#25 - From hire #8 to RevOps architect: How Mikkel built Moxso’s GTM engine

Every company with a computer is a potential customer.


That’s the mindset behind Moxo, a Danish cybersecurity scale-up
helping companies turn their weakest link - humans - into their
strongest asset.





I sat down with Mikkel, Head of Revenue Operations at Moxso, for
an insightful chat on The Commission Corner podcast.





Here are my top takeaways from our conversation:





1. RevOps isn’t an accident, it’s an evolution


Mikkel didn’t plan a career in Revenue Operations. It came
naturally as he bridged sales, partnerships, and marketing. When
HubSpot landed on his plate, so did the strategy, data, tech
stack, and everything in between.


His lesson: RevOps thrives when it’s a strategic partner, not a
reactive function.





2. Scaling fast? Lay foundations on concrete.


Mikkel was hire #8. Moxso is now 60+.


He built the RevOps framework before scale hit, ensuring data
quality, processes, and systems could keep pace with growth.





3. AI is not a trend, it’s a toolkit.


From tracking buyer intent signals to enriching CRM data, AI is
already baked into Moxso's go-to-market motion.


And yes, they’re hiring a Go-To-Market AI Specialist to make AI
the default.





4. Commissions must evolve with quality over quantity


Moxso started by incentivising SDRs on completed demos.


But with a growing brand and more inbound, it’s shifting toward
qualified demos because not all meetings are created equal.





5. RevOps is only as strong as its alignment


Marketing, Sales, Partnerships - Mikkel ensures they’re not
just working hard, but working in the same direction.





One thing that stood out?


Moxso tracks LinkedIn engagement as a buying signal. If someone
comments on your post, it might land on a rep’s desk as a lead
the next morning.





So to the RevOps leaders out there:


Are you building to scale or building just to survive?





And for the AI-curious:


What’s one overlooked AI use case in your GTM stack?





The episode with Mikkel is now live ️