ZoomInfo Labs Podcast

Sid Kumar, Area Vice President of Go-to-Market Strategy and Planning at Databricks, joins the ZoomInfo Labs Podcast to break down the modern GTM org. From building global sales systems to operationalizing AI across workflows Sid brings lots to learn from.

We dive into lessons Sid has carried from HubSpot, AWS, and CA Technologies, why a connected GTM is the future, and how to treat go-to-market like a product that’s always evolv...

Today’s guest is Pete Kazanjy, founder of Atrium, creator of Modern Sales Pros, and author of Founding Sales.

We explore how Pete accidentally became an enterprise sales leader, why systems thinking is the next sales superpower, and what the rise of GTM architects means for the future of revenue teams. 

In this episode, you’ll learn:

• Why founder-led sales is still the foundation for scalable GTM

• How to turn sales strategy into a re...

Today’s guest is a GTM legend. We couldn’t be more excited to have Jacco van der Kooij, Founder of Winning by Design, on the podcast.

We explore why most go-to-market strategies fail, how to build a scalable revenue architecture, and why AI will transform sales efficiency. Jacco shares insights from his time leading sales at global companies like Philips and his experience helping high-growth SaaS companies scale through his framewo...

On today’s episode we’re pleased to have Hilary Carpio, VP of Growth Marketing at Snowflake.

We chat about how Hilary built a scalable ABM program at Snowflake, why marketing and sales alignment is critical for GTM success, and how AI is transforming sales outreach and content generation. 

Hilary shares insights from her experience leading growth marketing and demand generation at Snowflake and co-authoring the book Busting Silos.

In ...

Today's episode is something special - a supercut of answers to our signature final question.

Hear past guest's answer as they share the wisdom they learned from some of the brightest minds in the world.

Let us know, who is the smartest person you ever met, and what did you learn from them?

For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ 

Ben on LinkedIn - www.linkedin.com/in/bensalzman 

Millie on LinkedIn - www.linkedin.com/in/...

Today on the pod, our very own Andrew Riesenfeld, COO of GTM here at ZoomInfo.

We explore how Andrew scaled revenue operations at DocuSign, why outbound is broken, and how AI is reshaping sales efficiency at ZoomInfo, and for our customers. 

In this episode, you’ll learn:

• Why outbound is broken—and how to fix it with signal-based selling

• How to build scalable sales playbooks that actually work

• Why a “golden record” is...

Mike Madsen, Senior Manager of Revenue Operations at Workday, is today’s guest.

We explore how AI is reshaping sales efficiency, why the next generation of sales leaders need to think like operators, and how to build scalable, data-driven sales playbooks. 

In this episode, you’ll learn:

• Why AI is reshaping sales operations and how to make it work for your team

• How to leverage first-party and third-party data to impro...

T.K. Kader, founder of Unstoppable and the original founder of ToutApp (acquired by Marketo), is today’s guest. 

We explore why outbound is far from dead, what the greatest GTM leaders have in common, and TK's three pillars of go-to-market success. Listen in to hear TK’s learnings and takes from scaling ToutApp, working at Marketo during its turnaround, and now coaching over 500 founders on GTM strategy.

In this ep...

How do you simplify complex go-to-market motions and scale sales efficiently? This week on the ZoomInfo Labs Podcast, we sit down with Randy Huey, Partner at Bain and former sales leader at Dell and CVS, to explore how to build high-performing sales playbooks and prepare for the next wave of AI-driven GTM transformation.

In this episode, you’ll learn:

• Why most go-to-market strategies fail - and how to make yours su...

Lauren Silvers, Director of Go-to-Market Programs at Ironclad is today’s guest. We explore how signal-based selling, AI, and sales enablement are reshaping the go-to-market landscape, and hear learning from Lauren’s industry-spanning career in GTM, academia, and beyond. 

In this episode, you’ll learn:

• How Lauren built a scalable pipeline engine at Intercom

• Why signal-based selling is the key to cutting through the noise in outboun...

This week on the ZoomInfo Labs Podcast, we sit down with Mark Roberge, co-founder of Stage 2 Capital, former CRO at HubSpot, and a professor at Harvard Business School to explore the future of AI in sales and how GTM leaders can drive sustainable growth.

In this episode, you’ll learn:

• Why AI is creating a new "Innovator’s Dilemma" for sales teams
• How to know when (and how fast) to scale your sales team
• Why cross-functional alignmen...

Christine Trodella, Vice President at Meta Reality Labs is our final guest of season 2.

Christine leads go-to-market strategies for Meta’s cutting-edge AR and VR technologies.

We chat about her early roles in tech to now shaping the future of spatial computing, how Meta is transforming industries through AI and mixed reality, and the challenges and opportunities of creating an entirely new category.

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Today's guest is Paul Fipps, President of Global Industries and Strategic Growth at ServiceNow. 

Paul shares his remarkable journey from the military to Under Armour and now ServiceNow, where he drives innovation for some of the world’s most renowned brands. We discuss customer-centric go-to-market strategies, ServiceNow’s groundbreaking AI capabilities, and how industries can embrace transformative growth.

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In this episode, we’re joined by Manny Medina, Founder and Executive Chairman of Outreach.

Manny shares his journey from practitioner to founder, the pivot that helped Outreach become a category leader, and the lessons he's learned along the way.

We of course, also talk about AI. Discussing how it’s transforming sales, reshaping productivity, and what teams can do to prepare for the future.

For more from ZI Labs, visit ⁠www.z...

In this episode, we’re joined by Ross Rich, CEO and co-founder of Accord.

Ross shares his journey from the music industry to sales, eventually founding Accord, a sales collaboration platform. He talks about the challenges of building go-to-market tools, the importance of strong sales processes, and how Accord’s customer-first approach drives their success.

For more from ZI Labs, visit www.zoominfo.com/labs
Ben on LinkedIn - http...

Today's guest is Nick Lewis, Global Head of Revenue Enablement at Uber for Business.

Nick shares his unique journey from elementary school teacher to leading enablement at one of the world’s most recognizable brands. We chat abouthow his background in education shaped his approach to go-to-market strategies, the importance of change management, and the role of AI in the future of sales enablement.

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ZoomInfo’s very own Chief Revenue Officer, James Roth joins the pod!

James shares his remarkable journey from door-to-door sales in Washington, D.C., to leading revenue at a public company. Hear his insights on leadership, the role of technology in sales, and the early impacts of AI on go-to-market strategies. James opens up about the lessons he’s learned, the mindset that drives his success, and how ZoomInfo is leveraging AI to ...

Sam Jacobs, founder and CEO of Pavilion, a global community for go-to-market leaders chats with us about his personal journey of building Pavilion from the ground up, turning setbacks into a thriving network of 10,000 members.

Along the way, he offers valuable insights on creating meaningful professional communities, how AI is reshaping business strategies, and why revenue generation is truly a team sport.

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