In this episode, Janis and Philipp sit down with 5x CRO John McMahon, the Author of “The Qualified Sales Leader”, board member at Snowflake and MongoDB, and co-host of the Revenue Builders Podcast. John shares how revenue operations can play a critical role in preparing CROs and CEOs for board meetings, what metrics truly matter, and why scaling go-to-market teams is often harder than building products.
From avoiding common pitfalls in hiring and territory planning to designing repeatable frameworks for growth, this conversation is packed with insights from someone who has guided companies through hypergrowth at the highest levels.
What You’ll Learn:
How RevOps leaders can equip CROs for successful board meetings
Why headcount, productivity, and churn are the only real levers in scaling sales
The cost of hiring too late and under-investing in frontline management
Why territory fairness is critical to rep success and retention
Key frameworks for reporting to the board (5-quarter model, productivity per rep, new logos vs. existing growth)
The importance of evolving your ICP, sales process, and common language as you scale
John McMahon on LinkedIn: https://www.linkedin.com/in/johnmcmahon1/
Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet
Janis on LinkedIn: https://www.linkedin.com/in/janiszech
Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer
Chapters:
(00:00:00) Meet John McMayhem
(00:03:45) Board Meeting Dynamics
(00:08:20) Preparation Strategies
(00:12:30) Sales Team Scaling Pitfalls
(00:16:50) Proactive Hiring Importance
(00:21:15) Territory Management
(00:25:45) Reducing Ramp Time Through Training
(00:30:00) Key Performance Metrics
(00:34:40) RevOps as Strategic Eyes and Ears
(00:38:10) Closing Thoughts & Book Recommendation
