SaaStr 789: What to Expect from a New CRO with Kathy Lord, CRO at Zensai and Jason Lemkin, SaaStr CEO and Founder

This interview podcast focuses on what to realistically expect from a Chief Revenue Officer (CRO) during their first 90 days. The discussion begins with a debate on whether Demand Generation should fall under the CRO, concluding that it's a distinct discipline best handled separately, especially in scaling companies. The main portion details the expectations for a CRO versus a VP of Sales in their initial 90 days, highlighting the importance of understanding the company's stage and aligning on a multi-quarter action plan. Kathy Lord, the CRO of Zensai, shares her experience and provides three key takeaways: clarity on organizational needs, cross-functional alignment, and empowering the revenue leader. The podcast concludes with advice on CEO involvement in sales and the importance of a thorough alignment process before a CRO starts.