This episode of Revenue Renegades explores how to build and scale high-performing sales teams in fast-growing SaaS businesses serving SMBs. Kyle Norton, CRO of Owner.com, shares lessons from Owner.com’s rapid growth, emphasizing early investments in RevOps, enablement, and a rep-centric tech stack. He advocates for radical transparency in sales, focusing on customer fit, honest positioning, and tying compensation to customer success. The conversation covers leveraging AI to augment sales teams, the importance of long-term thinking over quick wins, and actionable advice for founders on go-to-market strategy, ICP discipline, and building lasting enterprise value.
About the Guest
Kyle Norton
CRO of Owner.com
As CRO for Owner.com, Kyle leads a team of world class go to market professionals who help independent restaurants grow their direct, online takeout and delivery channels. He currently owns the sales, partnerships, onboarding, demand gen, revenue operations and enablement portfolios. Kyle is also a Limited Partner (GTM Fund, Stage 2 Capital), Advisor, and Angel Investor for several SaaS-focused funds and startups, where he shares his insights and expertise on scaling, selling and servicing SaaS products. Additionally, Kyle is a founding member and Co-Chapter Head of the Toronto chapter of Pavilion, a global community of revenue leaders and operators and host of the Revenue Leadership Podcast.