Pavilion

In today’s episode, Kyle sits down with <a href="https://www.linkedin.com/in/florintatulea/overlay/about-this-profile/" rel="noopener noreferrer" target="_blank">Florin Tatulea</a>, Head of Sales Development at Common Room, to discuss the evolution of outbound sales in the context of AI and technology. Florin shares insights on the importance of understanding signals and intent in sales, the changing profile of sales reps, and the role of RevOps in strategizing outbound efforts. The discussion highlights the need for collaboration across departments and the importance of sales reps mastering AI tools to effectively engage with prospects.&nbsp; They also explore the changing role of sales development leaders, the hiring process, and the significance of compensation in retaining talent. The discussion emphasizes the need for a diverse skill set within sales teams and the importance of continuous learning and adaptation in a rapidly changing environment. New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday. Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. <a href="https://www.joinpavilion.com/topline-newsletter" rel="noopener noreferrer" target="_blank">Subscribe to Topline Newsletter</a> for expert insights from Asad Zaman every Thursday. <a href="https://www.joinpavilion.com/topline-podcast" rel="noopener noreferrer" target="_blank">Tune into Topline Podcast</a>, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them. Your’re invited! <a href="https://www.joinpavilion.com/topline-slack" rel="noopener noreferrer" target="_blank">Join the free Topline Slack channel</a> to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key Moments:(00:00) Introduction(01:49) Understanding Outbound Sales and AI's Role(08:38) Defining Signals and Intent in Sales(10:58) The Evolution of Outbound Sales: From 1.0 to 3.0(14:47) The Profile of an Outbound 3.0 Sales Rep(32:35) Building Champions in Rev Ops(38:03) Leveraging AI for Account Insights(39:53) Human Touch in AI Outreach(45:52) Innovative Approaches to Outbound Sales(49:57) The Evolution of Networking and Referrals(01:01:59) Teaching and Sharing Insights with Prospects(01:05:04) The Role of Sales Development Leaders(01:09:53) Hiring and Developing Effective Sales Teams(01:15:08) The Importance of Compensation and Career Paths in Sales

In today’s episode, Kyle interviews Florin Tatulea, Head of Sales Development at Common Room, discussing the evolution of outbound sales in the context of AI and technology. Florin shares insights on the importance of understanding signals and intent in sales, the changing profile of sales reps, and the role of RevOps in strategizing outbound efforts. The discussion highlights the need for collaboration across departments and the necessity for sales reps to master AI tools to effectively engage with prospects. 

E31: The Rise of the 10X SDR with Florin Tatulea of Common Room

The Rise of the 10X SDR with Florin Tatulea of Common Room

The Revenue Leadership Podcast with Kyle Norton is a new show from Pavilion that dives deep into how to succeed as a revenue leader. Kyle Norton, CRO of Owner.com, will host real revenue operators and share framework and tactics you can apply today. No fluff, no sales pitches, and no platitudes. This podcast is built for Founders, CRO’s, Directors and VP’s of Sales (and people who aspire for those roles) who want to level up their craft and grow revenue faster.

The Revenue Leadership Podcast with Kyle Norton

Is enablement the most overlooked growth lever in sales? Luke Arno thinks so—and he’s got the track record to prove it. In this episode, Kyle Norton talks with <a href="https://www.linkedin.com/in/lukearno/" rel="noopener noreferrer" target="_blank">Luke Arno</a>, CRO at Transcend and veteran of Salesforce, Box, and Segment, about how great enablement can drive real sales productivity. Luke breaks down his three-part framework—onboarding, ongoing development, and in-the-moment field strategy—and shares how to build programs that actually move the needle. They also dive into how to hire for enablement, measure its impact, and create a high-skill, high-will sales culture rooted in coaching, clarity, and accountability. Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday.&nbsp; Join the revenue leaders redefining growth at Pavilion's CRO Summit 2025, which will be held on June 3rd at the Denver Art Museum.<a href="https://www.joinpavilion.com/cro-summit" rel="noopener noreferrer" target="_blank"> Register today</a>. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. <a href="https://www.joinpavilion.com/topline-newsletter" rel="noopener noreferrer" target="_blank">Subscribe today</a>. <a href="https://www.joinpavilion.com/topline-podcast" rel="noopener noreferrer" target="_blank">Tune into Topline Podcast</a>, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman. You’re invited!<a href="https://www.joinpavilion.com/topline-slack" rel="noopener noreferrer" target="_blank"> Join the free Topline Slack channel</a> to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

E34: Why Enablement Is the Most Overlooked Growth Lever with Luke Arno, CRO of Transcend

What happens when a company completely replaces its SDR team with AI? In this episode, Kyle Norton sits down with Mike Donahue, CRO at 11X, to unpack how digital workers—AI agents named Alice and Julian—now generate over 90% of the company’s pipeline. Mike shares how 11X is pioneering an AI-native go-to-market model, where full-cycle reps are supported by centralized agent orchestration, and where growth marketing owns what used to be outbound sales. You’ll hear how AI is reshaping sales roles, why traditional BDR hiring may soon be obsolete, and what CROs must learn today to stay relevant tomorrow. StackOptimise AI Course <a href="https://www.stackoptimise.com/course" rel="noopener noreferrer" target="_blank">here</a> New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday. Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. <a href="https://www.joinpavilion.com/topline-newsletter" rel="noopener noreferrer" target="_blank">Subscribe to Topline Newsletter</a> for expert insights from Asad Zaman every Thursday. <a href="https://www.joinpavilion.com/topline-podcast" rel="noopener noreferrer" target="_blank">Tune into Topline Podcast</a>, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them. You’re invited! <a href="https://www.joinpavilion.com/topline-slack" rel="noopener noreferrer" target="_blank">Join the free Topline Slack channel</a> to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key Moments:(00:00) Introduction(01:56) Current State of AI Adoption in GTM Teams(04:55) The Importance of AI for CROs(10:16) The Future of AI in Sales and Marketing(14:30) Understanding Digital Workers and Their Impact(18:57) Managing Digital Workers for Sales Efficiency(22:25) The Role of AI in Outreach(25:35) Determining AI's Fit for Different Markets(30:49) Best Practices for AI Adoption in Organizations(45:54) Learning and Adapting in AI(48:59) First Principles Thinking in Sales(01:02:42) The Future of Sales in an AI Era(01:07:54) Key Traits of Successful Revenue Leaders(01:11:49) Lessons Learned in Leadership

What happens when a company completely replaces its SDR team with AI? In this episode, Kyle Norton sits down with Mike Donahue, CRO at 11X, to unpack how digital workers—AI agents named Alice and Julian—now generate over 90% of the company’s pipeline.

Mike shares how 11X is pioneering an AI-native go-to-market model, where full-cycle reps are supported by centralized agent orchestration, and where growth marketing owns what used to be outbound sales. You’ll hear how AI is reshaping sales roles, why traditional BDR hiring may soon be obsolete, and what CROs must learn today to stay relevant tomorrow.

E33: What It Takes to Be a Revenue Leader in the AI Era with Mike Donohue, CRO of 11x

How Digital Workers Are Redefining Sales Teams Mike Donohue

Most product-led companies hit a wall when they try to add sales-led growth. Too often, the motions clash, teams misalign, and growth stalls. So, how do you scale revenue without sacrificing your product-led roots? In this episode of The Revenue Leadership Podcast, Kyle Norton sits down with <a href="https://www.linkedin.com/in/johneitel/" rel="noopener noreferrer" target="_blank">John Eitel</a>, former Global VP of Sales &amp; Success at Canva and CRO at Demandbase, about how to successfully layer a sales-led motion on top of a product-led foundation. Drawing from his experience at WP Engine and Canva, John shares how to identify the right signals to introduce sales, validate demand through customer conversations, and build a commercially viable offering without cannibalizing PLG momentum. He also reflects on how the CRO role is evolving in today’s market—and why adaptability, experimentation, and cross-functional alignment are more important than ever. New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday. Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. <a href="https://www.joinpavilion.com/topline-newsletter" rel="noopener noreferrer" target="_blank">Subscribe to Topline Newsletter</a> for expert insights from Asad Zaman every Thursday. <a href="https://www.joinpavilion.com/topline-podcast" rel="noopener noreferrer" target="_blank">Tune into Topline Podcast</a>, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them. You’re invited! <a href="https://www.joinpavilion.com/topline-slack" rel="noopener noreferrer" target="_blank">Join the free Topline Slack channel</a> to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key Moments: (00:00) Introduction(08:51)Commercialization Strategies for SLG(12:13) Customer Success and Support in SLG(14:56) Pricing and Packaging for Enterprise Solutions(17:52) Building the Sales Team for Growth(20:52) Hiring the Right Sales Reps for Success(30:48) Understanding User Adoption and Buyer Dynamics(35:24) Team Building Strategies: Lessons from WP Engine and Canva(37:23) Key Roles in Early Team Development(42:54) Metrics for Revenue Leaders: Signals to Invest or Pull Back(45:42) Understanding Sales-Led Growth and Incremental Value(48:13) Balancing Sales and Self-Service Models(51:54) Product Differentiation for Market Segments(59:03) Aligning Sales, Marketing, and Product(01:10:02) The Disparity in Revenue Talent(01:13:00) Framework for Company Selection(01:18:26) Optimizing for Company Quality(01:21:10) What Separates Good from Great CROs?(01:23:03) Advice for Young Leaders(01:24:26) Lessons Learned in Team Dynamics(01:26:26) Insights on Mental Health and Leadership

Most product-led companies hit a wall when they try to add sales-led growth. Too often, the motions clash, teams misalign, and growth stalls. So, how do you scale revenue without sacrificing your product-led roots?
In this episode of The Revenue Leadership Podcast, Kyle Norton sits down with John Eitel, former Global VP of Sales &amp; Success at Canva and CRO at Demandbase, who’s built billion-dollar revenue engines atop PLG foundations at Canva, WP Engine, and beyond. John shares hard-won lessons on navigating career transitions, including how to assess company quality and why the best opportunities often feel like lateral moves.

E32: Layering SLG Without Breaking the Product with John Eitel

Layering SLG Without Breaking the Product with John Eitel

<a href="https://www.linkedin.com/in/kddorsey3/" rel="noopener noreferrer" target="_blank">Kevin "KD" Dorsey</a> is the Chief Revenue Officer at Finally, an all-in-one accounting and finance platform that recently raised $200 million in Series B funding. KD joins the show to discuss real-world examples of how he uses AI in his day-to-day: from developing internal AI agents to evaluating his team's calls. New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday. Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. <a href="https://www.joinpavilion.com/topline-newsletter" rel="noopener noreferrer" target="_blank">Subscribe to Topline Newsletter</a> for expert insights from Asad Zaman every Thursday. <a href="https://www.joinpavilion.com/topline-podcast" rel="noopener noreferrer" target="_blank">Tune into Topline Podcast</a>, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them. Your’re invited! <a href="https://www.joinpavilion.com/topline-slack" rel="noopener noreferrer" target="_blank">Join the free Topline Slack channel</a> to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key Moments: (00:00) - Introduction and Podcast Overview(01:22) - Guest Introduction: Kevin Dorsey(02:00) - Diving into AI and GTM(02:51) - AI in Sales: Practical Applications(06:36) - Building AI Tools Internally(14:21) - Call Scoring and AI Coaching(20:44) - Issue Diagnosis with AI(33:08) - Leveraging AI for Documentation and Training(35:36) - Choosing Between Building and Buying AI Solutions(40:28) - The Decision to Step Away from Founding(41:01) - Challenges in Building AI Companies(42:08) - The Future of SaaS Companies(43:29) - Leveraging AI for Business Success(46:02) - Learning and Adapting with AI(46:50) - Exploring AI Tools and Resources(58:04) - Evaluating AI Vendors(01:03:04) - Personal Productivity with AI(01:13:42) - Final Thoughts and Advice

Kevin "KD" Dorsey is the Chief Revenue Officer at Finally, an all-in-one accounting and finance platform that recently raised $200 million in Series B funding. KD joins the show to discuss real-world examples of how he uses AI in his day-to-day: from developing internal AI agents to evaluating his team's calls.

E30: Building AI-Powered Sales Teams with Finally's CRO Kevin "KD" Dorsey

Building AI-Powered Sales Teams with Finally's CRO Kevin "KD" Dorsey

Kyle is joined by <a href="https://www.linkedin.com/in/ryanemilligan/" rel="noopener noreferrer" target="_blank">Ryan Milligan</a>, VP of Sales, Marketing, and RevOps at <a href="https://www.quotapath.com/" rel="noopener noreferrer" target="_blank">QuotaPath</a>, to discuss sales commission planning. They dive into the essentials of creating effective comp plans that align with business goals, the importance of incremental incentives, and how to drive desirable sales behavior. Ryan shares insights from his diverse background and how QuotaPath navigates commission planning to ensure high performance and retention. The conversation also touches on key aspects such as measuring incrementally, balancing incentives, diagnosing ineffective plans, and trends in the current market. New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday. Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. <a href="https://www.joinpavilion.com/topline-newsletter" rel="noopener noreferrer" target="_blank">Subscribe to Topline Newsletter</a> for expert insights from Asad Zaman every Thursday. <a href="https://www.joinpavilion.com/topline-podcast" rel="noopener noreferrer" target="_blank">Tune into Topline Podcast</a>, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them. Your’re invited! <a href="https://www.joinpavilion.com/topline-slack" rel="noopener noreferrer" target="_blank">Join the free Topline Slack channel</a> to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key Moments:(01:09) - Meet Ryan Milligan: From Data Science to Sales Leadership(02:58) - The Path from Rev Ops to CRO(05:40) - Sales Commission Strategy: Ownership and Design(12:56) - Aligning Comp Plans with Business Metrics(24:01) - Designing Effective Comp Plans: A Step-by-Step Guide(33:47) - Testing and Measuring Incrementality in Comp Plans(41:32) - Building Effective Quotas(52:34) - Setting Realistic and Motivating Targets(01:02:30) - Common Pitfalls in Commission Plans(01:12:18) - Key Traits of Great Revenue Leaders(01:18:38) - Final Thoughts and Takeaways

In this episode of the Revenue Leadership Podcast, Kyle is joined by Ryan Milligan, VP of Sales, Marketing, and RevOps at QuotaPath, to discuss comprehensive strategies for sales commission planning. They dive into the essentials of creating effective comp plans that align with business goals, the importance of incremental incentives, and how to drive desirable sales behavior. Ryan shares insights from his diverse background and how Quota Path navigates commission planning to ensure high performance and retention. The conversation also touches on key aspects such as measuring incrementally, balancing incentives, diagnosing ineffective plans, and trends in the current market.

E29: Mastering Sales Commission Plans with QuotaPath's Ryan Milligan

What does it take to go from zero to your first enterprise customer? For Cresta, it meant their CEO and CTO becoming&nbsp;interns&nbsp;at Intuit—and their engineering team living in an Airbnb next to the call center they were trying to disrupt. In this episode, Kyle talks with Alex Cramer, CRO of Cresta, about the unglamorous grind of cold-starting in enterprise, why today’s deals demand more consensus (and skill) than ever, and how to scale a team when every deal feels like a bespoke knife fight. Plus, Alex’s hardest-won lessons—from equity pitfalls to why endurance separates good CROs from great ones. New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday. Want more from Topline? <a href="https://www.joinpavilion.com/topline-podcast" rel="noopener noreferrer" target="_blank">Tune into the Topline Podcast</a>, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them. And don't forget to <a href="https://www.joinpavilion.com/topline-slack" rel="noopener noreferrer" target="_blank">join the free Topline Slack channel</a> to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! <a href="https://www.joinpavilion.com/topline-newsletter" rel="noopener noreferrer" target="_blank">Subscribe to the Topline Newsletter</a> to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday.

Sales executive for high growth technology companies 

Alex Cramer

CRO | Cresta

What does it take to go from zero to your first enterprise customer? For Cresta, it meant their CEO and CTO becoming interns at Intuit—and their engineering team living in an Airbnb next to the call center they were trying to disrupt. In this episode, Kyle talks with Alex Cramer, CRO of Cresta, about the unglamorous grind of cold-starting in enterprise, why today’s deals demand more consensus (and skill) than ever, and how to scale a team when every deal feels like a bespoke knife fight.

E28: Interns to Enterprise: How Cresta’s CRO Built a Category Leader

Interns to Enterprise: How Cresta’s CRO Built a Category Leader

<a href="https://www.linkedin.com/in/matt-braley-3aa3301b/" rel="noopener noreferrer" target="_blank">Matt Braley</a> joined InvoiceCloud as the third AE, rose to CRO, and led the company from early growth through a successful IPO, and ultimately a $4B acquisition by Vista Equity Partners. In this episode, Matt reveals how he grew their alliance ecosystem from 15 to 50 partners—ultimately generating over half of the company's revenue. You'll discover the VECTOR framework he developed for qualifying partnerships, avoiding "paper partnerships," and creating true strategic alignment. Whether you're considering technical alliances or wondering if partnerships are right for your business model, Matt provides actionable insights on when, why, and how to build alliances that deliver real revenue impact. New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday. Want more from Topline? <a href="https://www.joinpavilion.com/topline-podcast" rel="noopener noreferrer" target="_blank">Tune into the Topline Podcast</a>, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them. And don't forget to <a href="https://www.joinpavilion.com/topline-slack" rel="noopener noreferrer" target="_blank">join the free Topline Slack channel</a> to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! <a href="https://www.joinpavilion.com/topline-newsletter" rel="noopener noreferrer" target="_blank">Subscribe to the Topline Newsletter</a> to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday.

Rep to CRO, through IPO - Vista acquisition for $4B in 2024.

People, process, and innovation-focused leader with expertise in complex, B2B GTM environments. 

Experienced in establishing/growing/leading high-performing teams, co-creating with business partners, and working across all areas of a business. 

Strong belief in servant leadership and investing in talent development: great businesses are built with great people.

Held direct responsibility for sales, strategic alliances, sales engineering, SDRs, sales ops, sales enablement, GTM strategy / messaging, and new market expansion. Additional expertise in product marketing, M&A, pricing strategy, product and customer success.

Matt Braley

Enterprise SaaS Executive | Advisor

Matt Braley joined InvoiceCloud as the third AE, rose to CRO, and led the company from early growth through a successful IPO, and ultimately a $4B acquisition by Vista Equity Partners. In this episode, Matt reveals how he grew their alliance ecosystem from 15 to 50 partners—ultimately generating over half of the company's revenue. You'll discover the VECTOR framework he developed for qualifying partnerships, avoiding "paper partnerships," and creating true strategic alignment.

Whether you're considering technical alliances or wondering if partnerships are right for your business model, Matt provides actionable insights on when, why, and how to build alliances that deliver real revenue impact.

Pavilion

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