This episode features an interview with Adam Clay, Chief Revenue Officer at Tomorrow.io. Tomorrow.io is the world’s leading Weather and Climate Security Platform, equipping humanity with the weather intelligence needed to thrive and adapt in an era of climate crisis.

Adam brings experience leading and scaling revenue teams for growth-oriented SaaS organizations. Prior to joining the company, he was CRO at Beyond Identity and Logz.io. Before that, he served as Vice President of Worldwide Sales at Black Duck Software. He has held VP of Worldwide Sales positions at Mendix and Shunra. Adam holds a Bachelor’s degree from Skidmore College and a Master’s degree from Brown University.

In this episode, we talk to Adam about optimizing your go-to-market strategy, aligning on the meaning of opportunity, and harnessing your technical drive. 

—

Guest Quote

“I think to not be technically driven in the decisions that you're gonna make and therefore the strategy you're gonna execute, particularly for a SaaS company, just does a disservice to shareholders. All the data is there. You just have to have the discipline to look at it, the discipline to gather it, and the discipline to pull the right people together to make a thoughtful decision.” - Adam Clay 

—

Time Stamps:

**(04:57) - Adam’s definition of rev ops 

**(11:27) - Changes to being a CRO

**(14:00) - RevObstacles 

**(30:21) - Tool Shed 

**(37:40) - Adam’s advice 

—

Sponsor:

Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

—

Links 

• Connect with Adam Clay on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Iterable Website