How Revenue Leaders Scale Beyond Hero Sellers with Jason Forget, CRO Behind Multiple Startup-to-Scale Journeys

Episode notes

Revenue growth becomes harder to sustain when leadership relies on a handful of top performers, inconsistent processes, or reactive decision-making. Jason Forget, President and CRO of Cockroach Labs, shares lessons from building revenue organizations from the earliest startup stages through large-scale growth, explaining why sales motions must continuously evolve as companies scale. The conversation explores the role of RevOps as a strategic advisor to leadership, the importance of building a strong middle class of sellers, hiring for adaptability and coachability, and creating cultures where problems surface early. Jason also shares how open-source adoption can be transformed into enterprise-wide business outcomes through disciplined account planning, executive engagement, and scalable go-to-market execution. Jason Forget is President and CRO of Cockroach Labs and has spent his career building revenue organizations from multiple vantage points, including finance, RevOps, sales, and executive leadership.

• The Hidden Cost of False Velocity with Randy Riemersma69 / 100
• AI Is Redefining Seller Productivity with Alex Varel
• You Can’t Delegate Sales Early with Lou Shipley
• Selling Enterprise AI with Context, Adoption, and Measurable ROI with Daniel Simon
• High LTV Isn’t Enough: The ICP Tradeoff Leaders Miss with Dan Sperring