With over a decade of experience in international business development and offshoring, Adam has scaled operations and optimized customer engagement across sectors like tech, finance, social media, and healthcare. Previously CRO and Chief Sales & Marketing Officer at Cloudstaff, Adam brings deep expertise in BPO, content moderation, and trust & safety. A regular voice in the outsourcing community, he’s been featured on the Outsourcing Fit podcast, sharing insights on leveraging global talent and navigating the complexities of digital operations.