Twinkle twinkle, little star, how I wonder what you are…. No, really – what are stars made of and how did they get all the way up there in the sky? Let’s find out more with astrophysicist, Dr Kirsten Banks! Get ready to blast off in 5, 4, 3, 2 1!
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Mastering the Pre to Post Sales Journey: Raj Khanna’s Playbook on Team Structure, GTM Strategy, and Tools
Manage episode 459792671 series 3484020
内容由Everstage and Conversations with GTM experts by Everstage提供。所有播客内容（包括剧集、图形和播客描述）均由 Everstage and Conversations with GTM experts by Everstage 或其播客平台合作伙伴直接上传和提供。如果您认为有人在未经您许可的情况下使用您的受版权保护的作品，您可以按照此处概述的流程进行操作https://zh.player.fm/legal。
Raj Khanna is the Head of Commercial Operations (Pre-to-Post Sales) at LiveRamp. He’s a techie turned Sales Ops leader with over two decades of experience. This episode of the Go To Masters Show features Raj, as he talks about:
- How high-performing teams are made
- Ways to create a fluid GTM strategy
- The importance of tools
Connect with Raj
88集单集
分享Manage episode 459792671 series 3484020
内容由Everstage and Conversations with GTM experts by Everstage提供。所有播客内容（包括剧集、图形和播客描述）均由 Everstage and Conversations with GTM experts by Everstage 或其播客平台合作伙伴直接上传和提供。如果您认为有人在未经您许可的情况下使用您的受版权保护的作品，您可以按照此处概述的流程进行操作https://zh.player.fm/legal。
Raj Khanna is the Head of Commercial Operations (Pre-to-Post Sales) at LiveRamp. He’s a techie turned Sales Ops leader with over two decades of experience. This episode of the Go To Masters Show features Raj, as he talks about:
- How high-performing teams are made
- Ways to create a fluid GTM strategy
- The importance of tools
Connect with Raj
88集单集
所有剧集
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Sharan Balasubramanian is the Senior Manager of Incentive Compensation, Analytics and Reporting at Sun Pharma. On this episode of the Go To Masters Show, she shares insights from the pharmaceutical industry where sales reps don't directly influence sales but must navigate complex stakeholder ecosystems. Understanding pharmaceutical industry complexities where multiple moving parts affect simple prescriptions Designing fair incentive compensation across diverse geographies and product lifecycles Using field rides and continuous feedback loops to make analytics truly useful for end users Connect with Sharan: LinkedIn Follow us: Linkedin | X…
Daniel Morris is the Head of Business Operations and Analytics at Proofpoint. On this episode of the Go To Masters Show, he shares how he scaled his team from 3 to 50+ people while supporting Proofpoint's growth to $2 billion ARR and eventual $12 billion acquisition. Moving analytics from measurement to strategic decision-making through customer obsession Building trust across GTM and product teams by taking shared ownership of outcomes Using AI to shift from fixed analytics assets to exploratory data conversations Connect with Daniel: LinkedIn Follow us: Linkedin | X…
Larry Penta is the Senior Director of Revenue and Commission at Snyk. On this episode of the Go To Masters Show, he shares how his unique dual role balances financial stewardship with revenue operations excellence in a fast-scaling DevOps security platform. Balancing automation with flexibility while maintaining data governance and controls Designing compensation plans that align behaviors with enterprise growth objectives Using AI for predictive analysis beyond traditional LLM applications in revenue operations Connect with Larry: LinkedIn Follow us: Linkedin | X…
Christopher Hart is the Director of Total Rewards at Boldyn Networks. On this episode of the Go To Masters Show, he shares how authentic leadership and inclusive design unlock real value in total rewards programs. Designing rewards programs that signal acceptance rather than conformity Integrating compensation, benefits, and DEI as one unified system instead of separate campaigns Building pay equity as a daily muscle rather than an annual campaign Connect with Christopher: LinkedIn Follow us: Linkedin | X…
Matthew Haddad is the Senior Manager of Commercial Operations at Werfen North America. On this episode of the Go To Masters Show, he shares how his finance background and "Swiss Army knife" approach drive strategic decision-making in commercial operations. Being comfortable with being uncomfortable as a core requirement for success Balancing data-driven decisions with creative strategy development Using AI as a learning tool to optimize workflows and scale operations Connect with Matthew: LinkedIn Follow us: Linkedin | X…
Vikas Sareen is the International RevOps Director at EMEA for Helium. On this episode of the Go To Masters Show, he shares his unconventional journey from finance to RevOps leadership across multiple industries. Transitioning from supporting roles to strategic RevOps leadership through curiosity and cross-functional learning Balancing data-driven insights with human dynamics by telling stories with data, not just presenting numbers Viewing RevOps as the "human AI agent" that provides context and reasoning behind the numbers Connect with Vikas: LinkedIn Follow us: Linkedin | X…
Madhu Sudhan is the Head of Sales Operations at Sci-Fi. On this episode of the Go To Masters Show, he shares his unique perspective on establishing modern sales operations in traditional manufacturing environments. Building CRM-ERP integrations that unlock real-time business intelligence in semiconductor companies Transforming Excel-based forecasting into opportunity-driven demand planning systems Leveraging AI tools to operate lean sales ops teams in manufacturing environments Connect with Madhu: LinkedIn Follow us: Linkedin | X…
Nick Makee is the Senior Director of Global Enterprise Sales Operations at Park Place Technologies. On this episode of the Go To Masters Show, he shares his customer-first approach to operations built from 11 years of cross-functional experience. Putting "customer before process" while maintaining operational integrity Using AI to eliminate manual work and empower teams with better decision-making tools Building scalable global operations that adapt to regional nuances without losing consistency Connect with Nick: LinkedIn Follow us: Linkedin | X…
Claudio Yamashita is the former VP of Sales Operations at SS&C Intralinks. On this episode of the Go To Masters Show, he shares insights from leading global revenue programs for 400+ sellers across five continents. Using forecasting as a mentoring and enablement tool rather than just number reporting Balancing AI automation with personalized customer interactions across diverse markets Creating compensation plans that motivate both high achievers and developing talent Connect with Claudio: LinkedIn Follow us: Linkedin | X…
Tyler Will is the VP of Revenue Operations at Intercom. On this episode of the Go To Masters Show, he shares a systems-driven approach to scaling GTM operations while maintaining efficiency at hypergrowth. Building automated territory and quota models that scale beyond manual Excel processes Using AI to eliminate low-value RevOps tasks while elevating strategic decision-making Taking ownership of complete business problems rather than just answering literal questions Connect with Tyler: LinkedIn Follow us: LinkedIn | X…
Yuval Bresler is the Director of Revenue Operations at Yotpo. On this episode of the Go To Masters Show, he shares his unconventional path from Israeli Justice Department attorney to RevOps leader and his unique approach to optimizing business operations. His framework for managing friction across cross-functional teams—knowing when to reduce it and when to increase it How AI will reshape RevOps by handling mundane tasks while elevating teams to focus on strategic insights and navigation Why challenging your operators and making them defend their processes is essential for continuous optimization Connect with Yuval: LinkedIn Follow us: Linkedin | X…
Austin Matthews is the Director of Sales Operations at EverCommerce. On this episode of the Go To Masters Show, he shares his journey from sales rep to self-proclaimed "sales ops MacGyver" and his philosophy of building creative solutions in chaotic environments. His approach to creating paperclip-and-duct-tape solutions that deliver lasting business impact Why compensation plans should be simple enough for reps to calculate their pay in 3-4 minutes How to become the go-to source of truth by never saying "that's not my problem" Connect with Austin: LinkedIn Follow us: Linkedin | X…
Andrew Brousell is the Director of Compensation at Granite Telecommunications. On this episode of the Go To Masters Show, he shares 18 years of compensation expertise across multiple industries and market shifts. How long-term incentives create genuine employee investment and retention beyond traditional pay structures Leveraging AI and modern tools to revolutionize job descriptions and market analysis processes Navigating post-COVID compensation trends and maintaining competitive positioning in rapidly changing markets Connect with Andrew: LinkedIn Follow us: Linkedin | X…
Gary Pudles is the Founder, President, and CEO at AnswerNet. On this episode of the Go To Masters Show, he shares how choosing happiness daily creates better business outcomes and stronger leadership. He talks about: Making habits of doing what unsuccessful people avoid Balancing human touch with AI in customer service operations Using music and authenticity to build meaningful business relationships Connect with Gary: LinkedIn Follow us: Linkedin | X…
Josh Rappoport is the VP Finance at Acumatica. On this episode of the Go To Masters Show, he shares how curiosity and people-first leadership drive operational excellence across diverse go-to-market models. Building structure and process as enablers of speed, not barriers Leading with empathy and prioritizing people during uncertain times Strengthening analytical muscle over relying solely on AI tools Connect with Josh: LinkedIn Follow us: Linkedin | X…
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Go To Masters Show
1 From Data Geek to RevOps Leader: Amber Rouse on the Power of Metrics, AI & Cross-functional Impact 24:20
Amber Rouse is the Revenue Operations Director at Sharecare. On this episode of the Go To Masters Show, she shares her unique approach to transforming analytical insights into actionable revenue strategies across complex sales cycles. Building KPI frameworks that predict success in long sales cycles before results materialize Mastering cross-functional influence to optimize the entire customer journey beyond departmental silos Leveraging AI and automation to eliminate tedious work while focusing on strategic implementation Connect with Amber Follow us: Linkedin | X…
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Go To Masters Show
Niranjan Sivan is the VP of Finance at Everstage. On this episode of the Go To Masters Show, he shares his strategic 30-60-90 day framework for finance leaders joining new organizations. His learn-plan-scale approach to the critical first 90 days in any finance leadership role Building trust as a business partner rather than coming in "with a stick" to cut costs Why every number tells a story that finance leaders must unravel to drive strategic decisions Connect with Niranjan Follow us: Linkedin | X…
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Go To Masters Show
Cass Ernst-Faletto is the Senior Director of Global RevOps at Pendo. On this episode of the Go To Masters Show, she shares her framework for balancing tactical execution with strategic thinking across revenue operations. Her two-lever approach: unblocking near-term revenue vs laying groundwork for scalable processes How to facilitate cross-functional alignment through shared goals and productive tension Building RevOps expertise through weekly AI demos and networking to stay ahead of industry evolution Connect with Cass Follow us: Linkedin | X…
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Go To Masters Show
Brandon Farb is the Director of Sales Planning and Compensation at Allstate Canada. On this episode of the Go To Masters Show, he talks about: His "Winning With Wellness" program that allows salespeople to disconnect while maintaining earnings potential Four guiding principles framework for creating fair, performance-driven, and sustainable comp plans Monthly feedback sessions and open communication strategies that build trust between leadership and sales teams Connect with Brandon Follow us: Linkedin | X…
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Go To Masters Show
1 From SDR to RevOps Leader: Patrick Sweny’s Journey Through Strategy, Tech, and Transformation 35:06
Patrick Sweny is the Director of RevOps at Coursera. On this episode of the Go To Masters Show, he talks about: Running RevOps teams with product management methodologies and sprint-based workflows Mastering the art of setting boundaries and strategic technology evaluation Evolving RevOps from data delivery to change management and strategic partnership Connect with Patrick Follow us: Linkedin | X…
Karan Sood is the Senior Director of Sales Operations at Rakuten Kobo. On this episode of the Go To Masters Show, he shares how pricing has evolved from a passive, cost-plus function to a strategic revenue driver that shapes entire go-to-market strategies. Transforming pricing from "order-taking" to strategic value creation across different business models Mastering the nuanced differences between PLG and sales-led pricing approaches Using compensation as the ultimate behavior-change lever to drive pricing transitions Connect with Karan Follow us: Linkedin | X…
Hartmann-Dirani is the VP of Revenue Operations and Enablement at Restaurant 365. On this episode of the Go To Masters Show, she shares her evolution from marketing to leading unified revenue operations. Creating robust forecasting cadences that align entire organizations Building cross-functional alignment between sales, marketing, and customer success Leveraging AI to eliminate tedious tasks while improving data hygiene Connect with Helene: LinkedIn Follow us: Linkedin | X…
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Go To Masters Show
Jason Wooten is the Head of Finance Operations at ClickUp. On this episode of the Go To Masters Show, he shares insights from his unique journey from sales to finance leadership. Merging deal desk and procurement for unified decision-making Balancing risk management with responsible revenue growth Creating compensation plans that drive the right behaviors for better sales hygiene Connect with Jason: LinkedIn Follow us: Linkedin | X…
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Go To Masters Show
Ajay Erogbogbo is the Vice President of Revenue Operations at Pathward. On this episode of the Go To Masters Show, he shares how a finance-first mindset helps structure long-term revenue strategy. Building revenue operations around predictability and actionable insights Creating a 4-pillar framework to align short-term actions with long-term goals Envisioning AI’s future in transforming forecasting and cross-functional collaboration Connect with Ajay Follow us: Linkedin | X…
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Go To Masters Show
Flavio Ferracuti is the Director of Sales, EU Distributed Operations at STAAR Surgical. On this episode of the Go To Masters Show , he brings a global sales perspective rooted in medical innovation and strategic leadership. Flavio discusses: Why strong customer relationships go beyond product and into business advisory The role of psychology and neuroscience in sales success The balance of scientific expertise and commercial acumen in the medical device space Connect with Flavio: LinkedIn Follow us: Linkedin | X…
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Go To Masters Show
Alli McKeon is the Director of Sales Strategy & Operations, Americas at OneTrust. On this episode of the Go To Masters Show, she shares her journey from auditing to Ops leadership, talking about: Why momentum, buy-in, and “buzz” are key for organizational change Why great RevOps is not just about data crunching Embracing the “number two” role while advocating for yourself and your team Connect with Alli Follow us: Linkedin | X…
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Go To Masters Show
Pratik Shreshta is the Director of Sales Ops at Qualys. He has experience in simplifying complex GTM systems to create seamless experiences. On this episode of the Go To Masters Show, he talks about: Aligning cross-functional teams to buyer experience How comp plan design and rep retention are deeply linked The importance of changing your environment for career growth Connect with Pratik Follow us: Linkedin | X…
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Go To Masters Show
Ethan Lippman is the VP of Revenue Operations at Alkami Technologies. On this episode of the Go To Masters Show, Ethan shares a masterclass in building RevOps with intention, impact, and innovation. He dives into: His journey from product management to RevOps The power of "Democratize, Disseminate, Narrate” for driving data transparency Creative strategies to boost efficiency across the full sales ecosystem Connect with Ethan Follow us: Linkedin | X…
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Go To Masters Show
1 Finance Fireside: Jessica Trimmer on Navigating Complex Quote-to-Cash Cycles and M&A Transitions 23:33
Jessica Trimmer is the Director of Revenue at Intapp. She’s a seasoned revenue accounting leader with over 20 years of experience driving operational excellence. This episode of the Go To Masters Show features Jessica, as she talks about: Streamlining quote-to-cash (Q2C) cycles Importance of collaboration across functions The underrated potential of documentation & cross-training Connect with Jessica Follow us: Linkedin | X…
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Go To Masters Show
1 When Literature Meets Strategy: How Brianna Lewke’s Academic Background Helped Her Ace Sales Enablement 35:59
Brianna Lewke is the Senior Director of GTM Enablement at Lyra Health, where she ensures every market-facing employee is equipped to do the best work of their career. This episode of the Go To Masters Show features Brianna, as she talks about: Her unique journey from German literature to sales enablement Why enablement needs to be about teaching vs. training Tips for improving cross-functional collaboration as RevOps Connect with Brianna Follow us: Linkedin | X…
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Go To Masters Show
Diana Green is the VP of RevOps at Docker. Shifting from Finance to RevOps, she has over 25 years of experience, including pivotal roles at SentinelOne and NetApp. This episode of Go To Masters Show features Diana, as she talks about: How data-driven decision-making shapes leadership Key differences between pre-IPO and post-IPO operations The impact of AI in RevOps Connect with Diana Follow us: Linkedin | X…
Fawad Dar is the Financial Controller of Aviat Networks. He has led finance teams across global organizations, ensuring compliance and driving financial efficiency. This episode of Go To Masters Show features Fawad, as he talks about: Best practices for integrating acquisitions and ensuring financial stability How automation and analytics are shaping modern finance Strategies to enhance cash forecasting and revenue recognition Connect with Fawad Follow us: Linkedin | X…
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Go To Masters Show
1 The $250M to $2.5B Growth Journey: Terry Lee’s Playbook on GTM Strategies & Scalable Systems 19:51
Terry Lee is the VP of Revenue Operations & Strategy at Harness. He has played a pivotal role in helping Harness scale ARR from $250M to $2.5B. This episode of the Go To Masters Show features Terry, as he talks about: His exact playbook to achieving 10x revenue growth The three pillars of a good GTM strategy How to build a scalable GTM system Connect with Terry Follow us: Linkedin | X…
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Go To Masters Show
Shalini Agarwal is the Director of Accounting at Starburst. With over a decade of experience in finance, she outlines her journey to her current leadership role. This episode of the Go To Masters Show features Shalini, as she talks about: Leveraging technology & data in finance Balancing compliance with operational efficiency AI’s role in transforming finance Connect with Shalini Follow us: Linkedin | X…
Nikhil Agarwal is the Senior Director of Global Finance at Browserstack. Aside from pharma and media, he has dabbled in the domain of finance across every industry in his 25-year career. This episode of the Go To Masters Show features Nikhil, as he talks about: Staying updated with analytics & latest technologies The impact of AI on Finance The idea of commercial consciousness Connect with Nikhil Follow us: Linkedin | X…
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Go To Masters Show
1 The Ops Efficiency Blueprint: Tancrede Juvin on Country Prioritization & Cross-Team Interlocks 21:52
Tancrede Juvin is the Senior Director of Strategy & Ops at Snyk. Having firsthand experience in setting up growth strategies at Veeam & Snyk, he talks about his blueprint to maximizing ops efficiency. This episode of the Go To Masters Show features Tancrede, as he talks about: The growth hack of country prioritization How to have “interlocks” to stay on top of critical questions Ways to set realistic targets for sales teams Connect with Tancrede Follow us: Linkedin | X…
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Go To Masters Show
1 Sales Enablement 101: Tomas Kral’s Blueprint for Building Successful Sales Teams & Processes 28:26
Tomas Kral is the Senior Manager of Sales Ops at Epicor. He talks about the best ways to navigate sales enablement based on his experience of 25 years in Sales & Sales Ops. This episode of the Go To Masters Show features Tomas, as he talks about: The most effective sales conversation template The key elements of an enablement process How documentation helps in enablement success Connect with Tomas Follow us: Linkedin | X…
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Go To Masters Show
Greg Coman is the Senior Manager of GTM Strategy & Analytics at Abnormal Security. Leveraging his learnings from the consulting space, he has crafted successful strategies in the cybersecurity domain. This episode of the Go To Masters Show features Greg, as he talks about: How he crafted a GTM strategy for Cybersecurity Devising new methodologies for forecasting sales A more granular approach to ABM Connect with Greg Follow us: Linkedin | X…
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Go To Masters Show
1 Alignment, Balance, and the Power of AI: Josh Blandy on Building Focused & Unified GTM Teams 25:46
Josh Blandy is the Head of Market & Commercial Strategy at Telstra. With over 2 decades of experience across strategy & consulting, he unpacks a lot of insights for GTM teams on this episode, like: Driving focus for a unified GTM team Balancing acquisition vs. retention Aligning sales strategies with financial goals Connect with Josh Follow us: Linkedin | X…
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Go To Masters Show
Jeremy Li is the Director of Strategy & Field Finance, APJ at Confluent. With over 15 years of experience in Finance & Operations, he has led strategic and tactical business initiatives. This episode of the Go To Masters Show features Jeremy, as he talks about: How to tackle global expansion challenges Designing long-term incentives aligned with company goals The role of AI in Finance Connect with Jeremy Follow us: Linkedin | X…
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Go To Masters Show
Anthony Boston, a.k.a. AJ, is the FP&A Manager at Route. He has over a decade of experience across Finance & Operations. This episode of the Go To Masters Show features AJ, as he talks about: The importance of cash flow management Key skills to grow as an FP&A professional Considerations for data & building comp plans Connect with Anthony Boston Follow us: Linkedin | X…
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Go To Masters Show
1 Mastering the Pre to Post Sales Journey: Raj Khanna’s Playbook on Team Structure, GTM Strategy, and Tools 29:24
Raj Khanna is the Head of Commercial Operations (Pre-to-Post Sales) at LiveRamp. He’s a techie turned Sales Ops leader with over two decades of experience. This episode of the Go To Masters Show features Raj, as he talks about: How high-performing teams are made Ways to create a fluid GTM strategy The importance of tools Connect with Raj Follow us: Linkedin | X…
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Go To Masters Show
Matthew Wester is the Senior Manager of Sales Ops at Copado. Starting in Sales, he has worked in multiple industries before transitioning into sales operations. This episode of the Go To Masters Show features Matthew, as he talks about: Nurturing influence with other functions The importance of building culture & communication What reps truly want from their comp plans Connect with Matthew Follow us: Linkedin | X…
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Go To Masters Show
1 Nurturing Trust through Compensation: Ryan Farber's Insights on Aligning Comp Plans and Ensuring Accurate & Timely Payouts 23:15
Ryan Farber is the Director of Sales Operations at Barracuda. He has over a decade of experience handling successful compensation programs. This episode of the Go To Masters Show features Ryan, as he talks about: The need of aligning comp plans with overall business strategy How to build trust with sales reps through accurate & timely payouts Performing gap analysis between top-down expectations & bottom-up realities Connect with Ryan Follow us: Linkedin | X…
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Go To Masters Show
1 Collaboration, Feedback, and Comp Planning: Cory Benz’s Approach to Build Repeatable & Scalable Processes 25:53
Cory Benz is the Director of Revenue Operations at Crexi. He has vast experience working for growing industries like healthcare & real estate. This episode of the Go To Masters Show features Cory, as he talks about: The importance of communication & collaboration How to balance quantitative vs. qualitative feedback Ways to build effective comp plans How AI has evolved in RevOps Connect with Cory Follow us: Linkedin | X…
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