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PODCAST

Go To Masters Show

Conversations with GTM experts by Everstage

In the Go To Master Show podcast, we host industry leaders/experts to discuss the best practices and nuances in RevOps and GTM functions.

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All Episodes

17:20

Bilingual by Design: The Real Skill Behind Great RevOps

Go To Masters Show ·

2026/04/25

Most RevOps job descriptions read like a contradiction. Strategic advisor. Tactical executor. Data analyst. Project manager. All at once.Katrin Gurvich, GTM Business Partner at Navan, has a better frame for it: the role requires you to be bilingual. Not in the language sense, in the ability to switch context, altitude, and audience without losing the thread. One minute you're in a QBR presenting business risk to the CRO. The next you're debugging a Salesforce issue with a rep. Same day

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20:38

The Junior Analyst in the Room: How AI Is Changing...

Go To Masters Show ·

2026/04/24

Matt Jacobson has spent 30 years in finance, investment banking, corporate strategy, venture investing, and the last 12 building and scaling venture-backed companies as CFO and COO. He's developed a simple framework for how careers and organizations grow: learning, doing, building. And in his telling, none of those phases ever fully ends.In this episode of GoToMasters Finance Fireside, Matt breaks down what it actually means to build sustainable finance operations at a high-growth SaaS

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33:53

Speed Is the Hype. Signal Quality Is What Matters:...

Go To Masters Show ·

2026/04/17

Courtney Hickey is the Director of Revenue Operations at ParentSquare, a K12 communication platform serving school districts across the US. She didn't come up through traditional RevOps channels — she started in administrative and legal roles, learned the business by sitting in on executive conversations, and built her way into operations from the ground up. On this episode of the Go To Masters Show, she shares what that unconventional path taught her about designing systems that flex,

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26:09

Any Comp Plan Is a Behavioral Experiment: Evgenia...

Go To Masters Show ·

2026/04/17

Evgenia Vereshchak is the Director of Revenue Operations at Procurify, a spend management platform built for mid-market companies, based in Vancouver. She spent eight years at the company, starting as a BDR before moving into RevOps. On this episode of the Go To Masters Show, she shares what building a RevOps function from scratch actually requires, why process has to come before tools, and what most teams get wrong about comp planning before they ever run the numbers.Why RevOps should

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13:12

The Five-Pillar RevOps Framework with Jatinder Dohil

Go To Masters Show ·

2026/04/12

Jatinder Dohil is the Global Head of Revenue Operations at ThetaRay, where they build AI-powered tools to help financial institutions detect money laundering and human trafficking. Before ThetaRay, he spent 20 years in revenue operations across organizations ranging from 10,000+ employees to early-stage startups.In this episode, Jatinder breaks down his five-pillar RevOps framework: data and insights, systems, process, commissions planning, and customer 360. He explains why forecasting

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16:51

From Noise to Signal: How Proximity to Reps Changes...

Go To Masters Show ·

2026/04/11

Samantha Joswick is the Senior Manager of Sales Operations at H2O.ai, where she owns the full GTM engine: compensation, deal desk, analytics, and systems. Before H2O.ai, she spent several years at Adobe working on product-level comp plans for the global digital marketing sales organization, and led end-to-end compensation at Intermedia Cloud Communications.In this episode, Samantha talks about how she fell into sales ops by accident, spotted a quota overlap at Adobe that leadership was

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32:03

First Person on the Ground: How Andre Serpa Builds...

Go To Masters Show ·

2026/04/10

Andre Serpa is the Area Vice President for Latin America at ClickHouse, a real-time analytical database company, based in São Paulo. He spent a decade at Microsoft, nearly six years as one of the earliest employees of what became Google Cloud, and then four years each at Elastic and Neo4j, always building LATAM go-to-market operations from the ground up. On this episode of the Go To Masters Show, he shares what two decades of market-building in Latin America actually taught him about

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41:16

Don't Wait to See How It Plays Out: Jason Martin on...

Go To Masters Show ·

2026/04/04

Jason Martin is the VP of Credit and Collections at Kaseya, a global IT management software company operating across North America, EMEA, and APAC. He spent 21 years at Datavant, rising from entry-level collector to Head of Finance Operations and watching the industry move from paper records to bot automation to AI. On this episode of the Go To Masters Show Finance Fireside, he shares what finance transformation actually looks like from the inside: why culture is the real barrier to AI

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19:58

Don't Rush the Bot: Matt Dornfeld on AI GTM, Partner...

Go To Masters Show ·

2026/04/01

Matt Dornfeld is the Senior Director of Global AI GTM at Commerce, the public holding company behind BigCommerce and Feedonomics, where he leads the effort to embed AI across every workflow in the revenue organization. On this episode of the Go To Masters Show, he shares what building an AI GTM practice from the inside actually looks like. He covers why most teams sabotage themselves before they start, and what separates companies getting real outcomes from those chasing shiny objects.Why

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28:35

Shiv Walia on Why Bad Comp Plans Drive Attrition...

Go To Masters Show ·

2026/02/19

Shiv Walia is the Director of Sales Compensation at A Place For Mom, leading comp strategy in the senior living industry. On this episode of the Go To Masters Show, he shares insights from 12 years in GTM, starting as a computer engineer at Accenture, then moving through sales ops at Dell and Mindbody before specializing in compensation across B2B and B2C models.Why a bad comp plan causes attrition faster than anything—and why what reps focus on is always what they get paid onHow showing a

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13:23

Burak Ciflikli on Why JotForm Survived 20 Years...

Go To Masters Show ·

2026/02/17

Burak Ciflikli is the Chief Operating Officer at JotForm, a bootstrapped online form builder celebrating its 20th anniversary with 35 million organizations in its user base. On this episode of the Go To Masters Show, he shares insights from his journey as a software engineer turned COO, and how staying investor-free gave JotForm the freedom to focus entirely on what customers actually need.Why bootstrapping creates freedom to build for customers rather than maximize investor returnsHow a

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30:42

Melissa Ramirez on Why Shadow Accounting Means Reps...

Go To Masters Show ·

2026/02/10

Melissa Ramirez is the Director of Commission Operations at Cox Communications, where she leads a team supporting 3,000+ sales employees with 99.9% first-pay accuracy. On this episode of the Go To Masters Show, she shares insights from over a decade in comp strategy, technology, and business operations—delivering daily commission statements with mobile access to eliminate shadow accounting and build seller trust.Why shadow accounting happens when reps don't trust the system—daily

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34:37

Darren Fay on Why Compensation Plans Are Art, Not...

Go To Masters Show ·

2026/02/06

Darren Fay is the VP of Operations at Littera, one of the few full-service AI-native legal software companies. On this episode of the Go To Masters Show, he shares insights from an unconventional path—starting as a firefighter where process and procedures became second nature, then leading operations across Sprint, seed-stage startups, and publicly traded companies.Why firefighting prepared him for operations—both require following processes to keep scenes safe and stableThe Five Whys

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34:34

Benito Piuzzi on Why AI Is an Enhancer, Not the Puzzle

Go To Masters Show ·

2026/01/29

Benito Piuzzi is the Senior Vice President of Organization Strategy at Lakeview Loan Servicing. On this episode of the Go To Masters Show, he shares insights from scaling better.com from a figure to massive growth in 18 months, his McKinsey consulting foundation, and now navigating mortgage tech acquisitions—all through the lens of intentional operations and strategy.Why businesses that win with AI won't have better AI—they'll have better strategies, talent, and org structuresThe "widget

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49:17

Christopher Goff on Why Comp Leaders Support, Not Lead

Go To Masters Show ·

2026/01/27

Christopher Goff is the Senior Director of Sales Compensation at LabCorp. On this episode of the Go To Masters Show, he shares insights from "growing up in sales operations"—falling into comp when his manager left three months in, then bridging the language barrier between HR and sales across quotas, territories, market analysis, and now global compensation spanning 35+ countries.Why comp leaders are speechwriters, not speakers—you support the business's message, not deliver your ownHow

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35:57

Ankit Chopra on Why Partnerships Are the New Procurement

Go To Masters Show ·

2026/01/22

Ankit Chopra is the Director of Financial Planning and Analytics for Cloud and AI Products at Neo4j. On this episode of the Finance Fireside podcast, he shares insights from applying AI and ML models to forecasting across Meta, Mambo, Atlassian, and Kespry—expertise that's now mainstream as the world catches up to what he's been doing for a decade.Why finance is the "central nervous system" tracking and sending signals across product, engineering, and GTM teamsThe pricing alignment

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46:19

Jordan Rogers on Why RevOps Isn't IT Support for Sales

Go To Masters Show ·

2026/01/20

Jordan Rogers is the Founding Partner at GTM Advisor Group. On this episode of the Go To Masters Show, he shares insights from 10+ years scaling RevOps functions across unicorns and PE-backed companies—including building Thumbtack's sales org from 4 reps using sticky notes to 90 reps with structured processes.Why data is just a byproduct of good process—without consistent process, everything downstream is made up or wrongThe "scream test" for system cleanup: who will complain if you delete

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23:23

Mark Rosenthal on Why Great Sales Leaders Are Skeptical

Go To Masters Show ·

2026/01/15

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 bothThe "Three Moments of Truth" framework:

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41:50

Brian Jakins on Why Winning Means Solving Problems,...

Go To Masters Show ·

2026/01/13

Brian Jakins is the Senior VP of Global Sales at SD Engineering iDirect. On this episode of the Go To Masters Show, he shares insights from 25 years at the forefront of sales leadership across GSM, telco, and the space race—from early mobile networks to today's low earth orbit satellites connecting handsets directly from space.Why the sales cycle isn't about closing deals—it's about solving customer problems and building recurring businessHow Nigerian teams taught him cultural sensitivity:

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23:36

Salina Dayton on Why AI Sometimes Draws Like a Child

Go To Masters Show ·

2026/01/08

Salina Dayton is the Head of Sales Operations for the Americas at Moxa, a Taiwanese industrial connectivity device company. On this episode of the Go To Masters Show, she shares insights from a career spanning Starbucks, banking, software, semiconductors, and now industrial tech—starting as a dental hygiene major who discovered her problem-solving superpower.Why AI is a tool to "see around corners" but still delivers child's drawings of horses sometimesHow data-driven decisions threaten

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134 results

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