Why Sales Leaders Must Re-Earn the Role as Companies Scale featuring Chris Degnan

Today’s minisode features Chris Degnan, former CRO of Snowflake. In this clip, Chris explains what it really takes to grow with a company as it scales, and why earning your role does not stop once the title changes. He shares how treating every quarter like a 90-day contract, staying open to feedback, and knowing when to shift from grinding in the business to building leaders helped him navigate board pressure and scale through hypergrowth.

If you’re a sales leader navigating rapid growth, or questioning how to evolve without losing your edge, this is a perspective worth hearing.

Chris Degnan is the former Chief Revenue Officer of Snowflake, where he helped build the company from zero to more than $1B in consumption revenue. He is known for his expertise in scaling go-to-market organizations through early-stage ambiguity, enterprise expansion, and consumption-based selling models.

Connect with Chris:

• LinkedIn
• From Zero to Billions: How Snowflake Scaled its Go-to-Market Organization by Denise Persson & Chris Degnan

Resources mentioned:

• Multiple Myeloma Research Foundation

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
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• Force Management