In this episode of SaaS Stories, Thomas Waites, seasoned CRO and enterprise SaaS advisor, shares how strong sales culture and revenue alignment transform teams into predictable growth engines.
We explore why founder-led sales builds empathy and speeds decision making, how enterprise deals still close on emotion backed by proof, and how technical founders can shift from feature-focused pitches to buyer-led discovery.
Thomas also breaks down how shared metrics and aligned incentives help sales, marketing, and customer success pull together through key GTM milestones.
A practical conversation on revenue execution, culture-driven growth, and building systems that compound predictable results.
Learn how Hat Media helps B2B SaaS teams operationalise demand generation, ABM, and revenue execution at scale.
