The Pocus Unlocking Revenue Podcast
by Pocus
Unlocking Revenue is a podcast from the team at Pocus that dives into the modern go-to-market strategies of your favorite software businesses. Each episode features experts sharing their best practices, frameworks, and advice on how to build a modern go-to-market engine. This podcast covers everything from building out the sales function, to using community as a growth channel, to launching effective onboarding strategies all with a product-led lens. Hear real world stories from experts at companies like Webflow, Retool, and Clearbit.
Episodes
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How High-Performing SDR Teams Balance Volume, Quality, and AI with Victoria Loewenstern (ContentSquare)
Victoria Loewenstern of ContentSquare explains why most SDR teams are built wrong—and how prioritization, multitouch outreach, AI, and cold calling actually drive pipeline.
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Why Post-Sales Is the New Go-To-Market Battleground with Alison Silver (Brex)
Alison Silver of Brex explains why post-sales is the new GTM battleground—and how dedicated client sales teams drive retention, expansion, and long-term growth. About Alison Alison Silver is a SaaS sales leader with over a decade of experience helping fintech and enterprise teams grow revenue and...
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Why Marketing Ops Is the Connective Tissue of Go-To-Market with Andy Varshneya (Redis)
Andy Varshneya of Redis explains how marketing ops becomes a strategic force—bridging execution, leadership, and cross-functional alignment to reduce friction and drive GTM results. About Andy Andy Varshneya is Chief of Staff and VP of Marketing Operations at Redis, where he helps scale GTM…
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From Intent to Signals: How AI Is Changing Enterprise Prospecting with Patrick Lavergne (Coveo)
Patrick Lavergne of Coveo explains how signal-based prospecting and AI help sales teams prioritize the right accounts, reduce prep time, and improve pipeline quality.
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How to Build a Pipeline Engine (No Silver Bullets) with Flora Felisberto (SecurityScorecard)
Learn how to build a scalable pipeline engine without relying on a single channel, using events, ABM, and AI-powered BDR workflows.Flora Felisberto (SecurityScorecard) shares how enterprise marketing teams generate pipeline in cybersecurity and why there are no silver bullets. About Flora Flora...
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Marketing Beyond the Funnel: Intelligence, Revenue, and AI with Megan Boone (Redis)
Megan Boone of Redis explains why modern marketing must act as the intelligence engine of GTM—and why AI, SDR alignment, and first-principles thinking matter more than playbooks or attribution.
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How AI and Visual Communication are Reshaping GTM Teams with Rob Giglio (Canva)
Rob Giglio of Canva explains how AI and visual communication are changing the future of work — and what that means for modern go-to-market teams focused on personalization and relevance About Rob Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canva’s sales and go-to-market...
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ABX Explained: How to Scale B2B Demand Gen with Account-Based Everything with Ben Pollack (Ripping IT)
Learn how to scale B2B demand generation using ABX (Account-Based Everything), modern GTM frameworks, and people-led growth strategies. Ben Pollack (Rippling IT) breaks down ABX vs ABM, channels that actually work, and how growth teams build scalable demand without cold outbound.
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Why Revenue Operations Is One of the Most Strategic Roles in Go-To-Market with Stephen Rickli (Zip)
Steven Rickli of Zip shares why Revenue Operations is one of the most strategic roles in GTM—and how strong RevOps teams accelerate growth instead of slowing it down. About Stephen Stephen currently leads RevOps at Zip, where he's responsible for building the strategic foundation to support...
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How to Build a Sales Process That Scales with Caitlin Nelson (Superhuman Mail)
Learn how Superhuman built a scalable sales process, transitioned from PLG to sales-led growth, hired top AEs, and improved forecasting without relying on CRM theater.Caitlin Nelson shares practical lessons on hiring top AEs, sales methodology, and building a revenue engine that actually scales.
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Rethinking Enablement for a Faster, AI-Driven Go-To-Market World with Melanie Fellay (Spekit)
Enablement wasn’t built for today’s pace of change. In this episode, Melanie Fellay shares how AI is reshaping enablement, why traditional training models fall short, and what modern GTM teams need to stay ready in the moment. About Melanie Melanie Fellay, co-founder and CEO of Spekit, is a...
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The challenge of multi-product evolution (Eran Aloni)
Eran discusses the challenges of Gong's of multi-product evolution (7:45), how creating categories requires step-by-step market education (11:30), and the two-speed AI adoption reality (21:50).
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How to position yourself for career growth (Danielle Peretore)
Ever wonder what happens behind the scenes when a company goes public? Looking for real insights on how to position yourself for career growth at high-growth companies? Danielle from Figma experienced their IPO journey firsthand and is sharing what it's really like—plus the career frameworks that...
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The sales revolution: Spray and pray to AI first (Ayub Mohammed)
Need strategies for staying competitive when AI capabilities become commoditized across your market? Looking to learn from someone who's navigated the evolution of sales from cold calling to AI-powered prospecting? Ayub Mohammed from RingCentral shares his playbook for building differentiated…
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How This CRO Built a High-Performing Sales Team (33% Close Rate Strategy)
Bill Dwoinen, CRO of Mural, dives into his transition from enterprise giant to agile CRO, exploring the wins, surprises, and hard-learned lessons that every sales leader needs to hear. Bill has led revenue teams at some of the biggest names in tech, including Slack and Salesforce. Now, as CRO at...
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Transforming RevOps from reporting to strategic leadership: Avtar Varma
Need direction on how to evolve RevOps from an order-taking function to a strategic growth partner? Looking to master the art of capacity modeling and avoid the costly mistakes of over-hiring or under-hiring? Avtar is a RevOps veteran who has built RevOps from scratch at four different companies....
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Creating a lean, profitable revenue machine: Peter Borkovich
The era of "growth at all costs" is dead. Revenue leaders are scrambling to do more with less. Most are still running outdated playbooks designed for when capital was free. Peter Borkovich, VP of Revenue at Vidyard, shares his blueprint for running ultra-efficient revenue organizations that…
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Building high-impact marketing teams: Stef Miller
Tired of marketing teams that chase vanity metrics instead of moving the needle? Ready to challenge the "data-driven everything" orthodoxy that's paralyzing your team's execution? Stef Miller, Global Campaigns leader at Udemy, is sharing her contrarian playbook for building marketing teams that...
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The death of traditional prospecting and the future of AI agents: Frank Perkins
Think your prospecting playbook is still working? Think again. Frank Perkins from Datadog has witnessed prospecting change more in the last 3 years than in the previous 30 years combined. He's here to share his bold vision for the future of sales, where AI agents handle the early sales cycle and...
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How to scale your career from SDR to leadership: Mike Stevenson
Want to learn how to scale your sales career alongside a fast-growing company? Looking for real advice on navigating the path from SDR to AE to sales leadership? Mike Stevenson from DocuSign shares his playbook for building a successful sales career over nearly two decades, including how he's...
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Navigating AI, ICP, and signals in enterprise sales: Brian LaManna
Need guidance on how to consistently exceed sales targets and leverage AI in your sales workflow? Looking to learn from someone who has crushed targets and mastered modern sales techniques that actually work? Brian LaManna, Enterprise Account Executive at Gong, is passionate about sharing his...
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Avoiding dev tool GTM traps: Marcus Holm
Need direction on how a PLG motion and cold outbound prospecting can work in harmony? Looking for tips on how to avoid the “dev tool trap?” Marcus Holm, CRO of LaunchDarkly, is a dev tool veteran who helped transition LaunchDarkly to an outbound-oriented, value sales-centric GTM organization.…
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Personalization, AI, and ABM in 2025: Guy Yalif
Today's B2B marketers face a widening divide. While AI and personalization tools evolve at breakneck speed, most teams still rely on outdated playbooks that fail to capitalize on these innovations. The result? Missed opportunities, wasted budgets, and declining engagement across channels. Guy...
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Stop wasting your RevTech budget: Mollie Bodensteiner
Planning to revamp your RevTech stack in 2025? Thinking about implementing AI tools for sales? …Feeling lost? Mollie Bodensteiner is the VP of Revenue Operations at Engine (the modern travel platform) and she's here to help. Mollie’s built RevOps teams at Corteva, Syncari, and Deel before Engine....
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Secrets for scaling $3M to $21M: Kyle Norton
Is your sales teams drowning in unqualified leads? What if you could transform every prospecting effort into a precision-driven revenue engine? In 2025, you can’t afford to keep running GTM like it's 2015. Most B2B sales teams are stuck in a cycle of inefficient pipe generation and unpredictable...
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Monday.com's playbook for moving upmarket: Jason Miller
Ready to unlock enterprise-scale growth? Many B2B companies struggle to evolve their sales motion from PLG success to strategic enterprise deals. How do you build an upmarket motion that complements your PLG flywheel? How do you build the internal muscle to do outbound? As the Director of Sales…
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Building growth stage GTM engines: Travis Patterson
Is your sales team still pitching to developers like they're enterprise VPs? What if you could transform your technical sales motion from friction-filled demos to authentic product conversations? In 2025, you can't afford to run developer GTM like it's just another B2B playbook. Travis Patterson,...
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Morgan J Ingram: Building next-level pipeline
Ready to build next-level pipeline? Most sales teams are struggling to adapt their traditional prospecting methods to today's market. The old playbook isn't delivering results, and revenue targets feel out of reach. As the CEO and Founder of AMP Creative, Morgan J. Ingram has developed…
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Stevie Case: Cheat codes for a high-performance sales team
The best GTM leaders don't always come from traditional backgrounds - and Stevie Case is the perfect example. Stevie Case, CRO of Vanta, brings a truly unique perspective to modern revenue leadership. She started her career as the world's first female pro gamer and is now known for building...
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Stuart Wilson: WTF is BizOps
BizOps teams have become a standard part of GTM teams, but it can look different at every company, with different responsibilities and team structures. So, WTF is BizOps? And how do you ensure it drives real business impact? Stuart Wilson, VP of Business Operations at Drata, brings a unique...
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Kyle Asay: Building unstoppable sales teams
Are your reps struggling in a tough market? AI promises massive efficiency gains, but most teams are drowning in tools without seeing real results. Kyle Asay, VP of Global Growth Sales at LaunchDarkly, increased his team's outbound pipeline by 142% while navigating the shifting GTM landscape.…
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Amrita Mathur: Fueling your GTM growth machine
Is your GTM strategy built for $2M or $45M ARR? Most companies get stuck in the middle because they can't evolve their marketing engine fast enough. We're talking with Amrita Mathur, VP of Marketing at Zapier, who brings a rare combination of PLG and sales-led marketing expertise. Known for…
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Andy Mowat: Building the Ideal GTM tech stack
GTM tech has never been better at driving results for users, but with so many new tools for building and closing pipeline, it's easy for tech stacks to become bloated. How do you avoid the toys and focus on the best tools? Here's what we discussed: Andy's career path across multiple unicorn...
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Mark Goldberger: How to become a 10x seller
+120% annual quota for a business travel platform… during the pandemic. Mark Goldberger did it. If there’s someone who can teach all of us a thing or two about sales, it’s definitely Mark, so we had to get him on our podcast! One of Mark's biggest passions is coaching his team to be 10x sellers....
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Meka Asonye: Where sales tech is headed in 2025
Where is sales heading in 2025? Find out in our deep dive with First Round Partner Meka Asonye. We covered what's actually working in today's shifting landscape and what's coming next. From his experience scaling a 100+ person revenue team at Mixpanel to funding seed-stage startups at First…
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Amanda Kahlow: The future of sales in the age of AI
Modern GTM teams are strapped for time and limited on resources. AI can help with both of these issues, but knowing where to double-down on new tech can be tricky. This episode of the 10x GTM podcast with Amanda Kahlow is all about the future of AI x GTM. Amanda's new company, 1mind, recently…
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Kieran Flanagan: Building AI buy-in across your team
AI is everywhere - but how do you know what's a tool and what's a toy? Can you really level up your team and become 10x more productive? What tasks is AI actually helpful for? Kieran Flanagan, HubSpot's SVP of Marketing and a leading AI strategist, breaks down how artificial intelligence is...
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Samantha McKenna: Nail social selling on LinkedIn
AI can make it faster and easier than ever to do deep-dive prospecting research, cutting the time it takes from hours to minutes. But with so much AI hype, how do you know which tools are legit? And where does AI fit in with social selling and #SMYKM? If you’re feeling confused by the AI hype...
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Tessa Whittaker: Using AI to streamline RevOps
RevOps may be the GTM team poised to gain the most from the surge in AI tools. In this episode of the 10x GTM Podcast, we talk with Tessa Whittaker, VP of RevOps at ZoomInfo, about where teams are struggling today and how AI can help them do more with less. Listen in as we cover: Tessa's career...
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Kyle Poyar: How to go account-based and win
How do you generate growth in a crowded, noisy market? Ditch the one-size-fits-all outreach and go ABX: account-based everything. In this episode, growth expert Kyle Poyar is talks with us about how to make the shift to ABX. From the key ABX success metrics you need to track to how AI fits into...
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Kevin Baldacci: Becoming a 10x product marketer
Building customer buy-in and driving product adoption are two of the most important ways to drive growth in today's market. With over 15 years of product marketing experience, Kevin Baldacci has created a winning framework for GTM teams to accomplish these goals. This season of the Pocus podcast…
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Saad Khan : Building signal powered outbound
Saad Khan is the Director of Sales and Business Development at Aligned. Before Aligned, Saad was instrumental in growing Business Development teams at Enable, Dooly, and Vendr. Saad is a signal-based selling advocate who advises GTM teams on integrating signals into their outbound strategy. In…
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Angelica Ismailos: Growing developer facing products
Angelica is currently the Head of Demand Generation at Vercel where she’s helped the company scale their PLG acquisition motion. She’s an expert in growing developer facing products and brands. Her background in sales development and marketing operations brings a unique viewpoint to building and...
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Zack Turner: Finding the best fit PLG motion
Zack Turner, RVP of Enterprise Sales at Slack, shares stories about the early days of Product-Led Sales at Box and how things have changed in the last decade for sales at PLG companies. Alexa and Zack discuss the idea that everyone "needs to be PLG" and what that means in practice for most...
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Taylor Gibson: Harmonizing PLG and enterprise sales
When you have millions of users, turning that into revenue should be easy, right? Alexa sits down with Taylor Gibson, GTM lead at Writer, to talk about bridging the gap between PLG and enterprise sales. Taylor shares the story of how her previous team at Loom used their strong user base as an...
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Melissa Ross: Building Product-Led Sales foundations
Alexa sits down with Melissa Ross, GTM at Heygen, a cutting-edge AI-powered platform revolutionizing the world of video creation. Prior to joining Heygen, Melissa held several senior GTM roles at top PLG companies like Clockwise and Asana. Melissa breaks down the Product-Led Sales playbooks she...
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Simran Duggal: Value-driven selling at Webflow
Simran Duggal, Enterprise Sales Leader at Webflow shares the value-selling framework that helps Webflow translate product usage into an enterprise ROI story. Simran and Alexa walk through how Webflow structures discovery conversations and why she thinks most reps could be doing more disco before...
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Lilly Skolnik : Nailing the ‘imaginative sale’ with a PLG product
Alexa sits down with Lilly Skolnik, North American Sales Leader at Ashby, to discuss the differences in selling horizontal vs. vertical PLG products, how to nail the "imaginative sale," and lessons on building the enterprise playbook at Slack and Loom.
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Kevin Young: The anti-playbook playbook
Alexa and Kevin Young, VP of Sales at UserEvidence dive right into what Kevin calls his "anti-playbook playbook," why he feels strongly that repeatability is sometimes overrated, and how to build a sales team that thinks from first principles.
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Adam Carroll: Lessons learned from a founder and 3x sales leader
Alexa chats with Adam Carroll, Founder at Carroll Sales Consulting and former sales leader at FullStory, Recurly, and Outbrain. Adam shares his advice on segmenting your playbooks, moving upmarket, coaching your team on playbooks, and how he built a global expansion strategy.
About this show
Unlocking Revenue is a podcast from the team at Pocus that dives into the modern go-to-market strategies of your favorite software businesses. Each episode features experts sharing their best practices, frameworks, and advice on how to build a modern go-to-market engine. This podcast covers everything from building out the sales function, to using community as a growth channel, to launching effective onboarding strategies all with a product-led lens. Hear real world stories from experts at companies like Webflow, Retool, and Clearbit.
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Pocus
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