Go To Masters Show

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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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

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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

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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

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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

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