Go To Masters Show · 2026-01-15 · 23 min
Mark Rosenthal is the Chief Revenue Officer at Castle, a $200 million managed security-as-a-service company focused on commercial real estate. On this episode of the Finance Fireside podcast, he shares insights from scaling revenue across vastly different stages - from $194K ARR to $35M at HQO, leading a $3.5B business at Google, and now $200M at Castle. Why great sales leaders are skeptical while great salespeople are optimistic - and how to balance both The "Three Moments of Truth" framework: champion confirmed, time-based incentive, and executive flyover email Why he interviews every candidate, from salespeople to coordinators - holding the bar matters at every stage
Stacey Mangold (Axway) on If a Rep Can't Explain Their Comp Plan in Two Minutes, Something's Broken88 / 100Hadas Sheinfeld (Sisense) on Leading the Energy, Hiring for Grit & Acting Like a Director First60 / 100Caroline Rocha (Just Eat Takeaway) on Designing Comp Across Cultures, AI Myths & Comp Transparency62 / 100Why the Person Running Your Comp Plan Should Be the One Closest to the Pipeline69 / 100
Jelle Berends (Oyster) on Building RevOps From 1 to 65, Why Playbooks Don't Travel & Comp Design