In today’s episode of Rev Ops Revolution, host Jesse Morris sits down with sales leader and coach, Alyson Baber. From leading high-performing teams at major organizations like Intuit, Zoom, and Outreach to coaching the next generation of go-to-market leaders, Alyson brings a wealth of experience, wisdom, and a uniquely candid perspective on leadership.

The conversation covers everything from starting new sales divisions from scratch to building winning team cultures, navigating critical decision-making under uncertainty, and the evolving challenges of sales leadership—especially in a remote-first world. Alyson also shares personal stories, her favorite leadership mantras, and how she stays grounded and resilient through professional and personal challenges.

Key Topics Covered:

Alyson’s Leadership Journey:

Transitioning from a chemical engineer to leading sales at top tech companies

Lessons from launching new teams and divisions (Intuit, Zoom during the pandemic, and more)

Building Winning Cultures:

Why trust and process are as vital as product

Celebrating small wins and reinforcing team momentum

How losing, not activity metrics, kills culture

Pipeline & Performance:

Metrics that matter and why pipeline is king

Balancing activity-based cultures and outcomes-driven results

Leading Through Change and Uncertainty:

How to make tough decisions with incomplete information

Handling layoffs and major organizational changes with empathy and integrity

Coaching teams through chaos and fostering psychological safety

Leadership Mindsets:

Alyson’s favorite mantras (“Smooth seas don’t make skilled sailors,” “Progress, not perfection”)

The importance of strategic focus and letting go of perfectionism

Shifting from execution to empowerment as a leader

From Individual Contributor to Leader:

The hardest transitions for new leaders

Why knowing your “secret sauce” matters and hiring for blind spots

Coaching vs. telling—how to ask the right questions and develop your team

Memorable Quotes

“You can have the best product, but without the right process, expectations, and trust, you’ll never get results.”

“Losing kills culture. Winning begets winning.”

"Progress, not perfection. Focus on the small things along the way.”

“As a leader, your job is not to do the work, but to empower your team to execute.”

“Say no to more things so you can say yes to the right things... and have more fun.”

Resources & Links

Follow Alyson Baber on LinkedIn https://www.linkedin.com/in/alysonbaber/

Jesse Morris on LinkedIn https://www.linkedin.com/in/jessemorris1/

Connect with the Podcast

If you enjoyed this episode, please subscribe, rate, and review the RevOps Revolution Podcast on your favorite platform. Join us for more insightful conversations with industry leaders about driving change and transforming your revenue operations.

Welcome to another episode of RevOps Revolution! This episode, Jesse Morris sits down with Elio Narciso, a serial entrepreneur and the co-founder of Scalestack, to dive deep into the world of agentic AI and how it’s transforming revenue operations. Elio shares his journey from frustration with messy go-to-market processes—even at Amazon—to building a company dedicated to cleaning up the data chaos and automating “boring but critical” RevOps work.

What You’ll Hear in this Episode:

The Origin Story:

• Elio discusses the personal frustration that originated ScaleStack—discovering that even top companies like AWS struggle with messy, untrustworthy CRM data and inefficient processes.

Early Challenges in AI Adoption:

• Lessons learned from trying to automate the “last mile” (SDR and outbound email) with agentic AI, and why true impact comes from targeting foundational, backend processes first.

Data Quality & ‘Busy Work’:

• The pitfalls of bad data in CRMs and why agentic AI is best applied to tasks that teams typically avoid—cleaning, enriching, and prioritizing data—so humans can focus on higher-value work.

RevOps as a Strategic Partner:

• Why companies that empower their RevOps/Go-to-Market operations teams win with AI, and the risks of relegating ops roles to “ticket handlers” without strategic influence.
• The Rapid Evolution of AI:
• Elio predicts what’s ahead for agentic AI in the next 1, 3, and 5 years, drawing parallels to the mobile revolution. He foresees fully-automated backend workflows, AI agents managing other agents, and the need for every team member to embrace building with AI for true competitive advantage.

Lessons from a Serial Founder:

• Build “painkillers,” not “vitamins.”
• Always start from the customer’s pain, not just a love for technology.
• Find (and appreciate) great co-founders.
• Be very strategic about fundraising—take only what you need.

Links & Resources:

• Elio Narciso on LinkedIn
• Scalestack
• Elio’s Podcast: Revenue Engine Masters by Scalestack

Enjoyed the episode?

Please remember to subscribe, leave a review, and connect with both Jesse and Elio on LinkedIn.

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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