In this episode, Jesse Morris welcomes Lindsay Mahoney, a dynamic marketing leader, to discuss the evolution and future of Revenue Operations (RevOps) and its impact on cross-departmental collaboration, leadership, and driving revenue growth. Together, Jesse and Lindsay explore pivotal moments of “leaning in,” building trust between marketing and sales, developing a learning mindset, and fostering an empowering culture.

Hear Lindsay’s data-driven approach to marketing, her emphasis on using pipeline as a unifying metric, and her creative new strategies for measuring customer engagement, such as the “client ARR impact” metric. Lindsay and Jesse share candid stories about overcoming departmental tension, why vulnerability and hard conversations matter, and how transparency and continual learning are essential for modern marketing and RevOps leadership.

Whether you’re a leader looking to break down silos, a marketer hungry for practical metrics, or someone passionate about team culture and innovation, this episode is packed with examples and advice to revolutionize your revenue strategy.

• Lindsay’s career evolution and drivers of success
• The value of continual learning, listening, and leaning in
• Building a strong culture of empowerment within teams
• Managing healthy tension between marketing, sales, rev ops, and finance
• Techniques for building trust and alignment across go-to-market teams
• Vulnerability and honest communication: turning headwinds into powerful collaboration
• Data-driven marketing: using pipeline as a central unifying metric
• Attribution challenges and the multifaceted nature of modern buyer journeys
• Lindsay’s innovative approach: measuring client ARR impact
• Adapting to the changing landscape of marketing, SDR alignment, and automation
• The necessity of transparency with goals (the “five by five” method)
• How AI and new sales technologies are reshaping the field
• The importance of cross-functional partnerships and continuous experimentation

• “Every day I try and learn something—even if it’s about myself.”
• “You have to be willing to be vulnerable and honest in order to get there.”
• “If sales is successful, the company is successful.”
• “Pipeline is king. If you’re measuring things the business does not report on, you have to wonder what you’re measuring.”
• “Building trust is like building up your chips—you want someone to gamble on your idea, you have to have chips at the table.”

Lindsay Mahoney:

LinkedIn: Lindsay Mahoney

Jesse Morris:

LinkedIn: Jesse Morris

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On this episode of RevOps Revolution, we sit down with Sue Holub, an accomplished C-suite leader in SaaS and B2B tech, who specializes in transforming companies through operational foundations and people-first leadership. Sue and Jesse unpack what it really takes to build a revenue engine that delivers — with candid stories on breaking silos, driving alignment, and scaling teams for organic and inorganic growth (cue three successful exits!). Dive deep into the role of the Chief Growth Officer, how RevOps acts as “Switzerland” in the org, why defining “what good looks like” makes or breaks outcomes, and what the AI revolution means for the future of human capital.

Tune in for insights on:

• Creating holistic GTM motions that go far beyond sales
• The leadership traits that differentiate true change-makers
• Building and empowering high-performing teams
• The power (and necessity) of RevOps as a neutral, metrics-based function
• How to drive alignment among stakeholders (and “get the bill through Congress”)
• The untapped opportunity of reskilling workforces for the AI era
• Why tension can be healthy if harnessed the right way
• Sue’s people-first framework for hiring and growing teams …and much more.

Quotable Takeaways:

• “You have to focus on data integrity — it’s not just having data, it’s the integrity of the data. You’ll never have perfect data, but it has to be pretty good.”
• “Defining what good looks like — and then enabling, empowering, and getting out of the way. If you’ve hired the right people and shown them what good looks like, let them go.”
• “RevOps serves as Switzerland. It’s the tide that helps all teams rise. Metrics alone aren’t just a report card — they’re about actionable insights.”
• “We attack problems, not people. That’s key to high-performing, aligned teams.”

Connect with Sue Holub:

Find Sue on LinkedIn

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Welcome back to RevOps Revolution, the podcast where we dive deep into innovative strategies and mindsets shaping the future of revenue operations. In this episode, host Jesse Morris sits down with Emma Galler, a seasoned sales leader with over 15 years of experience, currently leading sales, customer success, and revenue operations at a top workplace productivity software company.

Emma shares her unique journey into sales, starting with door-to-door Girl Scout cookie sales—thanks to her entrepreneurial parents who instilled grit, perseverance, and a “solve it yourself” mentality from an early age. From her early days as a recruiter to leading major teams and eventually stepping into VP and SVP roles, Emma gives us an honest look at the pivotal moments—and challenges—that defined her career.

Together, Jesse and Emma discuss the power of resilience, the importance of continuous learning, and what it takes to lead with transparency and composure in the fast-paced world of SaaS. Emma opens up about her recent focus on customer retention in product-led growth environments and the thrill of launching new enterprise products that solve real-world problems.

Get ready for practical leadership wisdom, real stories of overcoming self-doubt, and plenty of actionable tips for anyone looking to make an impact in rev ops or drive change across their organization.

Connect with Emma Galler