Mark Rosenthal is the Chief Revenue Officer at Castle, a $200 million managed security-as-a-service company focused on commercial real estate. On this episode of the Finance Fireside podcast, he shares insights from scaling revenue across vastly different stages—from $194K ARR to $35M at HQO, leading a $3.5B business at Google, and now $200M at Castle.

• Why great sales leaders are skeptical while great salespeople are optimistic—and how to balance both
• The "Three Moments of Truth" framework: champion confirmed, time-based incentive, and executive flyover email
• Why he interviews every candidate, from salespeople to coordinators—holding the bar matters at every stage

Connect with Mark: LinkedIn
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