This is a podcast episode titled, E37: Jason Wolf on Uncovering Hidden Growth Opportunities in Go-To-Market. The summary for this episode is: <p>Jason Wolf, President of FullStory and former CRO at Ping Identity and SAP Ariba, joins Kyle Norton to share how companies unlock step-change growth by entering new markets, building new capabilities, and aligning cross-functional teams. Jason has led revenue growth from $200 million to $1.6 billion and brings hard-won lessons from scaling globally.</p><p><br></p><p>He explains how to time multi-product and multi-region moves, validate new growth bets, and build strategies driven by customer pull rather than competitor pressure. Jason also covers the role of go-to-market in product innovation, how to focus teams around renewals, and what it takes to scale with speed and precision.</p><p><br></p><p>Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday.&nbsp;</p><p><br></p><p>Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. <a href="https://attendgtm.com/register?promo=TOPLINE" rel="noopener noreferrer" target="_blank">Use code TOPLINE for 10% off your GA ticket.</a></p><p><br></p><p>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>.</p><p><br></p><p><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.</p><p><br></p><p>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!</p><p><br></p><p>Key chapters:</p><p>(00:00) - Jason Wolf's Impressive Journey</p><p>(02:00) - Defining New Growth Horizons</p><p>(03:25) - Building Character Through Change</p><p>(04:10) - Mental Map for Growth Opportunities</p><p>(05:00) - What Growth Truly Means</p><p>(06:30) - Finding and Serving New Buyers</p><p>(07:53) - Stated vs. Observed Truths</p><p>(10:00) - Deciding Where to Grow Next</p><p>(14:38) - Lessons from Expanding Globally</p><p>(18:30) - Staging Product and Geographic Expansion</p><p>(25:23) - The Pioneer's Mindset in New Markets</p><p>(35:52) - Go-to-Market's Role in Product Innovation</p><p>(44:50) - The Rise of the Specialist</p><p>(57:57) - The New Revenue Algorithm</p><p>(1:12:00) - Driving World-Class Alignment</p>