The SaaS Sales Performance Podcast

In this episode of the SaaS Sales Performance podcast, we dive into the art and science of SaaS pricing with James Wilton, Managing Partner at Monevate. James brings a wealth of experience from his consulting career, including leading McKinsey’s startup pricing division, to help SaaS leaders untangle the complexities of value-based pricing strategies.

Discover why pricing is not about squeezing customers but about capturing a fair portion of the value your product creates. James unpacks the challenges of transitioning to usage-based models, explores the balance between predictability and scalability, and explains why companies should review pricing strategies every two to four years to stay ahead of market shifts.

With insights from his newly released book Capturing Value, James delivers practical frameworks for aligning pricing with customer perception and long-term goals. Whether you’re a SaaS founder or a revenue leader, this episode is packed with actionable insights to refine your monetisation strategy.

In this episode of the SaaS Sales Performance podcast, we sit down with Martin Mackay, Chief Revenue Officer at Versa Networks, to explore the evolving role of the CRO in today’s rapidly changing sales landscape. With a career spanning executive leadership, venture capital, and turnaround strategy, Martin brings a unique perspective on resilience, productivity, and the intersection of sales and technology.
Martin dives into the impact of AI on sales, the challenge of selling in an era where buyers are more informed than ever, and why customer success is now just as critical as new business growth. He also shares his views on navigating market volatility, building high-performance teams, and the delicate balance between leadership accountability and empathy.
From strategic vision to hands-on execution, Martin’s insights offer a masterclass in modern revenue leadership. Tune in to learn how the CRO role is shifting and what it takes to thrive in this new era of B2B sales.

In this episode of the SaaS Sales Performance podcast, we welcome Dominic O’Connor, Chief Revenue Officer at Aurora Consulting.

Dominic draws on decades of experience across industries, sharing his journey from telecoms to cybersecurity to commercial real estate, before stepping into his current role as a CRO mentor and consultant.

With a keen focus on aligning teams, Dominic breaks down the complexities of modern revenue leadership, highlighting the importance of adaptability, data-driven insights, and customer-centric strategies in a rapidly changing market.

He reflects on the role of discipline in both sales and endurance sports, connecting the principles of consistency and goal-setting across both worlds.
Gain a front-row seat to Dominic’s approach to navigating change, empowering teams, and sustaining long-term growth in the face of ever-evolving challenges.

In this episode of the SaaS Sales Performance Podcast, we’re excited to welcome Roberto Ruiz, Former Chief Revenue Officer at Florence, who brings a wealth of expertise in revenue leadership. With a fresh perspective from his new role, Roberto offers actionable insights on the most critical challenges facing revenue leaders today.

Roberto shares his three key focus areas: refining go-to-market strategies to eliminate inefficient “spam cannon” outreach, the importance of rigorous pre-qualification to maximise sales efficiency, and simplifying organisational design for a smoother client experience. He explains how to create lean, effective sales machines while maintaining clear boundaries between customer success and account management roles.

Tune in as Roberto discusses the impact of evolving technologies, the art of building better habits in onboarding, and why focusing on the right metrics is essential to avoid “selling empty calories.”

If you’re looking to optimise your sales strategy and drive sustainable growth, this episode is packed with wisdom from a seasoned revenue leader.

In this episode of the SaaS Sales Performance Podcast, we are thrilled to welcome Karen Dowse, Senior Vice President of EMEA Commercial at Mintel, a leading market intelligence agency. With over 20 years at Mintel, Karen’s journey from marketing to sales leadership offers a wealth of insights on navigating the complexities of a global organisation.

Karen dives deep into how Mintel empowers global brands with cutting-edge market intelligence, blending data, technology, and human expertise to predict consumer needs and trends.

She also sheds light on the challenge of maintaining focus amidst rapid growth, sharing the secret of Mintel’s relentless monthly cadence and the importance of aligning commercial and product teams.

We also explore the transformative impact of AI on Mintel’s offerings, enabling broader client engagement and the expansion into new segments such as technology and analytics teams.

Karen discusses the importance of customer trust, career growth, and skill development, emphasising Mintel’s commitment to a learning culture and how it shapes their continued success.

Tune in for valuable leadership lessons on driving business growth through innovation, focus, and a deep understanding of customer needs.

In this episode of the SaaS Sales Performance Podcast, we’re thrilled to welcome Archie Moore, Global Sales Director at HG Insights. Archie shares his journey of leading global sales teams in an ever-evolving market. With a focus on adapting to buyer behavior, he explores how HG Insights helps businesses make data-driven decisions about IT investments, delivering real value by improving productivity and driving new business.

Archie dives into the shift towards a partner-first sales model, integrating social selling within a partner ecosystem to drive enterprise growth. He also discusses the critical role of client advisory services and why providing customers with proven best practices is essential in today’s competitive landscape.

Tune in as Archie reveals his strategy for empowering his team, ensuring that high performers lead by example, and how HG Insights is moving toward a more land-and-expand model.

If you’re looking to navigate the complexities of sales in a premium enterprise environment, this episode is packed with valuable takeaways on leadership, customer engagement, and long-term success.

In this episode of the SaaS Sales Performance podcast, we are excited to welcome Alex Morris, Regional Director of Sales for EMEA at Instabase.
Alex shares his passion for early-stage companies, where he thrives in entrepreneurial and fast-paced environments. He discusses the evolution of enablement functions, emphasising the need for a comprehensive go-to-market strategy.

Alex highlights the importance of focusing on the basics, such as call recording and self-reflection, while also fostering creativity and ownership within sales teams.

Discover his approach to involving customers in quarterly sales meetings to enhance understanding and care, and learn about his tailored leadership strategies for managing a dispersed EMEA team.

Join us for an insightful conversation packed with practical strategies and leadership wisdom from a seasoned sales leader.

In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Ryan Fagan, Sales Director at Normative.io.

Ryan shares his dynamic career journey, transitioning from investment banking to sales, and eventually into leadership roles.

He highlights his experience at Peakon, the subsequent acquisition by Workday, and his decision to join Normative.io for its alignment with sustainability goals.

Ryan emphasises the importance of trust in building a high-performing culture and shares insights on implementing effective feedback frameworks.

He also discusses adapting sales strategies in a changing market, engaging CFOs and fostering future leaders through champion processes.

Join us for an inspiring conversation filled with practical strategies and leadership wisdom.

In this episode of the SaaS Sales Performance podcast, we are excited to welcome Tatiana Dmitrieva, Director of Sales and GM of the Prague office at Usercentrics.

Tatiana shares her compelling journey from individual contributor to sales leader, highlighting the crucial role of coaching and the challenges of delegation.

She discusses the importance of identifying natural-born leaders and fostering a culture where making mistakes is part of the learning process.

Tatiana provides insights into the evolving skills needed for effective leadership, emphasising time management, organisation, and regular team interactions.

Discover her successful model of training postgraduates and the shift towards demand capture in outbound work.

Tatiana also explores the use of conversation intelligence tools to assess sales skills and improve call quality.

Join us for an engaging conversation packed with valuable strategies and leadership insights.