GTM 163: From $2M to $50M ARR to Unicorn: How Owner Scaled with AI & Talent Density | CRO Kyle Norton

Episode notes

Kyle Norton is the Chief Revenue Officer at Owner, the fast-scaling restaurant SaaS platform valued at over $1B. Since joining from Shopify, Kyle has helped grow the company from $2M to $50M+ in ARR by instilling a high bar for sales talent, building RevOps early, and driving a disciplined go-to-market strategy. A podcast host himself, Kyle shares deep expertise on sales hiring, leadership, and GTM AI, while keeping his focus on building a generational company. Discussed in This Episode Why Kyle let go of half the sales team just 45 days in The importance of setting a high bar for sales talent and cultural fit Investing in RevOps and data foundations far earlier than conventional wisdom How to reduce churn by narrowing ICP and saying no to misfit customers Lessons from running hiring retros to assess interview process effectiveness The balance between remote vs.