Her Path to Revenue

In this episode of Her Path to Revenue, Janelle sits down with Summer Poletti. A revenue consultant, former corporate leader, and system-building strategist to unpack what it really takes to scale revenue without breaking your team, your pipeline, or yourself.Summer’s journey didn’t follow a straight line. From navigating multiple functions across marketing, customer success, and sales to climbing the corporate ladder while raising her kids, she built her career through grit, adaptability, and a refusal to turn down opportunities to learn. Today, she brings that full-picture perspective to help companies fix what’s actually holding them back from growth.But what stands out most isn’t just her experience—it’s her unapologetic focus on truth: most companies don’t have a pipeline problem… they have a system problem.In this episode, we cover:• Why most companies don’t have a pipeline problem—they have a system problem• The biggest revenue killer: misalignment across marketing, sales, and customer success• How to define what a “good lead” actually looks like (and why it matters)• The real reason sales teams fail to convert—and how to fix it• What founders get wrong when hiring their first salesperson• When (and how) to build systems as you scale• The role of accountability in eliminating team friction and finger-pointing• Why sales is a foundational skill—regardless of your role• The importance of building your personal brand before you need it• Summer’s journey balancing motherhood, leadership, and entrepreneurshipFollow Summer on LinkedIn: https://www.linkedin.com/in/summer-poletti-rhymes-with-spaghetti-27207812/Summer's Podcast Link References: Increasing revenue without adding headcount:https://www.theriseofus.com/podcast/episode/1f5b3a41/6-strategies-to-increase-revenue-without-increasing-headcountWhat to have in place before you ire:https://www.theriseofus.com/podcast/episode/1d8500f2/hiring-your-first-salesperson-part-2-how-to-avoid-an-expensive-lesson

In this episode of Her Path to Revenue, Janelle sits down with Alice Heiman—sales advisor, speaker, and self-proclaimed Chief Sales Energizer—to unpack what it really takes to build scalable revenue engines while sustaining your energy, health, and life outside of work.Alice’s journey didn’t start in sales. From special education teacher to working alongside her father at Miller Hyman, to helping sell the company to private equity and eventually advising high-growth CEOs—her path is anything but traditional.But what stands out most isn’t just her experience—it’s how she’s built a career rooted in longevity, discipline, and self-awareness.From navigating burnout and chronic fatigue to designing a workweek that actually supports performance, Alice shares a deeply practical and honest look at what it takes to sustain success over decades—not just quarters.If you’ve ever felt like building revenue comes at the expense of your well-being, this conversation will challenge that assumption.In this episode, we cover:• How Alice transitioned from teaching into enterprise sales and consulting• What she learned from helping sell a company early in her career• Why energy—not just strategy—is a sales leader’s greatest asset• Practical ways to manage low energy, burnout, and even chronic fatigue• The power of calendar discipline and structuring your week for success• Why “balance” looks different for everyone—and how to find yours• The importance of undivided attention in both work and family life• How to build a business that supports your life—not consumes it• The mindset shift from working harder to working smarterFollow Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/

In this episode of Her Path to Revenue, Janelle breaks down a real client story that started with a familiar question:- Should we move upmarket?- Do we need ABM?As companies begin to mature beyond SMB and leadership pushes for more predictable revenue, these questions come up more often—but the answer isn’t as simple as flipping a switch.Janelle walks through how one company, already performing well on paper, realized their go-to-market motion wasn’t built to support an enterprise expansion. Instead of jumping straight into ABM, they took a step back to reassess what actually needed to change.In this episode, you’ll learn:How to evaluate whether moving upmarket is the right next stepWhy account selection should be driven by data—not assumptionsThe shift from selling to individuals to engaging full buying groupsWhat true alignment between marketing and sales actually looks likeHow this approach generated over $1M in qualified enterprise pipeline in 45 daysIf you’re thinking about moving upmarket or exploring ABM, this episode gives you a practical, no-fluff look at what it really takes to make that transition work.

Melissa Moody doesn’t believe in chasing logos. She believes in doing work that actually matters—and building businesses that last.In this episode of Her Path to Revenue, Janelle sits down with Melissa Moody—former Google leader, startup CEO, and now co-founder of Wednesday Women—to unpack what happens when you blend traditional SaaS growth with mission-driven business.After 14 years at Google during some of the most transformative moments in marketing—search, mobile, video, programmatic—Melissa made the leap into early-stage startups and eventually into building a company of her own.But Wednesday Women didn’t start as a business. It started as a simple idea: highlight one extraordinary woman every week.That small ripple turned into something much bigger. In this conversation, Melissa shares what it really takes to turn a mission into a sustainable company—and why so many founders struggle when emotion enters the equation.From pricing challenges to building a business model that actually works, to the growing shift toward fractional leadership and redefining success on your own terms—this episode is equal parts tactical and deeply human.If you’ve ever wrestled with aligning purpose and revenue, this one will hit.In this episode, we cover:• Why “the logo” doesn’t matter—and what actually does• The biggest mistake founders make when building mission-led businesses• Why pricing gets harder (and more emotional) when purpose is involved• How Wednesday Women grew from a side project into a full business• The rise of fractional leadership and what it signals about the market• Why curiosity—not confidence—is the ultimate power move in leadership• How to trust intuition alongside data when making career decisionsConnect with Melissa on LinkedIn: https://www.linkedin.com/in/melissammoody/[WEBINAR] The Rise of Non-W2 Leadership: Why More Executive Women Are Rethinking Traditional Roles: https://watch.getcontrast.io/video-access?slug=wednesday-women-the-rise-of-non-w2-leadership-why-more-executive-women-are-rethinking-traditional-roles&token=YYmtkfZTkW8VoXeqndzo3fzf

Joelle Kaufman has built her career around one simple truth: curve balls aren't the exception — they're the whole game.In this episode of Her Path to Revenue, Janelle sits down with Joelle Kaufman — 30-year tech executive, bestselling author, cancer survivor, and founder of Go-To-Market Flow — to unpack what it actually takes to build and scale revenue organizations when life keeps throwing you off course.Before advising leaders on strategic revenue growth, Joelle spent three decades in the trenches — from negotiating what she believes was the first seven-figure AI contract in history as a business school student, to walking into a CEO's office seven months pregnant and saying "I should be your CRO." That willingness to shoot her shot — even when the odds were stacked — is what shaped everything about how she leads today.Together, Janelle and Joelle dive into the real mechanics behind revenue leadership, including why reframing failure is the foundation of real confidence, how time constraints actually make you a better leader, and what most women get dangerously wrong about career advancement.They also get into the human side of building an extraordinary career — from navigating pregnancy in the C-suite to battling cancer without slowing down, and why balance is a myth you need to stop chasing.If you're a revenue leader, founder, or operator who's ever wondered how to keep climbing when life keeps interrupting, this conversation will change how you think about curve balls.In this episode, we cover:Joelle's non-linear path from consulting to negotiating the first seven-figure AI contract in historyWhy she walked into her CEO's office seven months pregnant and asked for the CRO roleHow reframing failure is the real foundation of confidenceWhat her best salesperson taught her about focus, qualification, and winningWhy time constraints are actually a career superpowerThe myth of work-life balance — and what triage really looks likeHer advice by decade: collect experiences in your 20s, focus in your 30s, lead boldly in your 40sFollow Joelle on LinkedIn: https://www.linkedin.com/in/joellekaufman/

Kristy McCarley built her career around one simple truth: the audience you own will always outperform the audience you rent.In this episode of Her Path to Revenue, Janelle sits down with Kristy McCarley — founder and managing director of Pure Firefly and the number one MailChimp partner agency in the US and Canada — to unpack what it actually takes to turn email into a real revenue engine for small businesses and nonprofits.Before scaling Pure Firefly into a full-service agency supporting hundreds of brands, Kristy spent years navigating entrepreneurship as a solo operator, a mom, and a self-described introvert who had to learn how to own every room she walked into. That experience shaped everything about how she approaches marketing today — because when you've run a business where every decision has consequences, strategy stops being theoretical very quickly.Together, Janelle and Kristy dive into the real mechanics behind email marketing and lifecycle growth, including why most businesses are still underestimating email as a revenue channel, how social media gives you reach but email gives you ownership, and what separates brands that see real ROI from those just sending blasts into the void.They also get into the human side of building something from scratch — from navigating imposter syndrome and perfectionism to finding the confidence to keep going when the results take longer than expected.If you're a founder, marketer, or small business owner trying to build a sustainable growth engine without blowing your budget on ads, this conversation will challenge how you think about the channels you invest in.In this episode, we cover:Kristy's path from programming class to building the #1 MailChimp partner agency in North AmericaWhat her first business taught her about email that changed everythingWhy you're renting your social audience — and what to do about itThe real reason most email strategies underperformHow to build and grow a qualified list that actually convertsThe patience and strategy it takes to see email marketing pay offBalancing entrepreneurship, motherhood, and showing up with confidenceFollow Kristy on LinkedIn: https://www.linkedin.com/in/kristymccarley/

Kathleen Booth has built her career around one simple truth: brand and revenue are not opposites.In this episode of Her Path to Revenue, Janelle sits down with Kathleen Booth—B2B SaaS marketing leader, former agency founder, and now Head of Marketing at Sequel.io—to unpack what it actually takes to build sustainable growth in today’s market.Before leading marketing inside some of the most respected communities and SaaS companies in tech, Kathleen spent over a decade building and scaling her own agency alongside her husband. That experience fundamentally shaped how she thinks about marketing today—because when payroll depends on revenue, marketing stops being theoretical very quickly.Together, Janelle and Kathleen dive into the real mechanics behind revenue growth, including why community-led growth compounds over time, how challenger brands win market share during industry consolidation, and why marketers need to rethink the way they approach owned experiences and first-party data.They also explore the human side of leadership—from balancing work and family seasons to building confidence in executive roles and taking the leap when the next chapter feels uncertain.If you’re a marketing leader, founder, or operator trying to turn brand into real pipeline, this conversation will challenge how you think about growth.In this episode, we cover:• Kathleen’s unconventional path from international development to SaaS marketing leadership• What entrepreneurship teaches you about revenue that corporate never will• Why community-led growth creates compounding pipeline• How challenger brands win when competitors consolidate• The power of owned experiences and first-party intent data• Why brand is a core revenue strategy—not a nice-to-have• The reality of balancing career growth, leadership, and familyFollow Kathleen on LinkedIn: https://www.linkedin.com/in/kathleenslatterybooth/

Marketing was “crushing it.”Clean reporting. Sophisticated paid. Strong content. 80% of revenue influenced by marketing. CFO-friendly dashboards.And still… growth flatlined for 12 months.In this solo episode, I break down the real story behind stalled growth in a high-performing SaaS org and the one metric that stopped me cold:They needed $20M in open pipeline to close $3M in ARR.That’s a 7x pipeline ratio… paired with a 12% win rate and weak MQL→SAO conversion. Translation? The engine was working overtime for modest results.Here’s what we unpack:Why “good on paper” marketing can still be misaligned to business strategyHow late-stage brand presence compresses your influence window (and tanks win rate)The shift from lead volume to efficiency + buying committee coverageWhat changed when we reverse-engineered ICP from closed-won dataThe results: CAC payback 6 → 4 months and marketing ROI 97% → 196% on the same spendNo finger-pointing. No fluff. Just math, strategy, and fixes that move revenue.

What happens when a former athlete, personal trainer, and advertising exec becomes a go-to-market architect for PE-backed SaaS companies?You get clarity. Alignment. And revenue that actually scales.In this episode of Her Path to Revenue, Janelle sits down with Brooke Duffy, revenue and go-to-market leader who helps B2B SaaS and service companies turn growth ambition into repeatable execution.From being poached early in her career to sitting at the intersection of sales, marketing, and creative at TV Guide… to building startups from scratch… to consulting for PE-backed portfolio companies — Brooke’s journey proves one thing:Success is not linear.In this episode, we unpack:Why hiring “more sales reps” is NOT a growth strategyThe bowtie framework and how to diagnose where revenue is actually breakingWhy founders must pivot like parents (yes, really)The real reason pipelines look inflatedHow to know when it’s time to walk away from an opportunityThe power of saying “no” to protect your growthWe also talk about Brooke’s alter ego — the Killer Bee — and why revenue leadership requires grit, loyalty, and strong roots.Follow Brooke on LinkedIn: https://www.linkedin.com/in/brookeaduffy/

What do Bad Bunny, red lipstick, and 21 million pieces of direct mail have in common?Discipline. Visibility. Revenue.In this episode of Her Path to Revenue, Janelle sits down with Kathy Kmiotek, FinTech and SaaS growth leader and Founder of Kmiotek Advisors & Consulting, to unpack what it really takes to turn marketing into a true revenue engine.With more than 20 years of experience spanning publishing, financial services, and FinTech, Kathy shares how she built her career on performance accountability—from managing subscription P&Ls in media to driving enterprise SaaS growth in regulated industries.This conversation goes beyond tactics.It’s about:Why direct mail taught her the science of marketing (and why those principles still apply today)The critical difference between business strategy vs. marketing strategyWhy tactics are distribution channels—not strategyReinventing your career at 40 (and doing it again at 50)Visibility, legacy, and building financial freedom on your own termsAnd yes… how Bad Bunny and red lipstick help her step into her alter ego before big momentsConnect with Kathy on LinkedIn: https://www.linkedin.com/in/kathryn-kmiotek/

Not every revenue leader planned this path but the best ones learn how to lead it anyway. With clarity, grit, and a whole lot of heart.In this episode of Her Path to Revenue, Janelle Amos sits down with Delilah Adrian, Integrated Marketing Leader at Specificity, whose career into marketing started by accident and evolved into a decade-plus journey of driving growth, simplifying complexity, and building programs that actually work.Delilah shares how she transitioned from mental health services into marketing, why fail-fast shaped her early career, and how she approaches growth today with a quality-over-volume mindset. They dig into what’s working as we head into 2026—events, trust-building, and ultra-clear messaging while also getting real about motherhood, balance, and what it takes to keep showing up when life is full.In this episode, we cover:​Why clarity is the competitive advantage in an AI-saturated world​How to prioritize quality over volume without slowing growth​The return of in-person events and relationship-driven marketing​Balancing revenue leadership with motherhood as a single mom​Confidence rituals, grounding practices, and filling your own cup firstThis episode is for marketers and revenue leaders who didn’t follow a straight line but are committed to doing meaningful work, leading with intention, and building careers that support real life.

Some leaders are nice. The best ones are honest. And those are not the same thing.In this episode of Her Path to Revenue, Janelle Amos sits down with longtime mentor, friend, and strategy powerhouse Andrea Lechner Becker, Strategy Chief at GNW Consulting and one of those rare leaders who makes hard problems feel solvable—without sugarcoating a damn thing.Andrea gets candid about imposter syndrome, autonomy, and the exact moment she stopped trying to be palatable and started being effective. From navigating male-dominated rooms early in her career to retiring early, coming back with intention, and leading with brutal clarity, this conversation is a masterclass in confidence that isn’t performative—it’s practiced.They dig into what it really means to lead through seasons, why long-term goals don’t work for everyone, and how honesty—when done right—is the kindest leadership move you can make.In this episode, we unpack:Why confidence doesn’t come from polish—it comes from decisivenessThe difference between being nice and being usefulHow seasonality keeps leaders energized instead of burned outA no-BS feedback framework every woman in leadership should stealWhy autonomy matters more than titles, pay, or approvalThis episode is for women who are done over-explaining, done shrinking, and ready to lead in a way that actually works—for the business and themselves.Follow Andrea on LinkedIn: https://www.linkedin.com/in/andreaelbee/

Confidence isn’t a vibe. It’s a decision—made in messy moments.And no, you don’t “either have it or you don’t.” You build it. Under pressure. With reps. With receipts.This is a solo episode, but it’s not a filler. It’s the context only Janelle can give.In this episode of Her Path to Revenue, Janelle Amos answers the signature question she asks every guest: what’s your confidence switch? She takes you back to the real origin story: sports pressure, grit, getting hit hard and getting back up harder—and how that shaped the way she leads, sells, and builds revenue today.Then she gets brutally honest about the pivot that changed everything: going from Head of Demand Gen on a Friday to founding Elevate Growth on a Monday—no safety net, no cute “entrepreneur era,” just values, stakes, and a five-month-old daughter watching what courage looks like in real time.In this episode, you’ll hear:Why confidence is competence in motion (and what that actually means in revenue rooms)The athlete mindset that makes pipeline pressure feel… familiarThe difference between marketing that sets the ball and sales that spikes itThe truth about leaving when your values get tested—and choosing yourself anywayThe advice she’d give her younger self: build quiet, protect your belief, and collect receipts

Marketing isn’t broken. The way we measure it is.And if you’ve ever been asked to “drive pipeline fast” while building a brand that actually lasts? Welcome to the group chat.In this episode of Her Path to Revenue, Janelle Amos sits down with Sherehan Ross—senior marketing leader, former CMO, and the unfiltered voice you’ve probably screenshotted on LinkedIn. Sherehan is known for turning chaos into clarity by aligning marketing, sales, and product into one full-funnel engine that drives real pipeline—without the fluffy dashboards and vanity-metric theater.This conversation hits both sides of the game: the boardroom confidence rituals (yes, we’re talking Ted Lasso power poses) and the real-world revenue strategy leaders need heading into 2026—especially when AI is raising the bar and punishing lazy marketing.In this episode, we get into:Why “balance” is a myth—and how to lead in seasons, not guiltThe confidence move Sherehan swears by: “make yourself big” before the room tries to shrink youWhy AI isn’t replacing fundamentals—it’s exposing who never had themHow to get C-suite buy-in by proving value in weeks (not quarters) while building the long-term flywheelThe truth about attribution: the buyer journey isn’t linear, and neither is revenueWhy the real edge in 2026 is human-to-human marketing and customer obsessionIf you’re tired of performing marketing instead of producing revenue—this episode will feel like a reset.Put your hoops on. Take up space. And stop asking permission to do the thing you already know will work.-- Follow Sherehan on LinkedIn: https://www.linkedin.com/in/sherehanross/

If your calendar is chaotic, your pipeline doesn’t have to be.Because “doing it all” isn’t the flex—systems are. And Lynnice Wolf came with receipts.In this episode of Her Path to Revenue, Janelle Amos sits down with Lynnice Wolf—VP of Corporate Marketing at Immuta, a proven revenue-driving marketing leader who’s generated $121M+ in new business, boosted enterprise ACV, and helped fuel major pipeline growth across cybersecurity and data. Oh—and she’s also a mom of three girls and the host of She Pack, where she’s raising the next generation of female leaders while still shipping results in real time.This episode is equal parts boardroom energy and real-life survival strategy—from 5AM routines and mindset resets to how brand becomes a revenue multiplier in a market full of noise.In this episode, we get into:The confidence combo that never fails: red lipstick + “Till I Collapse” (yes, really)Why you don’t rise to your goals—you rise to your systems (and how Lynnice runs hers at home)The three anchors that keep her steady: flow, intentionality, and systemsThe corporate marketing glow-up: how brand and storytelling drive pipeline—not just awarenessWhat’s actually moving the needle in 2026: narrative-led storytelling, PR, and AI-first searchHow to learn fast as a leader: hiring smarter, staying curious, and living in the copilot seatIf you’re building revenue while building a life—and you’re tired of white-knuckling your way through both—this episode will feel like a deep breath and a strategy session.Put your hoops on. Put the systems in place. Then add the red lipstick and go win.-- Follow Lynnice on LinkedIn: https://www.linkedin.com/in/lynnicewolf/

She’s driving revenue at Microsoft and still figuring out how to breathe.Because the untold story behind “powerhouse” is usually… exhaustion, responsibility, and a calendar that thinks it owns you.In this episode of Her Path to Revenue, Janelle Amos sits down with Mo'Shai Gibbs—award-winning B2B marketing leader, 2024 Phoenix Business Journal 40 Under 40 honoree, and the strategic force behind global co-marketing programs at Microsoft. Mo'Shai breaks down what’s working right now (and what’s not) when it comes to building pipeline in a noisy market—without defaulting to “another webinar.”But this isn’t just a marketing tactics episode. Mo'Shai gets real about confidence rituals (yes, nails count), why what you wear can change the room, and the unseen weight she carries as a caregiver—while still chasing big goals and bigger purpose.In this episode, we get into:Why industry-specific micro-events can move stuck pipeline faster than “spray-and-pray” campaignsThe shift from generic content to product truth (use cases → POCs → real outcomes)How to make co-marketing actually work: thought leadership, video, briefings, and workshops that convertWhat balance really looks like when you’re ambitious… and responsible for more than just yourselfThe mindset that carried her from Watts to Tahiti energy—and into rooms where brands moveIf you’re building revenue while carrying a whole life behind the scenes, this one’s for you.Put your hoops on. Book the walk. Then go close something.-- Follow Mo'shai on LinkedIn: https://www.linkedin.com/in/moshai/

“Because you’re a mom.”It’s a phrase too many women hear—and a bias that quietly blocks promotions, leadership roles, and revenue potential.In this episode of Her Path to Revenue, Janelle Amos sits down with Lea Chatham, an award-winning healthcare marketing leader with 25+ years of experience scaling brands, navigating M&A, and driving growth inside health tech and health systems.Lea gets real about the moments that shaped her career—from being underestimated as a working mother to learning how to advocate for herself, survive massive change, and turn bias into resilience. Together, they unpack the business cost of bias, why confidence is a revenue skill, and how today’s leaders must rethink growth, targeting, and proof in an increasingly noisy market.This episode is for women who are:Tired of motherhood being treated like a liabilityReady to own the room, the role, and the revenueBuilding careers that scale without burning outGrab your hoops.This is about turning bias into power—and resilience into results.-- Follow Lea at https://www.linkedin.com/in/leachatham/ Learn more at Heidi Health: https://www.heidihealth.com/en-us

By day, she drove revenue.By night, she carried the weight no one talked about.Her Path to Revenue is a podcast about the women behind the numbers. The ones scaling companies, leading teams, and making impossible decisions while holding everything else together.Hosted by Janelle Amos, this show explores the real stories behind growth. The ethical crossroads. The unspoken tradeoffs. The leap from safety to self-trust. And what it truly takes to build with integrity without losing what matters most.These aren’t highlight reels or hustle culture soundbites.They’re honest, unfiltered conversations with women driving the bottom line while carrying families, values, and responsibility that never show up on a dashboard.If you want strategies that actually scale and stories that remind you what you’re capable of, this podcast is for you.