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Revenue Builders Podcast
How Revenue Leaders Scale Beyond Hero Sellers with Jason Forget, CRO Behind Multiple Startup-to-Scale Journeys

How Revenue Leaders Scale Beyond Hero Sellers with Jason Forget, CRO Behind Multiple Startup-to-Scale Journeys

Revenue Builders vor 3 Monaten

Jason Forget, President and CRO of Cockroach Labs, shares lessons from building revenue organizations from the earliest startup stages through large-scale growth, explaining why sales motions must continuously evolve as companies scale. The conversation e

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Revenue growth becomes harder to sustain when leadership relies
on a handful of top performers, inconsistent processes, or
reactive decision-making. Jason Forget, President and CRO of
Cockroach Labs, shares lessons from building revenue
organizations from the earliest startup stages through
large-scale growth, explaining why sales motions must
continuously evolve as companies scale. The conversation explores
the role of RevOps as a strategic advisor to leadership, the
importance of building a strong middle class of sellers, hiring
for adaptability and coachability, and creating cultures where
problems surface early. Jason also shares how open-source
adoption can be transformed into enterprise-wide business
outcomes through disciplined account planning, executive
engagement, and scalable go-to-market execution.

Jason Forget is President and CRO of Cockroach Labs and has spent
his career building revenue organizations from multiple vantage
points, including finance, RevOps, sales, and executive
leadership. That uncommon path has shaped his approach to
predictable growth, helping companies scale from early-stage
startups to enterprise revenue organizations through operational
discipline, coaching, and repeatable sales systems.

Connect with Jason:

LinkedIn

Resources mentioned:

"The Locker Room is Not for Sale" by Coach Brian White

Key takeaways from this episode:

00:00 – Why the most effective RevOps leaders act less like
operators and more like trusted advisors to the business.

02:52 – What it really takes to turn product adoption into an
executive-level business conversation.

05:26 – A look inside how enterprise momentum is built long
before an executive meeting is secured.

12:26 – Why many CROs underestimate how dramatically a sales
motion must evolve as a company scales.

21:38 – What leaders often overlook about the group that
drives the most predictable revenue growth.

37:08 – Why the best hires are not always the most
experienced candidates on paper.

54:31 – The mistake many leaders make when performance issues
appear without understanding the full context.

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

Connect with Us:

LinkedIn

YouTube

Force Management