Grow & Tell

The RevOps Evangelist: Don Otvos on Yammer, SalesLoft, LeanData & Chili Piper

Don Otvos, RevOps leader and current GTM Strategist and Platform Evangelist at Chili Piper, shares the story of how one difficult conversation with a former boss made him switch career tracks after 20 years in sales. Since then, he has networked his way to a successful RevOps leadership career at companies like Yammer, SalesLoft, and LeanData. Don Otvos has built an entire career in RevOps off the back of thoughtful networking and product evangelism. After an honest conversation with a manager led him to a career in revenue operations, he’s held sales & RevOps leadership roles at companies like Yammer, SalesLoft, and LeanData. This week, Don joins Alex to share his greatest hits, including: * how he networked himself into a major career shift * his memorable job interview with David Sacks * how an appearance in First Round Review landed him a job at SalesLoft * behind the scenes of the partner programs at LeanData and Chili Piper

Intern to VP at BuzzFeed: Melissa Rosenthal on leading creative at BuzzFeed & ClickUp

Melissa Rosenthal's first job out of college was as an intern at BuzzFeed. In her 6 years with the company, she rose to Global VP of Creative, delivering more than $50M in native ad revenue and $100M in branded content. She also helped ClickUp 100X their revenue growth as their Chief Creative Officer. Today, she's the co-founder of Outlever, a new startup that helps companies become the #1 news source in their industry. For our 40th episode, we’re talking to Melissa Rosenthal. As BuzzFeed’s Global VP of Creative, she led a team that created over 3,000 branded content campaigns, earning hundreds of billions of views, over $100M in revenue for BuzzFeed, and a spot on Forbes’ 30 Under 30. As ClickUp's CCO, Melissa grew their ARR from $2 to $200M in 4 years and ran some memorable billboard campaigns.  On today’s episode, Melissa breaks down the most memorable stories from her career, including: * How she scaled herself at BuzzFeed * Why ClickUp was willing to take a shot on brand-forward marketing * What she's building at her new company, Outlever

MarTech Sales: Catie Ivey on leading sales at Marketo, Demandbase, Pendo, and Walnut

Catie Ivey is the Chief Revenue Officer at Walnut — a leader in interactive demo platforms. Catie has built a standout career in sales, leading teams at some of the biggest names in marketing tech, including Marketo, Demandbase, and Pendo. Today, we’re taking a journey through pivotal moments in Catie’s career that shaped her approach to sales leadership. Catie Ivey has built a dream career in sales, leading teams at some of the biggest names in marketing tech. Today, she's joining Alex to break down her advice for aspiring sales leaders, and her biggest tips for interactive demos that convert. Catie also takes us through pivotal moments in her career, including: * The private equity acquisition at Marketo * Selling an ABM product at Demandbase * Shifting to a new customer persona at Pendo * Life as a startup CRO at Walnut

Customer Success Leadership with Rachel Provan

Nobody prepares you for the jump from CSM to CS leader. But Rachel Provan is trying to change that. Rachel is a customer success leadership coach, helping CS leaders and early-stage companies build customer success strategies and leadership habits that scale. Nobody prepares you for the jump from CSM to CS leader. But Rachel Provan is trying to change that. Rachel is a customer success leadership coach, helping CS leaders and early-stage companies build customer success strategies and leadership habits that scale. She joined Alex to discuss the psychology and strategy behind CS, including: * When a founder should make their first CS hire * The best way for CS to handle product feedback * Why live training sessions aren’t always the best way to onboard clients * How to be more proactive about winning renewals

The Fixer: How Wynne Brown revamped CS at GitHub, Seal Software, Fable & more

Most of our guests are builders, but Wynne Brown is a fixer. Learn how she's slashed churn, expanded renewals, and professionalized Sales and CS teams at Monster, GitHub, Seal Software/Docusign, Fable, RocketReach, and more. Wynne Brown spent the last two decades coming into scaling companies with leaky revenue — where she rights the ship, and then moves on to the next challenge. She’s revamped Sales and Customer Success at companies like Monster, GitHub, Fable, and RocketReach - mostly by focusing on the customer. This week, Wynne joins Alex to discuss her career journey, including: * Introducing Customer Success to Monster’s military.com division * Leading CS at GitHub, where she introduced enterprise CSMs * Turning around a huge churn problem at Seal Software * Leading revenue at Fable and RocketReach through their Series A