Austin Matthews is the Director of Sales Operations at EverCommerce. On this episode of the Go To Masters Show, he shares his journey from sales rep to self-proclaimed "sales ops MacGyver" and his philosophy of building creative solutions in chaotic environments. His approach to creating paperclip-and-duct-tape solutions that deliver lasting business impact Why compensation plans should be simple enough for reps to calculate their pay in 3-4 minutes How to become the go-to source of truth by nev...
Aug 14, 2025•24 min•Season 3Ep. 18
Andrew Brousell is the Director of Compensation at Granite Telecommunications. On this episode of the Go To Masters Show, he shares 18 years of compensation expertise across multiple industries and market shifts. How long-term incentives create genuine employee investment and retention beyond traditional pay structures Leveraging AI and modern tools to revolutionize job descriptions and market analysis processes Navigating post-COVID compensation trends and maintaining competitive positioning in...
Aug 12, 2025•16 min•Season 3Ep. 17
Gary Pudles is the Founder, President, and CEO at AnswerNet. On this episode of the Go To Masters Show, he shares how choosing happiness daily creates better business outcomes and stronger leadership. He talks about: Making habits of doing what unsuccessful people avoid Balancing human touch with AI in customer service operations Using music and authenticity to build meaningful business relationships Connect with Gary: LinkedIn Follow us: Linkedin | X...
Aug 07, 2025•34 min•Season 3Ep. 16
Josh Rappoport is the VP Finance at Acumatica. On this episode of the Go To Masters Show, he shares how curiosity and people-first leadership drive operational excellence across diverse go-to-market models. Building structure and process as enablers of speed, not barriers Leading with empathy and prioritizing people during uncertain times Strengthening analytical muscle over relying solely on AI tools Connect with Josh: LinkedIn Follow us: Linkedin | X...
Aug 05, 2025•30 min•Season 3Ep. 15
Amber Rouse is the Revenue Operations Director at Sharecare. On this episode of the Go To Masters Show, she shares her unique approach to transforming analytical insights into actionable revenue strategies across complex sales cycles. Building KPI frameworks that predict success in long sales cycles before results materialize Mastering cross-functional influence to optimize the entire customer journey beyond departmental silos Leveraging AI and automation to eliminate tedious work while focusing...
Jul 29, 2025•24 min•Season 3Ep. 14
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 Connect with Niranjan Follow us: Linkedin...
Jul 23, 2025•20 min•Season 3Ep. 10
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 ev...
Jul 18, 2025•22 min•Season 3Ep. 13
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 Connect with Brandon Follow us: Li...
Jun 27, 2025•28 min•Season 3Ep. 12
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 Connect with Patrick Follow us: Linkedin | X...
Jun 16, 2025•35 min•Season 3Ep. 11
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 dr...
Jun 06, 2025•24 min•Season 3Ep. 9
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 Connect with Helene: LinkedIn Follow us: Linkedin | X...
May 27, 2025•13 min•Season 3Ep. 8
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 Connect with Jason: LinkedIn Follow us: Linkedin | X...
May 23, 2025•28 min•Season 3Ep. 7
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 Connect with Ajay Follow us: Linkedin | X...
May 21, 2025•21 min•Season 3Ep. 6
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 Connect with Flavio: LinkedIn Follow...
May 15, 2025•31 min•Season 3Ep. 5
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 Connect with Alli Follow us: Linkedin | X...
Apr 30, 2025•28 min•Season 3Ep. 4
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 Connect with Pratik Follow us: Linkedin | X...
Apr 30, 2025•30 min•Season 3Ep. 3
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 Connect with Ethan Follow us: Linkedin | X...
Apr 22, 2025•24 min•Season 3Ep. 2
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 Connect with Jessica Follow us: Linkedin | X...
Apr 08, 2025•24 min•Season 3Ep. 1
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 Connect with Brianna Follow us: Linkedin | X...
Mar 21, 2025•36 min•Season 2Ep. 47
Diana Green is the VP of RevOps at Docker. Shifting from Finance to RevOps, she has over 25 years of experience, including pivotal roles at SentinelOne and NetApp. This episode of Go To Masters Show features Diana, as she talks about: How data-driven decision-making shapes leadership Key differences between pre-IPO and post-IPO operations The impact of AI in RevOps Connect with Diana Follow us: Linkedin | X...
Mar 18, 2025•23 min•Season 2Ep. 46
Fawad Dar is the Financial Controller of Aviat Networks. He has led finance teams across global organizations, ensuring compliance and driving financial efficiency. This episode of Go To Masters Show features Fawad, as he talks about: Best practices for integrating acquisitions and ensuring financial stability How automation and analytics are shaping modern finance Strategies to enhance cash forecasting and revenue recognition Connect with Fawad Follow us: Linkedin | X...
Mar 12, 2025•8 min•Season 2Ep. 45
Terry Lee is the VP of Revenue Operations & Strategy at Harness. He has played a pivotal role in helping Harness scale ARR from $250M to $2.5B. This episode of the Go To Masters Show features Terry, as he talks about: His exact playbook to achieving 10x revenue growth The three pillars of a good GTM strategy How to build a scalable GTM system Connect with Terry Follow us: Linkedin | X...
Feb 28, 2025•20 min•Season 2Ep. 44
Shalini Agarwal is the Director of Accounting at Starburst. With over a decade of experience in finance, she outlines her journey to her current leadership role. This episode of the Go To Masters Show features Shalini, as she talks about: Leveraging technology & data in finance Balancing compliance with operational efficiency AI’s role in transforming finance Connect with Shalini Follow us: Linkedin | X...
Feb 26, 2025•21 min•Season 2Ep. 43
Nikhil Agarwal is the Senior Director of Global Finance at Browserstack. Aside from pharma and media, he has dabbled in the domain of finance across every industry in his 25-year career. This episode of the Go To Masters Show features Nikhil, as he talks about: Staying updated with analytics & latest technologies The impact of AI on Finance The idea of commercial consciousness Connect with Nikhil Follow us: Linkedin | X...
Feb 24, 2025•26 min•Season 2Ep. 42
Tancrede Juvin is the Senior Director of Strategy & Ops at Snyk. Having firsthand experience in setting up growth strategies at Veeam & Snyk, he talks about his blueprint to maximizing ops efficiency. This episode of the Go To Masters Show features Tancrede, as he talks about: The growth hack of country prioritization How to have “interlocks” to stay on top of critical questions Ways to set realistic targets for sales teams Connect with Tancrede Follow us: Linkedin | X...
Feb 21, 2025•22 min•Season 2Ep. 41
Tomas Kral is the Senior Manager of Sales Ops at Epicor. He talks about the best ways to navigate sales enablement based on his experience of 25 years in Sales & Sales Ops. This episode of the Go To Masters Show features Tomas, as he talks about: The most effective sales conversation template The key elements of an enablement process How documentation helps in enablement success Connect with Tomas Follow us: Linkedin | X...
Feb 18, 2025•28 min•Season 2Ep. 40
Greg Coman is the Senior Manager of GTM Strategy & Analytics at Abnormal Security. Leveraging his learnings from the consulting space, he has crafted successful strategies in the cybersecurity domain. This episode of the Go To Masters Show features Greg, as he talks about: How he crafted a GTM strategy for Cybersecurity Devising new methodologies for forecasting sales A more granular approach to ABM Connect with Greg Follow us: Linkedin | X...
Feb 17, 2025•21 min•Season 2Ep. 39
Josh Blandy is the Head of Market & Commercial Strategy at Telstra. With over 2 decades of experience across strategy & consulting, he unpacks a lot of insights for GTM teams on this episode, like: Driving focus for a unified GTM team Balancing acquisition vs. retention Aligning sales strategies with financial goals Connect with Josh Follow us: Linkedin | X...
Feb 12, 2025•26 min•Season 2Ep. 38
Jeremy Li is the Director of Strategy & Field Finance, APJ at Confluent. With over 15 years of experience in Finance & Operations, he has led strategic and tactical business initiatives. This episode of the Go To Masters Show features Jeremy, as he talks about: How to tackle global expansion challenges Designing long-term incentives aligned with company goals The role of AI in Finance Connect with Jeremy Follow us: Linkedin | X...
Jan 27, 2025•27 min•Season 2Ep. 37
Anthony Boston, a.k.a. AJ, is the FP&A Manager at Route. He has over a decade of experience across Finance & Operations. This episode of the Go To Masters Show features AJ, as he talks about: The importance of cash flow management Key skills to grow as an FP&A professional Considerations for data & building comp plans Connect with Anthony Boston Follow us: Linkedin | X...
Jan 09, 2025•12 min•Season 2Ep. 36
