The Modern Sales Leader: Scaling Revenue Through Culture, EQ and Internal Alignment — with Crevan O'Malley

You can have the best pipeline methodology in the market. If your culture is broken, it won't matter. Crevan O'Malley, VP Upmarket Sales and MD EMEA at HubSpot — leading 2,700+ people across mid-market, corporate, and channel — joins Michael Jäger to unpack what it takes to build a high-performing sales organisation when the market is harder, procurement cycles are longer, and the noise has never been louder. In this episode: ✌️ Win #1 — Pipeline hygiene as a leadership discipline: why a clean pipeline beats an optimistic one every time, and how to build a team culture where deals get called honestly, not carried on hope. ✌️ Win #2 — Signal over noise: how staying genuinely close to customer conversations (even as a senior leader) gives you better insight than any dashboard. 🌱 Fail — When leadership gets in the way: the hard reflection on how good intentions — more reviews, more sessions — can sometimes become a tax on the people doing the actual selling. If you lead a sales team or run a GTM motion, this episode gives you a sharp, honest look at the leadership behaviours that drive real performance, from someone doing it at scale. Connect with Crevan: 🔗 LinkedIn: https://www.linkedin.com/in/crevanomalley/ 🔗 HubSpot: https://www.hubspot.com 🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday. ⏱️ Episode timestamps 0:00 — Intro & Crevan's background 3:00 — What modern B2B sales demands right now 7:30 — The human side of change management in technology adoption 12:00 — Trust as infrastructure in the agentic era 17:00 — HubSpot's open-by-design platform strategy 20:30 — Win #1: Pipeline hygiene as a leadership discipline 25:00 — Win #2: Signal over noise 29:00 — Fail: when leadership gets in the way 32:00 — Key takeaways & cross-functional alignment 36:30 — Where to find Crevan