In this episode of CRO Spotlight, Warren Zenna sits down with Joe Gravino, Principal at Falcon Partners. They explore how private equity–backed firms identify and deploy revenue leaders. Joe explains Falcon’s boutique search approach focusing on aligning go-to-market teams with strategic objectives. Together, they pinpoint key markers of organizational readiness for a Chief Revenue Officer. They discuss timing hires to maximize growth.
Warren and Joe tackle confusion between the CRO role and sales leadership and why it should follow dedicated sales, marketing, and customer success structures. Joe outlines how to educate investors on sequencing leadership hires and building foundational infrastructure. They emphasize defining scope clearly and fostering cross-team collaboration to unite go-to-market functions under a cohesive revenue strategy.
Conversation turns to key competencies for standout CROs. Joe highlights revenue operations expertise and data fluency as essential. He illustrates how boardroom vision must pair with front-line execution to translate insights into results. They touch on leadership styles that balance strategy with hands-on coaching. Warren and Joe discuss traits of urgency and adaptability needed under investor-driven expectations.
Finally, Warren and Joe share best practices to prepare the organization and CRO for success. They explore establishing robust processes, integrating tech stacks, and building transparent reporting frameworks. They emphasize executive sponsorship and cross-functional alignment to empower a revenue leader. Listeners receive actionable advice for creating an environment where a CRO can diagnose gaps and drive sustainable growth.
What is The CRO Spotlight Podcast?
Are you a CRO looking for insights and ideas from your peers?
Are you a Revenue Leader with aspirations to become a Chief Revenue Officer?
Are you a CEO looking to appoint a CRO to scale your business?
Welcome to the CRO Spotlight podcast, a weekly show featuring insights from Chief Revenue Officers, B2B Revenue Leaders, and CEOs.
Hosted by Warren Zenna, Founder and CEO of The CRO Collective, the show goes deep behind the scenes with the people who have been there, done that, and have seen the results.
The CRO Spotlight Podcast is an open, free-form conversation that digs into real issues that Revenue Leaders and CROs grapple with everyday.