Our guest is Jordan Watson, Director of Customer First Enablement at Okta. Before joining Okta in 2024, Jordan held leadership roles at Broadcom and VMware. She brings more than a decade of sales and marketing experience to the conversation. 

In this episode, Ross and Jordan break down why role-based enablement outperforms company-wide programs and how teams can measure its real impact.

Our guest for is Vanessa Brangwyn, VP Sales, Motus. With more than a decade of revenue experience, Vanessa has held leadership roles at Pavilion and Achievers before joining Motus in 2024.

In this episode, Ross and Vanessa discuss Vanessa’s 3 tips to drive execution excellence: being customer-centric in everything you do, leveraging RACIs and clear ROEs, and running deal accelerator workshops. 

Our guest for is Andrew Zinger, Senior Director, Global Sales Enablement, Fastly. Andrew is a seasoned sales enablement leader with over 20 years of experience. Before joining Fastly in 2023, he held leadership roles at top technology companies, including Figma, Dropbox, and Salesforce.

In this episode, Ross and Andrew discuss how to drive execution excellence through adaptive enablement leadership, exploring how to balance strategic direction with rallying teams around a shared vision while staying flexible to evolving organizational needs.

The world of B2B SaaS has fundamentally changed. The era of "growth at all costs" is behind us, and the margin for error has disappeared. In a market defined by tighter budgets and the rapid rise of AI, the old playbooks for execution simply don’t work anymore.

You’ve invested in the right GTM strategy and enablement programs. But if your sales process is still scattered across static documents while the market demands speed and precision, you are left with unpredictable results.

It’s time to bridge the gap between theory and the new reality of execution.

We are excited to announce the launch of Revenue Execution: Defining the Standard for Revenue Excellence, a new podcast launching on December 2nd.

Hosted by Accord CEO and Co-Founder, Ross Rich, this show is for leaders dedicated to transforming sales theory into results. We skip the fluff to have honest conversations with the industry’s most successful leaders about the reality of building revenue infrastructure.

Tune in each week as we break down how top leaders:

• Transform sales processes into enforceable revenue infrastructure.

• Get real ROI from their biggest investments: people and process.

• Operationalize AI to enforce playbooks that make every rep execute like a top performer.

• Create standards that drive consistency across the entire team.

If you want to learn directly from tech’s top revenue leaders and operators about how they build their engines, this is the podcast for you.

We are kicking things off with an incredible lineup of leaders navigating these shifts right now:

• Andrew Zinger – Senior Global Director, Global Revenue Enablement at Fastly

• Vanessa Brangwyn – CRO at Motus

• Jordan Watson – Director, Customer First Enablement at Okta

• Chris Perry – CRO at Carta

Launching December 2nd on Spotify, Apple Podcasts, YouTube, or wherever you listen to podcasts.  

This week, we're going into the archives to bring back our classic conversation with Cale Tully, VP of Enterprise & Mid-Market Sales at Sprout Social.

Drawing on his 11 years in leadership at Salesforce, Cale joins Ross to discuss three timeless tips for operationalizing deal excellence. They cover understanding the three 'whys' behind your prospect’s motivations, maintaining deal momentum through frequent communication, and calibrating deal risk to ensure success.

Some conversations are so foundational that they deserve an encore. That's why we're re-releasing one of our most popular episodes ever, a conversation that has stood the test of time.

Ross is joined by Kyle Norton, CRO at Owner. With more than a decade of sales leadership experience, Kyle breaks down the evergreen principles of building a high-performing sales machine. Together, they explore the immense value of documenting everything, the strategic power of conducting dry runs, and the essential structure required to scale a sales organization effectively.

Our guest for Episode 88 is Kunal Pandya, VP Global Revenue Enablement at Corsearch. With a career rooted in the tech industry, Kunal has worn many hats including as investor, founder, and senior leader. Prior to joining Corsearch, he held leadership roles at SAP, Taulia, and UserZoom. 

In this episode, Ross and Kunal discuss data-driven enablement, exploring leadership and strategy and effective coaching in practice. 

Our guest for Episode 87 is Dana Therrien, VP of Sales Performance Management, Anaplan. Dana began his career as a U.S. Army Officer in the Finance Corps, with his first assignment at NATO headquarters in Belgium, followed by a role in Army Intelligence in Washington, D.C. He later transitioned into finance and operations roles across various companies. He brings over 20 years of experience to the conversation. 

In this episode, Ross and Dana discuss why an unapologetically decisive approach to GTM planning is the ultimate key to executing a fast start and winning the market.

If your big deals are stalling, John McMahon says it likely comes down to one mistake: confusing a coach with a champion.

We're re-releasing one of our most popular episodes ever with the legendary John McMahon, former CRO at iconic companies like PTC and Ariba and author of The Qualified Sales Leader. He joins Ross to deliver some famously direct truths about what it really takes to win.

This isn't about complex theories. It's about getting the fundamentals right. Here are three things you'll learn from John in this episode:

• The Coach vs. Champion Test: A coach gives you information, but a champion has influence and gets you to the economic buyer. Learn John's simple test to find out which one you really have.

• Make Fundamentals Muscle Memory: Reps can't listen if they're busy trying to remember the playbook. John explains how to turn your process into an instinct, freeing up reps to actually focus on navigating the deal.

• How to Compete Against Everyone: You're no longer just competing against other vendors. You're up against every other investment the CFO is reviewing. Learn how to ensure your champion is ready to fight for your business case.

Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders!

Today, we’re taking you straight to the floor of RevOpsAF, where Ross chats with three senior leaders in Revenue Operations. Joining the conversation are Jeff Vanzant, Senior Director of RevOps at DailyPay, Matt Lauer, Director of RevOps at Consensus, and Tessa Whittaker, VP of RevOps at ZoomInfo. 

After spending time with some of the world’s top GTM leaders, one consistent theme stood out: no matter how the function evolves, RevOps leadership is the force multiplier. It’s what drives GTMt alignment and revenue efficiency, especially across the famously strong personalities of marketing, sales, and executive teams.