In this episode, host Kyle Norton (CRO at Owner.com) sits down with his longtime colleague Steve Dinner, VP of RevOps at Owner.com. Together, they unpack how to build a revenue operations team that drives real business outcomes rather than just managing tools and processes. Steve shares lessons from his journey to becoming a world-class RevOps leader, and highlights why empathy, trust, and business alignment matter more than endless automation. The conversation touches on why ride-alongs are one of Steve's secret weapons, agile frameworks for RevOps, and what CROs should look for when hiring their first operations leader. Packed with insights from two seasoned operators, this episode is a must-listen for CROs, RevOps leaders, and anyone scaling high-growth revenue teams.
Thanks for tuning in! Catch new episodes every Wednesday.
Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Use code TOPLINE for 10% off your GA ticket.
Subscribe to Topline Newsletter.
Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech.
Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!
Episode Chapters & Timestamps
-
(00:00) Introduction & Kyle sets the stage
-
(01:25) Steve's background and path into RevOps
-
(03:50) The importance of blending sales leadership with RevOps thinking
-
(07:20) Empathy, rep experience, and solving business problems beyond tech
-
(11:50) Winning big vs. losing small
-
(19:15) Why trust and collaboration matter in cross-functional partnerships
-
(23:55) Ride-alongs and staying connected to frontline reps
-
(37:10) Transitioning RevOps to agile methodology
-
(51:00) How CROs should think about hiring their first RevOps leader
-
(1:05:10) Building the CRO–RevOps partnership and avoiding "yes/no" traps
-
(1:13:20) Advice for new heads of RevOps
-
(1:17:00) Hardest leadership lessons learned
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!