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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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