ZoomInfo Labs Podcast

Latest Episodes:

Sierra Head of GTM Ops Elliot Greenwald Jun 27, 2025

Show notes

Elliot Greenwald, Head of Go-to-Market Operations at Sierra, joins the ZoomInfo Labs Podcast to talk about what it takes to build modern GTM infrastructure from the earliest days at Google to scaling systems at Salesforce and beyond.

Elliot shares his journey from customer support to RevOps, why accidental operators make some of the best GTM architects, and how to use AI without losing the critical thinking that drives real pipeline impact.

In this episode, you’ll learn:

Why clear funnel visibility is still a superpower for GTM teams
How to build GTM systems that scale—from startup to enterprise
The right way to balance automation with human judgment in sales

Elliot brings sharp insights, real operator experience, and plenty of tactical takeaways for RevOps pros, GTM leaders, and anyone thinking about what the next generation of sales systems looks like.

For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠

Ben on LinkedIn - www.linkedin.com/in/bensalzman

Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Databricks VP of GTM Strategy & Planning Sid Kumar May 12, 2025

Show notes

Sid Kumar, Area Vice President of Go-to-Market Strategy and Planning at Databricks, joins the ZoomInfo Labs Podcast to break down the modern GTM org. From building global sales systems to operationalizing AI across workflows Sid brings lots to learn from.

We dive into lessons Sid has carried from HubSpot, AWS, and CA Technologies, why a connected GTM is the future, and how to treat go-to-market like a product that’s always evolving.

In this episode, you’ll learn:

Why GTM should be treated like a product—not a process

How to scale go-to-market systems globally without losing local nuance

The right way to experiment with AI across sales, marketing, and CS

How GTM architects can unify data, workflows, and outcomes

For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠

Ben on LinkedIn - www.linkedin.com/in/bensalzman

Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Atrium Co-Founder Pete Kazanjy May 05, 2025

Show notes

Today’s guest is Pete Kazanjy, founder of Atrium, creator of Modern Sales Pros, and author of Founding Sales.

We explore how Pete accidentally became an enterprise sales leader, why systems thinking is the next sales superpower, and what the rise of GTM architects means for the future of revenue teams.

In this episode, you’ll learn:

Why founder-led sales is still the foundation for scalable GTM
How to turn sales strategy into a repeatable, data-driven system
What skills GTM leaders need to thrive in an AI-driven world
How to operationalize cross-functional programs with consistency and trust

Pete brings sharp insights and a systems-driven mindset that will resonate with GTM leaders, RevOps pros, and anyone looking to design smarter GTM.

For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠

Ben on LinkedIn - www.linkedin.com/in/bensalzman

Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Winning by Design Founder Jacco van der Kooij Apr 28, 2025

Show notes

Today’s guest is a GTM legend. We couldn’t be more excited to have Jacco van der Kooij, Founder of Winning by Design, on the podcast.

We explore why most go-to-market strategies fail, how to build a scalable revenue architecture, and why AI will transform sales efficiency. Jacco shares insights from his time leading sales at global companies like Philips and his experience helping high-growth SaaS companies scale through his frameworks like the Bow Tie Model and SPICED.

In this episode, you’ll learn:

Why most GTM strategies fail—and how to fix them with revenue architecture
How AI is transforming sales processes and improving sales efficiency
The biggest misconceptions about data-driven selling
How to balance automation with personalization to build trust

Listen to hear Jacco share tactical insights from decades of experience in GTM - plus why process comes before AI in building a scalable, predictable sales engine.

For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠

Ben on LinkedIn - www.linkedin.com/in/bensalzman

Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Snowflake VP of Growth Marketing Hilary Carpio Apr 22, 2025

Show notes

On today’s episode we’re pleased to have Hilary Carpio, VP of Growth Marketing at Snowflake.

We chat about how Hilary built a scalable ABM program at Snowflake, why marketing and sales alignment is critical for GTM success, and how AI is transforming sales outreach and content generation.

Hilary shares insights from her experience leading growth marketing and demand generation at Snowflake and co-authoring the book Busting Silos.

In this episode, you’ll learn:

Why sales and marketing alignment is the key to GTM success

How Hilary scaled Snowflake’s ABM strategy—and why it worked
How AI is being used to create hyper-targeted ad copy and improve SDR efficiency
Why building a foundation of trust with your sales team drives better outcomes

For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠

Ben on LinkedIn - www.linkedin.com/in/bensalzman
Millie on LinkedIn - www.linkedin.com/in/milliebeetham

SUPERCUT - Who is the smartest person you know, and what did you learn from them? Apr 14, 2025

Show notes

Today's episode is something special - a supercut of answers to our signature final question.

Hear past guest's answer as they share the wisdom they learned from some of the brightest minds in the world.

Let us know, who is the smartest person you ever met, and what did you learn from them?

For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠

Ben on LinkedIn - www.linkedin.com/in/bensalzman

Millie on LinkedIn - www.linkedin.com/in/milliebeetham

ZoomInfo COO, GTM Andrew Riesenfeld Apr 10, 2025

Show notes

Today on the pod, our very own Andrew Riesenfeld, COO of GTM here at ZoomInfo.

We explore how Andrew scaled revenue operations at DocuSign, why outbound is broken, and how AI is reshaping sales efficiency at ZoomInfo, and for our customers.

In this episode, you’ll learn:

Why outbound is broken—and how to fix it with signal-based selling
How to build scalable sales playbooks that actually work
Why a “golden record” is critical for data-driven sales success
How AI is transforming sales forecasting and improving sales efficiency

Andrew shares tactical insights from leading revenue teams at some of the world’s top companies - and why the future of sales is all about precision and personalization.

For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠

Ben on LinkedIn - www.linkedin.com/in/bensalzman

Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Workday Senior Manager, RevOps Mike Madsen Apr 07, 2025

Show notes

Mike Madsen, Senior Manager of Revenue Operations at Workday, is today’s guest.

We explore how AI is reshaping sales efficiency, why the next generation of sales leaders need to think like operators, and how to build scalable, data-driven sales playbooks.

In this episode, you’ll learn:

Why AI is reshaping sales operations and how to make it work for your team
How to leverage first-party and third-party data to improve sales performance
The secret to building scalable sales playbooks that actually work
Why player-coach leadership is the key to building high-performing teams

Mike shares practical advice from his experience leading revenue operations at Workday - plus why data infrastructure is the foundation for any successful GTM strategy.

For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠

Ben on LinkedIn - www.linkedin.com/in/bensalzman
Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Unstoppable Founder TK Kader Mar 27, 2025

Show notes

T.K. Kader, founder of Unstoppable and the original founder of ToutApp (acquired by Marketo), is today’s guest.

We explore why outbound is far from dead, what the greatest GTM leaders have in common, and TK's three pillars of go-to-market success. Listen in to hear TK’s learnings and takes from scaling ToutApp, working at Marketo during its turnaround, and now coaching over 500 founders on GTM strategy.

In this episode, you’ll learn:

The three pillars of GTM success - and why most teams get them wrong
How to leverage AI to make outbound work better than ever
Why referrals are the most underutilized GTM channel
How to align product, sales, and marketing for predictable revenue growth

For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠

Ben on LinkedIn - www.linkedin.com/in/bensalzman
Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Bain Partner Randy Huey Mar 24, 2025

Show notes

How do you simplify complex go-to-market motions and scale sales efficiently? This week on the ZoomInfo Labs Podcast, we sit down with Randy Huey, Partner at Bain and former sales leader at Dell and CVS, to explore how to build high-performing sales playbooks and prepare for the next wave of AI-driven GTM transformation.

In this episode, you’ll learn: