E37: Jason Wolf on Uncovering Hidden Growth Opportunities in Go-To-Market

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. 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. Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday.  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. Use code TOPLINE for 10% off your GA ticket. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman. You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key chapters: (00:00) - Jason Wolf's Impressive Journey (02:00) - Defining New Growth Horizons (03:25) - Building Character Through Change (04:10) - Mental Map for Growth Opportunities (05:00) - What Growth Truly Means (06:30) - Finding and Serving New Buyers (07:53) - Stated vs. Observed Truths (10:00) - Deciding Where to Grow Next (14:38) - Lessons from Expanding Globally (18:30) - Staging Product and Geographic Expansion (25:23) - The Pioneer's Mindset in New Markets (35:52) - Go-to-Market's Role in Product Innovation (44:50) - The Rise of the Specialist (57:57) - The New Revenue Algorithm (1:12:00) - Driving World-Class Alignment