Mark Kosoglow has built revenue organizations at every stage; from a 100% commission territory seller to first employee at Outreach to CRO at Catalyst to founding Operator. Now eight months into running revenue at Docebo, a publicly traded LMS company doing $230M ARR, he's applying everything he's learned across both sides of the bow tie.

In this episode of CRO Stories, Rachael Bueckert sits down with Mark for a conversation on the forecasting system that eliminated the "haircut of the haircut" problem, the enablement nine-box matrix that caps rep training at 20 points per quarter, how signal-based outbound took reply rates from 2% to 16%, why he inspects his own managers twice a year, and the post-sales framework he says most CROs completely ignore.