Winning by Design Founder Jacco van der Kooij

Sierra Head of GTM Ops Elliot Greenwald

Elliot Greenwald [https://www.linkedin.com/in/elliotgreenwald/], Head of Go-to-Market Operations at Sierra, joins the ZoomInfo Labs Podcast to talk about what it takes to build modern GTM infrastructure from the earliest days at Google to scaling systems at Salesforce and beyond. Elliot shares his journey from customer support to RevOps, why accidental operators make some of the best GTM architects, and how to use AI without losing the critical thinking that drives real pipeline impact. In this episode, you’ll learn: * Why clear funnel visibility is still a superpower for GTM teams * How to build GTM systems that scale—from startup to enterprise * The right way to balance automation with human judgment in sales Elliot brings sharp insights, real operator experience, and plenty of tactical takeaways for RevOps pros, GTM leaders, and anyone thinking about what the next generation of sales systems looks like. For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠  Ben on LinkedIn - www.linkedin.com/in/bensalzman  Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Databricks VP of GTM Strategy & Planning Sid Kumar

Sid Kumar, Area Vice President of Go-to-Market Strategy and Planning at Databricks, joins the ZoomInfo Labs Podcast to break down the modern GTM org. From building global sales systems to operationalizing AI across workflows Sid brings lots to learn from. We dive into lessons Sid has carried from HubSpot, AWS, and CA Technologies, why a connected GTM is the future, and how to treat go-to-market like a product that’s always evolving. In this episode, you’ll learn: * Why GTM should be treated like a product—not a process * How to scale go-to-market systems globally without losing local nuance * The right way to experiment with AI across sales, marketing, and CS How GTM architects can unify data, workflows, and outcomes For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠  Ben on LinkedIn - www.linkedin.com/in/bensalzman  Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Atrium Co-Founder Pete Kazanjy

Today’s guest is Pete Kazanjy, founder of Atrium, creator of Modern Sales Pros, and author of Founding Sales. We explore how Pete accidentally became an enterprise sales leader, why systems thinking is the next sales superpower, and what the rise of GTM architects means for the future of revenue teams.  In this episode, you’ll learn: * Why founder-led sales is still the foundation for scalable GTM * How to turn sales strategy into a repeatable, data-driven system * What skills GTM leaders need to thrive in an AI-driven world * How to operationalize cross-functional programs with consistency and trust Pete brings sharp insights and a systems-driven mindset that will resonate with GTM leaders, RevOps pros, and anyone looking to design smarter GTM. For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠  Ben on LinkedIn - www.linkedin.com/in/bensalzman  Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Winning by Design Founder Jacco van der Kooij

Today’s guest is a GTM legend. We couldn’t be more excited to have Jacco van der Kooij [https://www.linkedin.com/in/jaccovanderkooij/], Founder of Winning by Design, on the podcast. We explore why most go-to-market strategies fail, how to build a scalable revenue architecture, and why AI will transform sales efficiency. Jacco shares insights from his time leading sales at global companies like Philips and his experience helping high-growth SaaS companies scale through his frameworks like the Bow Tie Model and SPICED. In this episode, you’ll learn: * Why most GTM strategies fail—and how to fix them with revenue architecture * How AI is transforming sales processes and improving sales efficiency * The biggest misconceptions about data-driven selling * How to balance automation with personalization to build trust Listen to hear Jacco share tactical insights from decades of experience in GTM - plus why process comes before AI in building a scalable, predictable sales engine. For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ [http://www.zoominfo.com/labs%E2%81%A0]  Ben on LinkedIn - www.linkedin.com/in/bensalzman [http://www.linkedin.com/in/bensalzman]  Millie on LinkedIn - www.linkedin.com/in/milliebeetham [http://www.linkedin.com/in/milliebeetham]

Snowflake VP of Growth Marketing Hilary Carpio

On today’s episode we’re pleased to have Hilary Carpio [https://www.linkedin.com/in/hillarycarpio/], VP of Growth Marketing at Snowflake. We chat about how Hilary built a scalable ABM program at Snowflake, why marketing and sales alignment is critical for GTM success, and how AI is transforming sales outreach and content generation.  Hilary shares insights from her experience leading growth marketing and demand generation at Snowflake and co-authoring the book Busting Silos. In this episode, you’ll learn: Why sales and marketing alignment is the key to GTM success * How Hilary scaled Snowflake’s ABM strategy—and why it worked * How AI is being used to create hyper-targeted ad copy and improve SDR efficiency * Why building a foundation of trust with your sales team drives better outcomes For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ [http://www.zoominfo.com/labs%E2%81%A0]  Ben on LinkedIn - www.linkedin.com/in/bensalzman [http://www.linkedin.com/in/bensalzman]  Millie on LinkedIn - www.linkedin.com/in/milliebeetham [http://www.linkedin.com/in/milliebeetham]