In this episode, Jesse Morris welcomes Lindsay Mahoney, a dynamic marketing leader, to discuss the evolution and future of Revenue Operations (RevOps) and its impact on cross-departmental collaboration, leadership, and driving revenue growth. Together, Jesse and Lindsay explore pivotal moments of “leaning in,” building trust between marketing and sales, developing a learning mindset, and fostering an empowering culture.

Hear Lindsay’s data-driven approach to marketing, her emphasis on using pipeline as a unifying metric, and her creative new strategies for measuring customer engagement, such as the “client ARR impact” metric. Lindsay and Jesse share candid stories about overcoming departmental tension, why vulnerability and hard conversations matter, and how transparency and continual learning are essential for modern marketing and RevOps leadership.

Whether you’re a leader looking to break down silos, a marketer hungry for practical metrics, or someone passionate about team culture and innovation, this episode is packed with examples and advice to revolutionize your revenue strategy.

Key Topics Covered

• Lindsay’s career evolution and drivers of success
• The value of continual learning, listening, and leaning in
• Building a strong culture of empowerment within teams
• Managing healthy tension between marketing, sales, rev ops, and finance
• Techniques for building trust and alignment across go-to-market teams
• Vulnerability and honest communication: turning headwinds into powerful collaboration
• Data-driven marketing: using pipeline as a central unifying metric
• Attribution challenges and the multifaceted nature of modern buyer journeys
• Lindsay’s innovative approach: measuring client ARR impact
• Adapting to the changing landscape of marketing, SDR alignment, and automation
• The necessity of transparency with goals (the “five by five” method)
• How AI and new sales technologies are reshaping the field
• The importance of cross-functional partnerships and continuous experimentation

Notable Soundbites:

• “Every day I try and learn something—even if it’s about myself.”
• “You have to be willing to be vulnerable and honest in order to get there.”
• “If sales is successful, the company is successful.”
• “Pipeline is king. If you’re measuring things the business does not report on, you have to wonder what you’re measuring.”
• “Building trust is like building up your chips—you want someone to gamble on your idea, you have to have chips at the table.”

Connect with the Guest

Lindsay Mahoney:

LinkedIn: Lindsay Mahoney

Connect with the Host

Jesse Morris:

LinkedIn: Jesse Morris

Listen & Subscribe

Love what you heard?

Don’t miss future episodes—subscribe on your favorite podcast platform