Sean Galligan, CRO - Kochava

Laura Fernandez, Sr Director Revenue Partnerships - SiriusXM

Episode Description: Most leadership conversations focus on managing people. Laura Fernandez offers a different perspective. In this episode of The Seat, Laura shares her 20+ year journey from local radio sales in Las Vegas to scaling revenue partnerships for podcasts at SiriusXM. Along the way, she helped launch Pandora's Las Vegas market, built SiriusXM's Travel vertical from scratch, navigated acquisitions and industry disruption, and carved out a career as an elite individual contributor. Ray and Laura discuss career reinvention, creating opportunities instead of waiting for them, surviving industry change, building influence without direct reports, and why success doesn't always require a management title. Whether you're a seller, leader, creator, or simply figuring out your next chapter, this episode is a reminder that there are many paths to building a meaningful career. Chapters: 00:00 – Introduction & Why Laura's Story Is Different 04:45 – Growing Up, Journalism Dreams & The Pursuit of Sales 08:15 – First Job at Clear Channel & Lessons from an Early Mentor 13:00 – Moving to Las Vegas & Seven Years in Radio Sales 16:40 – Making the Leap from Radio to Pandora 23:45 – Building Casino & Travel Verticals from Scratch 26:45 – Navigating COVID & Leading Through Industry Disruption 29:15 – Acquisitions, Career Advocacy & Personal Branding 32:00 – The Move into Podcast Revenue Partnerships 35:00 – Leadership Without Direct Reports 39:30 – The Future of Podcasting & Creator-Led Media 42:15 – Horses, Passion, Motivation & Personal Growth 46:30 – Lightning Round & Final Career Advice Themes Discussed: * Leadership beyond people management * Building a career as an elite individual contributor * Career reinvention * Radio to streaming audio evolution * Podcast monetization * Creator economy * Personal branding and LinkedIn * Mentorship and professional growth * Building business verticals from scratch * Navigating acquisitions and industry change Keywords: Laura Fernandez, SiriusXM, Podcast Revenue Partnerships, Podcast Advertising, Podcast Monetization, Audio Advertising, Pandora, Radio Sales, Media Sales, Advertising, Creator Economy, Revenue Leadership, Sales Leadership, Individual Contributor, Career Growth, Career Development, Mentorship, Travel Industry, Sports Betting, iGaming, Digital Media, Streaming Audio, Podcast Business, The Seat Podcast, Ray Erickson Laura's Bio: Laura Fernandez is Senior Director of Revenue Partnerships at SiriusXM, where she helps brands and creators build innovative partnerships across one of the industry's leading podcast portfolios. During her 13+ years with SiriusXM and Pandora, Laura has launched advertising sales initiatives, built high-growth verticals including Travel, Tourism, Casinos, Sports Betting, and iGaming, and helped brands navigate the evolution of audio from terrestrial radio to streaming and podcasts. Today, she focuses on developing custom partnerships spanning audio, video, social, and experiential media while working closely with creators, talent, and advertisers across SiriusXM Media's podcast ecosystem. Based in Las Vegas with her Husband and two dogs, Laura is also an avid equestrian, podcast host, and passionate advocate for continuous growth, mentorship, and lifelong learning. Ray's Bio: Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a sales leader with over 20 years in ad-tech, CTV, and digital media, He created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.  Social Links: Instagram: @theseat.pod [https://www.instagram.com/theseat.pod/] TikTok: @theseat.pod [https://www.tiktok.com/@theseat.pod?is_from_webapp=1&sender_device=pc] LinkedIn: The Seat Podcast [https://www.linkedin.com/company/the-seat-podcast/] (LinkedIn Page) Host: Ray Erickson [https://open.acast.com/networks/68d410fb563e57ba4a72eccc/shows/68d42194d4ea86dd592b51c8/episodes/www.linkedin.com/in/raymonderickson] (LinkedIn) Website: www.theseatpodcast.com Listen: Apple Podcasts / Spotify / iHeart / Pandora / Acast / YouTube ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

Ethan Heftman, CRO - New Tradition

Episode Summary: In this episode of The Seat, Ray Erickson sits down with Ethan Heftman, Chief Revenue Officer at New Tradition, for a conversation about leadership evolution, career reinvention, and navigating the constant change within modern media. Ethan shares how a political science major looking for rent money in New York unexpectedly launched a 25+ year career spanning agency investment, advanced advertising, streaming, and now out-of-home media. From carrying a sales list at A+E Networks to leading revenue organizations at Ampersand and New Tradition, Ethan opens up about the lessons that shaped his leadership style, including the importance of listening, humility, self-awareness, relationships, and embracing discomfort. The conversation also explores the future of out-of-home advertising, the power of real-world media experiences, and why human connection still matters more than ever in an increasingly automated world. Chapters: 00:00 — Leadership Lessons & The Golden Rule 01:00 — Introducing Ethan Heftman & New Tradition 03:00 — From Political Science Major to Media Career 08:45 — The Smuckers Account & Learning to Embrace Discomfort 14:00 — Why Relationships Create Opportunity 16:00 — The Pivot from Agency Side to Sales Side 20:30 — Ego, Self-Awareness & Carrying a Sales List 24:00 — Building Advanced Advertising at A+E Networks 33:00 — Leadership Evolution & Becoming a CRO 36:00 — Why Ethan Joined New Tradition & The Future of OOH 46:00 — Advice for Future Revenue Leaders & Lightning Round Themes: * Career reinvention and growth through discomfort * Leadership evolution and self-awareness * The importance of listening in sales and leadership * Relationships as the foundation of career growth * Moving from agency leadership to sales leadership * Building emerging media businesses before market adoption * Gratitude versus expectations * Scaling teams and revenue organizations * The future of out-of-home advertising * Human connection in an increasingly automated world Keywords: Ethan Heftman, New Tradition, Out of Home, OOH, DOOH, media leadership, CRO, chief revenue officer, advertising sales, advanced advertising, A+E Networks, Ampersand, media careers, sales leadership, leadership podcast, revenue leadership, agency side, ad sales, career pivots, mentorship, media industry, leadership development, streaming, programmatic advertising, marketing leadership, The Seat Podcast, Ray Erickson Ethan's Bio: Ethan Heftman is Chief Revenue Officer at New Tradition, where he leads sales, marketing, and go-to-market strategy for one of the fastest-growing out-of-home media companies in the United States. With more than 25 years of experience across the advertising and media landscape, Ethan has built a career around scaling revenue organizations, launching innovative media solutions, and helping clients drive meaningful business outcomes. Prior to New Tradition, Ethan held senior leadership roles at Ampersand and A+E Networks, where he helped build advanced advertising and multiscreen video businesses during some of the industry’s biggest transformational shifts. His background spans sales leadership, product development, marketing strategy, and advanced measurement, giving him a unique perspective on the evolving media ecosystem and the future of advertising. Ray's Bio: Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a sales leader with over 20 years in ad-tech, CTV, and digital media, He created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.  Social Links: Instagram: @theseat.pod [https://www.instagram.com/theseat.pod/] TikTok: @theseat.pod [https://www.tiktok.com/@theseat.pod?is_from_webapp=1&sender_device=pc] LinkedIn: The Seat Podcast [https://www.linkedin.com/company/the-seat-podcast/] (LinkedIn Page) Host: Ray Erickson [https://open.acast.com/networks/68d410fb563e57ba4a72eccc/shows/68d42194d4ea86dd592b51c8/episodes/www.linkedin.com/in/raymonderickson] (LinkedIn) Website: www.theseatpodcast.com Listen: Apple Podcasts / Spotify / iHeart / Pandora / Acast / YouTube ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

Kym Insana, Founder & President – AlwaysOn Digital

Episode Summary: In this episode of The Seat, Ray Erickson sits down with Kym Insana, Founder and President of AlwaysOn Digital, for a candid conversation about leadership, reinvention, and building a business on your own terms. Kym shares her path from an after-school job in radio to rising through the early days of digital advertising and ad tech leadership before launching AlwaysOn Digital in 2016. As the company celebrates its 10-year anniversary, Kym reflects on the challenges of transitioning from corporate executive to founder, navigating acquisitions and layoffs, balancing career and motherhood, and building a people-first company rooted in trust, flexibility, and service. The conversation explores mentorship, leadership philosophy, hiring, entrepreneurship, resilience, and what it really takes to earn, and grow, into your seat. Chapters: 00:00 — Leadership Starts with Trust 00:40 — Welcome to The Seat 02:48 — From Radio Intern to Advertising Career 07:15 — Relationships, Mentorship & Early Career Lessons 09:24 — Growing from Seller to Leader 12:09 — Acquisitions, Uncertainty & Career Resilience 16:31 — Motherhood, Burnout & Searching for Flexibility 21:02 — The Leap: Launching AlwaysOn Digital 29:02 — Building AlwaysOn’s People-First Model 40:13 — Leadership Advice, Hiring & Earning Your Seat Key Themes: * Leadership through trust and empowerment * The importance of mentorship early in your career * Relationship-building as a long-term career advantage * Navigating acquisitions and uncertainty * The emotional reality of layoffs and reinvention * Transitioning from executive to founder * Building a business around flexibility and work-life balance * Supporting working mothers in media and advertising * Hiring for positivity, trust, and accountability * Defining success beyond revenue and title Keywords: Kym Insana, AlwaysOn Digital, Ray Erickson, The Seat Podcast, leadership, entrepreneurship, founder story, women-owned business, digital advertising, media, ad tech, mentorship, career growth, sales leadership, work-life balance, working mothers, programmatic advertising, media agency, business growth, leadership advice, startup journey Kym's Bio: Kym is a multi-million dollar business owner, digital marketing expert, and founder of AlwaysOn Digital, a women-owned agency helping brands like the U.S. Air Force, Enfamil, and Johnston & Murphy scale through impactful campaigns. With over 20 years of experience, Kym left her demanding NYC advertising career to build a company that offers flexibility and balance, values she champions as a wife and mother of four. AlwaysOn Digital thrives by empowering talented working parents to blend career success with family life. A sought-after speaker, Kym has shared her journey and expertise on national stages, including The Big in San Francisco and iMedia Brand Summit. Ray's Bio: Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a sales leader with over 20 years in ad-tech, CTV, and digital media, He created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.  Social Links: Instagram: @theseat.pod [https://www.instagram.com/theseat.pod/] TikTok: @theseat.pod [https://www.tiktok.com/@theseat.pod?is_from_webapp=1&sender_device=pc] LinkedIn: The Seat Podcast [https://www.linkedin.com/company/the-seat-podcast/] (LinkedIn Page) Host: Ray Erickson [https://open.acast.com/networks/68d410fb563e57ba4a72eccc/shows/68d42194d4ea86dd592b51c8/episodes/www.linkedin.com/in/raymonderickson] (LinkedIn) Website: www.theseatpodcast.com Listen: Apple Podcasts / Spotify / iHeart / Pandora / Acast / YouTube ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

Sean Galligan, CRO - Kochava

Episode Summary: Sean Galligan, CRO of Kochava, joins The Seat to break down a 20+ year career built across telecom, mobile, programmatic, CTV, and now AI. From knocking on doors doing 50 cold calls a day at MCI, to taking pay cuts during near-shutdown moments at Flurry, to leading global revenue organizations, Sean shares the leadership lessons that shaped how he operates today. This conversation focuses on what it really takes to lead through uncertainty...building resilient teams, adapting through industry shifts, hiring “athletes,” and developing a growth mindset in the age of AI. Chapters: 00:00 – Intro & Welcome 02:30 – Telecom Roots & Cold Calling Foundation 08:50 – Startup Life: Growth, Failure & Early Lessons 15:45 – Flurry: Pivot, Survival & Breakthrough 20:10 – Scaling Teams: Hiring & Leadership Development 25:30 – Leading Through Industry Shifts 28:30 – Leadership in Uncertainty & Change 31:30 – Frameworks for Driving Performance 35:30 – Kochava, Growth & AI Opportunity 42:05 – Leadership Philosophy & Path to CR Themes: * Leadership development over time * Resilience and navigating setbacks * Mentorship and career ownership * Hiring and team building philosophy * Adapting through industry/platform shifts * Growth mindset and continuous learning * AI and the future of go-to-market * Customer-centric leadership * Structure, process, and execution * Collaboration and cross-functional leadership Keywords: Sean Galligan, Kochava, CRO, adtech, CTV, programmatic advertising, leadership podcast, sales leadership, revenue leadership, startup growth, Flurry, Yahoo, AI in advertising, agentic AI, go to market strategy, sales management, mentorship, career growth, media industry, digital advertising Sean's Bio: Sean Galligan is Chief Revenue Officer at Kochava, where he leads global go-to-market strategy across sales, partnerships, customer success, and marketing. With more than 20 years of experience across startups and global technology companies, Sean has built and scaled multiple businesses from $0 to $100M+ and led large, cross-functional teams spanning sales, product, and operations. His career has spanned telecom, mobile, programmatic, CTV, and now AI, giving him a unique perspective on how to lead through constant industry change and drive growth at scale. Ray's Bio: Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a sales leader with over 20 years in ad-tech, CTV, and digital media, He created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.  Social Links: Instagram: @theseat.pod [https://www.instagram.com/theseat.pod/] TikTok: @theseat.pod [https://www.tiktok.com/@theseat.pod?is_from_webapp=1&sender_device=pc] LinkedIn: The Seat Podcast [https://www.linkedin.com/company/the-seat-podcast/] (LinkedIn Page) Host: Ray Erickson [https://open.acast.com/networks/68d410fb563e57ba4a72eccc/shows/68d42194d4ea86dd592b51c8/episodes/www.linkedin.com/in/raymonderickson] (LinkedIn) Listen: Apple Podcasts / Spotify / iHeart / Pandora / Acast / YouTube ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

Brian Danzis, Global Chief Revenue Officer - Seedtag

Episode Summary: In this episode of The Seat, Ray Erickson sits down with Brian Danzis, Global Chief Revenue Officer at Seedtag, to unpack a 25-year journey defined by building, risk-taking, and evolving leadership. From early days at Turner and being one of the first sellers in emerging categories like in-game advertising and streaming video, to scaling global revenue organizations at Spotify and now Seedtag, Brian shares what it really takes to lead through constant industry change. The conversation goes beyond titles, into mindset. Brian reflects on shifting from seller to operator, learning that not every deal is a good deal, and why leadership isn’t about being liked. He breaks down the importance of long-term thinking, staying calm under pressure, and building businesses with intention. A candid, thoughtful look at growth, leadership, and what it means to earn and evolve in, The Seat. Chapters: 02:31 - From Politics to Sales: The Unexpected Start 05:48 - Turner Broadcasting & Learning the Fundamentals 07:53 - Betting Early: Massive, Joost & First-Mover Risk 12:48 - The Reality of Startups vs. Stability 15:33 - First Leadership Role & Early Management Lessons 17:47 - Videology: Building Through Chaos 25:14 - CRO Path & Global Expansion at Virool 28:32 - Reinventing Video at Spotify (AVOC Strategy) 34:24 - Why Seedtag & The Future of Contextual 40:12 - Leadership Philosophy: Long-Term Thinking & Joy Themes: * First-mover advantage vs. risk * Seller → leader transition * Long-term vs. short-term decision making * Building vs. scaling businesses * Contextual vs. identity-based targeting * Leadership evolution (ego → perspective) * Growth mindset in sales organizations * Calm under pressure * Joy vs. happiness in leadership * Mentorship and second-mountain thinking Keywords: Brian Danzis, Seedtag, CRO, advertising, ad tech, contextual advertising, leadership, sales leadership, programmatic, Spotify ads, video advertising, startups, career growth, media sales, revenue leadership, The Seat podcast Brian's Bio: Brian Danzis is the Chief Revenue Officer at Seedtag, overseeing the company's worldwiderevenue strategy and aligning operations across 16 markets. Supporting continued business acceleration and customer-first innovation, Danzis leads the integration of Seedtag’s go-to-market strategy across global teams. He maintains a steady focus on consistent client engagement, data-driven decision-making, and scalable execution. With over 25 years of experience bringing new ad technologies to market, he guides Seedtag’s global launch of new solutions, including advanced agentic tools and an expanded product portfolio. Before joining Seedtag, Brian served as EVP of Agency Solutions at VideoAmp and, prior to that, was the Global Head of Video & Live Event Sales at Spotify. Ray's Bio: Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a sales leader with over 20 years in ad-tech, CTV, and digital media, and currently serves as the first NYC sales hire at Intuit MediaLabs, where he is building out the company's east coast presence. He created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.  Social Links: Instagram: @theseat.pod [https://www.instagram.com/theseat.pod/] TikTok: @theseat.pod [https://www.tiktok.com/@theseat.pod?is_from_webapp=1&sender_device=pc] LinkedIn: The Seat Podcast [https://www.linkedin.com/company/the-seat-podcast/] (LinkedIn Page) Host: Ray Erickson [https://open.acast.com/networks/68d410fb563e57ba4a72eccc/shows/68d42194d4ea86dd592b51c8/episodes/www.linkedin.com/in/raymonderickson] (LinkedIn) Listen: Apple Podcasts / Spotify / iHeart / Pandora / Acast ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.