Revenue Mavericks

The podcast for revenue leaders who need full visibility, disciplined execution, and signal-driven decisions to win.Hosted by Justin Shriber, CEO of Terret, each episode features operators who've mastered the art of identifying risk early, capitalizing on emerging opportunities, and driving predictable growth at the edge of complexity.Discover the strategies and mindset shifts that separate high-performing revenue engines from the rest.If you're ready to operate with precision under pressure, this is your show.

Revenue Mavericks is a business podcast hosted by Justin Shriber, with 23 episodes on record and a Required Pod Score of 80.

Justin Shriber hosts Revenue Mavericks, a business show with 23 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

• 

  Episode #4

  S3E4: Why the Best Revenue Leaders Build From Scratch -- Lessons from VP Revenue Operations @ Replit, Quoc Tran

  Sep 23, 202630 minS3

  Quoc Tran has built revenue operations teams from the ground up at Autodesk, Zendesk, Okta, and now Replit. But the playbook he keeps coming back to didn't start in enterprise software. It started at a dry cleaner in the Bay Area, where his mom remembered every customer by name and never took a day off for 20 years. In this episode of Revenue Mavericks, Quoc sits down with Justin Shriber to talk about what it actually takes to build a go-to-market motion from zero, why process has to come before the AI layer, and how the best RevOps leaders will stay relevant as automation reshapes the function. Key moments from this conversation: Why Quoc's mom running a dry cleaner for 35 years taught him more about customer experience than any enterprise role What happened when he landed in Singapore as a first-time manager and his boss told him "you'll figure it out" The case for two weekly 1:1s with every direct report, and why separating work talk from development talk changes the dynamic Why layering AI onto a team without established processes creates chaos instead of efficiency How he built comp plans, territories, and quotas at Replit in his first month, then migrated from HubSpot to Salesforce in three months Where he sees the RevOps function heading in five years, and why the value shifts from execution to asking the right questions Quoc Tran is VP of Revenue Operations at Replit. He previously held revenue operations leadership roles at Okta, Zendesk, and Autodesk, where he spent 11 years including a stint building out the Asia Pacific team from Singapore.

  ListenShow Notes
• 

  Episode #3

  S3E3: Why the Best Sales Leaders Run Their Quarter Like a Semester -- Lessons from Fractional CRO & GTM Advisor, Lesley Young

  Sep 16, 202637 minS3

  What if the best operating model for a sales team isn't a sales playbook at all, but a college syllabus? Lesley Young has led go-to-market teams at Oracle, Informatica, Box, and Fox. Now, as a Fractional CRO and GTM Advisor, she's bringing a framework to the companies she works with that reframes how leaders think about the quarter: treat it like a semester. Give your people a syllabus. Tell them what week one looks like, what's expected by mid-month two, and what the final stretch demands. Because the teams that struggle most aren't missing talent. They're missing clarity. In this episode, Lesley and Justin get into: Why Lesley's "Semester Mindset" gives sales teams the structure they need to do their best work, and why most leaders skip this step entirely Her Three Ps framework (Pipeline, Process, People) and how it forces leaders to confront whether they're actually running a business or just reacting to one The deal she was sure she'd won, the executive override that killed it, and the painful lesson about what a real champion actually looks like Why a board member at Informatica told her to stop thinking like a sales leader and start learning the P&L, and how that advice changed the trajectory of her career How she used data to coach a rep at Box who hit her number every quarter but had no idea how she got there, and why MEDPIC is a deal testing tool, not a forecasting tool The personal hardships that taught her the most important word in leadership: choice Lesley doesn't deal in theory. Every framework she teaches was built from a moment where something went wrong and she had to figure out what to do next.

  ListenShow Notes
• 

  Episode #2

  S3E2: Why the Best Sales Leaders Are Measured When They Leave the Room -- Lessons from CRO @ EDB, Hervé Timsit

  Sep 9, 202635 minS3

  Hervé Timsit believes the quality of a leader is measured when the leader is no longer in the room. If your team can't operate the way you'd want them to without you standing over them, something is broken upstream. For Hervé, fixing that starts long before anyone runs a deal. It starts with who you hire. When someone asks what he does for a living, he doesn't say he's a CRO. He says his job is to find people. And his process for finding them looks nothing like a traditional interview. He doesn't ask about quota attainment or what you did at your last company. He asks where you were born, what your goals are in life, what you value. He's reading the person, not the resume. That instinct comes from growing up in Casablanca, Morocco, where Hervé attended a French public school filled with every culture, religion, and economic background imaginable. He learned early how to see through cultural formality and understand who someone really is underneath it. That skill became the foundation of a career spent selling across three continents. In this episode, Hervé sits down with Justin Shriber to talk about: Why he still personally interviews sales reps three and four levels below him, and the paranoia that drives it The four criteria he uses to evaluate every hire, borrowed from John McMahon, and why integrity is the one he refuses to bend on What working alongside McMahon's crew at BMC after the BladeLogic acquisition taught him about actionable frameworks versus theory Why you cannot motivate people, you can only create the conditions where their own motivation thrives, and why that's the whole job once you've found the right person Hervé Timsit is CRO at EDB, where he leads the global sales organization. His career spans three decades in enterprise software, from building and selling three companies in France to leading international sales at BMC and EMC, before returning to high-growth PE-backed environments. He ran a factory of 50 people at age 23, and he's been finding the right people ever since.

  ListenShow Notes
• 

  Revenue Mavericks

  S3E1: Why the Best Sales Leaders See Potential Others Miss -- Lessons from CRO @ MarkMonitor, Greg Davis

  Sep 2, 202633 min

  Greg Davis didn't plan on a career in sales. He planned on a career in finance, maybe bond trading. But before any of that, he was a junior college soccer player who wanted a Division I scholarship and had no connections to get one. So he did what most 17-year-olds wouldn't: he pulled out a college handbook, wrote 200 handwritten letters to coaches, cold-called 50 more, and tracked every conversation on a spreadsheet he built himself. One coach happened to need a player at his exact position. Timing met preparation, and Greg landed at the University of Denver. He didn't realize it at the time, but he was running a full sales process before he'd ever heard the term. In this episode, Greg sits down with Justin Shriber to talk about: How a self-taught outbound system at age 17 became the foundation for a career leading commercial organizations at Thomson Reuters, LinkedIn, Dow Jones, and now MarkMonitor Why leaders must see potential in people that those people don't yet see in themselves, and the Thomson Reuters promotion that almost didn't happen The "in the ring" coaching philosophy Greg carries from training UFC fighters to managing sales teams: guide from the corner, but let your people fight their own battles Why removing friction for individual contributors matters more than any framework you put on a wall The quote that's stayed with him for 20 years: "When you're interested, you become interesting" Greg Davis is CRO at MarkMonitor, where he leads the full commercial organization across sales, marketing, strategy, RevOps, and partnerships. Before MarkMonitor, he spent nearly a decade at Thomson Reuters rising from IC to Head of Americas, followed by leadership roles at LinkedIn and Dow Jones. Outside the office, he coaches fighters in mixed martial arts, a discipline that shapes how he thinks about leadership every day.

  ListenShow Notes
• 

  Episode #10

  S2E10: Why the Best Sales Leaders Think Like C-Level Execs -- Lessons from MD @ MAC Venture Group, Bruce Chesebrough

  Jul 22, 202635 minS2

  Bruce Chesebrough has spent decades building, scaling, and diagnosing sales organizations. As a CRO, he grew Corbis from $15 million to $250 million in revenue, expanded the company from 3 offices to 15 across the globe, and built a 450-person commercial team along the way. Today, as Managing Director at MAC Venture Group, he works with private equity portfolio companies to assess go-to-market performance and architect turnarounds. In this episode, Bruce sits down with Justin Shriber to unpack the frameworks he keeps coming back to after all these years, and why he believes sales has gotten unnecessarily complex. Takeaways from this conversation: How an MBA gave Bruce the confidence and toolkit to sit across from C-level buyers as a peer, not a vendor, and why that shift changes everything about how you sell The career trade-off most people get wrong: why Bruce says to always prioritize the opportunity over the paycheck, and how to evaluate the risk of going from a big company to a smaller one The "Discipline of Market Leaders" framework Bruce uses to diagnose every portfolio company he walks into, and why most companies fail because they try to occupy all three strategic squares instead of picking one Five levers of growth that Bruce applies to every commercial transformation: upsell/cross-sell, new customer acquisition, retention, price optimization, and operational efficiency Why sales organizations can only absorb two or three initiatives at a time, and what happens when leaders try to pour a Big Gulp into a Dixie Cup Bruce's advice is grounded in pattern recognition across dozens of companies and decades of experience. Whether you're a seller trying to break into the C-suite or a leader trying to simplify your go-to-market, this conversation will challenge you to strip things back to what actually works.

  ListenShow Notes

Recent guests on Revenue Mavericks. Study who booked and why before you pitch.

Based on semantic analysis of episode topics and host coverage, this show is a strong guest fit for executives in:

Industry fit is computed by PitchCentric using vector embeddings of the show's episode catalog.