Allison Metcalfe's path to CRO was built on systems thinking, multiplier leadership, and a journalist's instinct for "why." In this episode, Kyle and Allison talk through what separates good revenue leaders from great ones, and how to actually lead peers and execs, not just manage them. And maybe we shouldn't tell you this, but… Allison even reveals her hardcore alter-ego that helps her better ride the highs and lows in the CRO role.

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Chapters:

01:47 Allison Metcalfe's Career Journey

03:41 Non-Traditional Path to CRO

05:16 Architecture Thinking and the AI Era

07:25 Systems Thinking and Curiosity in Revenue Leadership

09:01 Managing Executive Relationships

10:56 Discovering Multiplier Leadership

18:44 Decision-Making Without Consensus Paralysis

24:30 Building Healthy Executive Relationships

30:11 Authenticity and Connection in Remote Work

33:09 Using Enneagram for Team Understanding

38:00 Radical Empathy Across Departments

46:27 Collaborating Effectively with Finance

53:21 Navigating 2026 Planning Conflicts

58:26 Data-Driven Decision Making and Change Management

01:03:32 Quick Fire: Career Lessons, Alter Egos, and Book Recommendations

E66: Becoming a CFO Whisperer & Revenue Architect (Allison Metcalfe, CRO @ Zenoti)

The Revenue Leadership Podcast with Kyle Norton