Shows
Revenue Engine MastersThe Architecture of Modern GTM: Strategy, AI, and Foundational Data“If you don’t have normalization of the metadata across the application layer, you cannot create the right systems of record to drive your systems of action.”In this episode of Revenue Engine Masters, I sat down with Cliff Simon, founder & CEO of Polaris and one of the most thoughtful operators in the RevOps ecosystem. We went deep on the big shift happening in go-to-market: AI is forcing companies to confront their foundations—metadata, systems of record, systems of action—because bad data now leads to sh*ttier outcomes, faster. Cliff breaks down why AI readiness...
2025-12-0435 minRevenue Engine MastersFrom Firefighting to Product Thinking: How Great Ops Teams ScaleRevOps isn’t a help desk—it’s a product function.“AI can provide the data, we can automate the workflow, but it can't design the experience that people actually want to use.”Revenue operations is less about managing tools and more about designing experiences people actually want to use.Mollie Bodensteiner, Senior VP of Operations at Engine and former operations leader at Deloitte, explains why most ops teams become their own bottlenecks. She says successful revenue operations requires treating internal stakeholders like customers and that most enterprises over-engineer solutions instead of learning fast.
2025-11-1535 minRevenue Engine MastersThe RevOps Pendulum: Aligning Data, Systems & PeopleHaris Odobasic, co-founder of Revenue Wizards and author of The RevOps Pendulum, uses Newton’s pendulum as the perfect metaphor for RevOps: when one sphere moves, it transfers energy across all the others — but only if everything is aligned. In the same way, Sales, Marketing, and Customer Success must operate on the same plane, connected through shared data, processes, and goals.
2025-10-0645 min
BUILDERSHow Scalestack landed MongoDB as their first enterprise customer through cold email | Elio Narciso ($3.1 Million Raised)Scalestack is revolutionizing go-to-market operations through intelligent automation, helping enterprise revenue teams eliminate what CEO Elio Narciso calls the "manual work tax" - the 72% of time sales reps spend on tedious data tasks instead of engaging with customers. With $3.1 million in funding and enterprise customers including MongoDB, Redis, and Astronomer, Scalestack has built an agentic orchestration platform that transforms how large organizations manage their revenue data. In this conversation, Narciso shares how his team discovered the massive ROI hidden in back-office automation and why the future belongs to companies that can seamlessly blend human strategy with machine execution.
2025-09-0532 minBUILDERSHow Scalestack landed MongoDB as their first enterprise customer through cold email | Elio Narciso ($3.1 Million Raised)Scalestack is revolutionizing go-to-market operations through intelligent automation, helping enterprise revenue teams eliminate what CEO Elio Narciso calls the "manual work tax" - the 72% of time sales reps spend on tedious data tasks instead of engaging with customers. With $3.1 million in funding and enterprise customers including MongoDB, Redis, and Astronomer, Scalestack has built an agentic orchestration platform that transforms how large organizations manage their revenue data. In this conversation, Narciso shares how his team discovered the massive ROI hidden in back-office automation and why the future belongs to companies that can seamlessly blend human strategy with machine execution.
2025-09-0532 minRevenue Engine MastersThe CRO as Conductor: How to Orchestrate the Revenue EngineWith leadership roles at MongoDB, Docker, and Starburst—Javier shares why tech sales, while challenging, is still one of the most rewarding careers, and why humility and curiosity are cultural superpowers. We dive into universal patterns of category-winning companies, the art and science of territory management, and the critical collaboration between sales and ops. Javier also reflects candidly on unconscious bias in hiring and why recruiting should be treated like revenue.
2025-09-0341 minRevenue Engine MastersOrchestrating Growth: How AI Transforms Chaos into PrecisionRevOps teams often drown in manual workarounds, not flawed tools. Eugene Berson, Head of Strategy & Operations at Lambda, unpacks go to market systems that shift from friction to flow. Discover his equation-based framework for aligning strategy with execution, optimizing revenue operations metrics, and leveraging AI orchestration agents for growth.
2025-08-1151 min
Rev Ops Revolution, SaaS, Go To Market, Startups, Tech Growth Revenue Operations ConversationsFrom Frustration to Innovation: RevOps in the Age of AIWelcome to another episode of RevOps Revolution! This episode, Jesse Morris sits down with Elio Narciso, a serial entrepreneur and the co-founder of Scalestack, to dive deep into the world of agentic AI and how it’s transforming revenue operations. Elio shares his journey from frustration with messy go-to-market processes—even at Amazon—to building a company dedicated to cleaning up the data chaos and automating “boring but critical” RevOps work.What You’ll Hear in this Episode:The Origin Story:Elio discusses the personal frustration that originated ScaleStack—discovering that even top companies like AWS strug...
2025-08-0640 minRevenue Engine MastersREM by Scalestack - Episode 13: Fireside Chat with McKenah Elizabeth Johnson"If your sales team is still choosing an Excel spreadsheet over your CRM, then your CRM is a problem. "—That’s just one of the truth bombs dropped by McKenah Johnson—sales creator, TikTok influencer, and GTM disruptor—on this episode of Revenue Engine Masters. With over 135,000 TikTok followers and deep roots in tech sales, McKenah is helping reshape how we talk about—and execute—modern B2B sales strategies.In this lively and insight-packed conversation, McKenah and host Elio Narciso (Co-founder & CEO of Scalestack) explore how go-to-market execution is evolving. They dig into actionable frameworks like: how to use c...
2025-07-1040 minRevenue Engine MastersREM by Scalestack - Episode 12: Fireside Chat with Roman GruhnRoman Gruhn reveals why broken pipelines and stale data push reps into shadow systems—rebuilding CRMs in Excel—and how to refocus on rep needs, nail the build-vs-buy decision, and automate routine enrichment. Packed with real-world war stories and actionable change-management tactics, this episode supercharges your go-to-market execution and revenue growth.Roman Gruhn, VP of Revenue Operations at Multiverse and former RevOps leader at MongoDB and Remote, explains how broken systems and quick fixes slow teams down and break trust. He says RevOps should work like a product, not a help desk, and that its job is to m...
2025-06-1752 minRevenue Engine MastersREM by Scalestack - Episode 11: Fireside Chat with Jonathan MossIn this episode of Revenue Engine Masters, Scalestack’s CEO and co-founder Elio Narciso sits down with Jonathan Moss, EVP of Growth, Strategy & RevOps at Experity and co-founder of the AI Business Network. Together, they discuss the importance of escaping reactive firefighting and moving toward proactive, AI-augmented execution.With two decades of experience spanning telecom giants like Verizon and T-Mobile to healthtech scaleups and AI-native startups, Jonathan brings a unique perspective on orchestrating high-performance GTM systems, revealing how his career path provided unique insights on scaling operations while maintaining innovation and agility. A central theme? St...
2025-05-1948 minRevenue Engine MastersREM by Scalestack - Episode 10: Fireside Chat with Chris DeNoiaWhat do great sales leaders, product managers, and advisors have in common? According to Chris DeNoia, they all know how to listen first—and prescribe later.In this episode of Revenue Engine Masters, Scalestack’s CEO Elio Narciso sits down with Chris DeNoia, a seasoned sales operator, advisor, and fractional CRO, to explore how product thinking, deep curiosity, and real customer empathy come together to build high-performing revenue teams.Chris shares lessons from his early days launching new products inside UnitedHealthcare—where he unknowingly became a "salesperson" before ever holding a quota-carrying role. From there, he unpacks...
2025-04-2855 min
Market Genius AIScaling Smarter: How Scalestack Transforms Sales Productivity with AIIn this episode, we sit down with Elio Narciso, co-founder and CEO of Scalestack, to explore how their AI-powered platform redefines sales productivity. Elio shares insights on how Scalestack's tools—Enrich, Prioritize, and Activate—streamline go-to-market operations by automating data enrichment, lead scoring, and personalized outreach. Discover how companies like MongoDB and Typeform leverage Scalestack to enhance their sales processes and drive significant ROI.
2025-04-151h 02Revenue Engine MastersREM by Scalestack - Episode 9: A Fireside chat with Meg GoetschIn this episode of Revenue Engine Masters by Scalestack, Elio Narciso sits down with Meg Goetsch, VP of Go-To-Market Strategy and Operations at Forter, to explore how high-growth companies can scale their revenue operations while maintaining agility. Meg shares insights on her career journey, from MongoDB to AWS to Forter, and reveals the strategies that have helped her lead teams through transformation.Main Topics Covered:Why ownership is the foundation of great ops leadershipHow to approach your first 90 days with financial and strategic clarityThe evolving role of RevOps—and how reporting lines shape impactBalancing ag...
2025-04-0140 minRevenue Engine MastersREM by Scalestack - Episode 8: A Fireside chat with Jared BarolThe Future of RevOps & Go-To-MarketIn this episode of the Revenue Engine Masters Podcast, Elio Narciso, Co-founder and CEO of Scalestack, speaks with Jared Barol, VP of Go-To-Market Strategy and Operations at Copy.ai. They discuss the future of RevOps, Go-To-Market (GTM) strategies, and how AI is reshaping revenue operations.Jared shares insights from his career in startups, enterprise companies like Salesforce, and private equity-backed firms. He explains why alternating between large and small companies builds a well-rounded professional skill set, following a “zigzag career path.”Key Topics Covered:The...
2025-03-0436 minRevenue Engine MastersREM by Scalestack - Episode 7: A Fireside Chat with Meghan Gill
Mastering Growth at MongoDB from Startup to Nasdaq: Lessons in Ops, Planning, Strategy and Leadership.
Welcome to the Revenue Engine Masters podcast, hosted by Elio Narciso, Co-Founder and CEO of Scalestack. In this inaugural Fireside Chat, we’re joined by Meghan Gill, SVP of Sales Operations and Strategy at MongoDB. Meghan’s 15-year journey at MongoDB has taken her from being the first go-to-market hire to shaping the company’s evolution into a publicly listed powerhouse on NASDAQ.
In this episode, Meghan shares the strategies and lessons that have driven her success at every stage of MongoDB’s growth...
2025-01-1341 minRevenue Engine Masters#006 Revenue Engine Masters - Warren Zenna, Founder of CRO CollectiveIn Episode 6 of Revenue Engine Masters, we sit down with Warren Zenna, CEO and Founder of the CRO Collective. Warren shares his journey from early advertising days to building CRO-ready organizations, emphasizing the critical role of integration in revenue functions. He discusses the common pitfalls in B2B growth strategies and offers practical insights on aligning sales, marketing, and customer success around a seamless customer experience. Whether you’re a CRO or an aspiring leader, this episode offers a fresh perspective on driving sustainable revenue growth.
2024-10-2134 minRevenue Engine Masters#005 (Special) Revenue Engine Masters - Elio Narciso, CEO at ScalestackIn this special episode of Revenue Engine Masters, CEO, Elio Narciso sits down and talks about Scalestack - Clay for the enterprise!
2024-10-0833 min
Ignite: Conversations on Startups, Venture Capital, Tech, Future, and SocietyIgnite Startups: Elio Narciso on Automating Sales with AI at ScaleStack | Ep104In this episode of the Ignite podcast, Brian Bell welcomes Elio Narciso, founder and CEO of ScaleStack, a portfolio company of Team Ignite. The conversation kicks off with excitement as ScaleStack has just secured an investment from Brian's fund. Elio shares his journey from Italy to the United States, beginning his career in management consulting, later pursuing an MBA at MIT, and ultimately diving into entrepreneurship. ScaleStack is his fourth startup, and he explains how the company aims to streamline go-to-market data for sales and marketing teams through automation and AI.
Elio recounts his experience at AWS, where he...
2024-10-0450 min
SaaS Backwards - Reverse Engineering SaaS SuccessEp. 138 - Prioritizing and Enriching Data for SaaS Enterprise GTM Success - with Elio Narciso, Co-Founder & CEO at ScalestackSend us a textThe ability to leverage data and prioritize sales and marketing efforts is essential to the success of enterprises with broad addressable markets.Recognizing the struggles enterprises face in managing vast amounts of data, this week’s SaaS Backwards podcast guest Elio Narciso, saw an opportunity to improve how sales reps identify targets and prioritize their efforts.Elio is the Co-founder and CEO of Scalestack, an all-in-one data enrichment, prioritization, and activation platform that allows go-to-market teams to easily map GTM data from many different sources to their ideal customer pr...
2024-09-1336 min
Revenue Engine Masters#005 Revenue Engine Masters - Interview with Elio Narciso, CEO of ScalestackIn this episode of the Revenue Engine Masters podcast, Elio Narciso, co-founder and CEO of ScaleStack, dives into the challenges of go-to-market strategies, the importance of data in sales prioritization, and how automation and AI are transforming sales teams’ productivity. Elio also shares insights from his time at AWS and his entrepreneurial journey, providing valuable lessons for founders on building customer-led products and scaling enterprise solutions. Tune in to hear how ScaleStack is helping companies unlock their full sales potential.
2024-09-1228 min
FounderVideo PodcastFV 19: The AI-powered Clay for Enterprise | Elio Narciso @ ScalestackElio Narciso, founder and CEO of Scalestack, discusses his background and how his experience at Amazon led him to start Scalestack. He talks about the inefficiencies in sales processes that he observed while working with startups and how that inspired him to create Scalestack. The conversation also touches on topics such as the AWS Global Startup Program, the comparison between Scalestack and other tools like Clay, and the future of Scalestack.Scalestack is a platform that helps companies automate and streamline their go-to-market processes by orchestrating data automatically. It addresses the common challenges faced by sales reps, such as...
2024-09-041h 03
Revenue Engine Masters#004 Revenue Engine Masters - Andy Mowat, VP GTM at CartaMastering Go-to-Market Operations: How Top RevOps Leaders Drive Efficiency and Growth Through AI, Data Management, and Strategic Trade-offs
2024-08-0729 min
The MongoDB PodcastEP. 219 Revolutionizing Sales Efficiency with ScaleStackJoin Matt Asay and Jesse Hall as they sit down with Elio Narciso, co-founder of ScaleStack, to explore how his company is revolutionizing sales efficiency. ScaleStack aims to automate the mundane tasks that bog down sales teams, allowing them to concentrate on human interaction and understanding customer needs. Elio shares insights into the technology they use, including their reliance on AWS and MongoDB, and offers practical advice for developers entering the AI space. Tune in to learn about the journey of ScaleStack, the importance of customer-centric development, and the evolving landscape of sales automation.
2024-07-0911 min
Revenue Engine Masters#003 Revenue Engine Masters - Kristen Habacht, CRO at TypeformOne Funnel - Why a unified go-to-market strategy is essential for driving sustainable growth and how you effectively layer in Machine Learning and AI to scaled revenue at a PLG.
2024-06-1838 min
Revenue Engine Masters#002 Revenue Engine Masters - Jason Kaska from DroneDeploy3 Actionable Ways RevOps Leaders Can Layer AI Over Custom Code, Workflows and their Stack to Boost Productivity, Increase Velocity and Scale Revenue Growth in 2024 and Beyond
2024-04-2652 min
Tank Talks By Ripple VenturesScaling B2B Sales: How Scalestack Uses AI to Transform Sales Ops with Elio NarcisoThis week we are joined by Elio Narciso, founder of ScaleStack, who discusses his journey as an entrepreneur and the challenges of building and selling companies.He shares insights from his time at AWS and the lessons he learned about go-to-market strategies. Elio explains the creation of ScaleStack AI and the importance of problem-solving before incorporating AI. He emphasizes the significance of founder-led sales and building trust with customers. Finally, Elio introduces the Revenue Engine Masters podcast and its focus on revenue operations and sales operations professionals.About Elio Narciso:Elio Narciso, the Co-Founder and CEO of...
2024-03-0749 min
Revenue Engine Masters#001 Revenue Engine Masters - James Underhill from MongoDBIn this episode, James Underhill of MongoDB explains why Sales & RevOps leaders who master AI as a part of their go-to-market strategy will beat the competition.
2024-02-1353 min