First Manager Lesson: Stop Doing Reps' Work

Climbing from individual contributor to CRO requires far more than strong execution. It demands disciplined leadership, intentional systems, and the ability to scale through complexity. In this replay episode, Carlos de la Torre joins John McMahon to unpack lessons from decades of enterprise sales leadership, including how he evaluates CRO opportunities, why complex selling environments demand sophisticated go-to-market engines, and how pipeline generation, leadership hiring, and management operating rhythm drive sustainable growth. Carlos also shares hard-earned insights on developing leaders, avoiding common scaling traps, and protecting personal sustainability as organizational demands increase.

Carlos Delatorre is a seasoned sales leader with over 25 years of enterprise software and SaaS experience. He has served as CRO at MongoDB (driving 100%+ annual revenue growth), TripActions/Navan, and ClearSlide, and as CEO of Vera. Carlos is also an active investor and advisor to high-growth software companies including Starburst, Outreach, and Modern Treasury, and serves on the board of Yalo.

Connect with Carlos:

• LinkedIn

Force Management resources on scaling predictably:

• The Predictable Revenue Framework: Guide for Leaders

Key takeaways from this episode: 

• 04:18 - The three non-negotiables Carlos uses to evaluate a CRO role: a market big enough to scale, a product that delivers real business value, and a leadership team capable of growing with the company.
• 06:43 - Why complex selling environments require more than great reps, and how elite go-to-market engines translate technical products into business outcomes across multiple stakeholders while navigating internal politics.
• 20:47 - The MongoDB lesson every scaling CRO needs to hear: why waiting 6-9 months too long to hire senior leaders creates capacity gaps, forces Q4 heroics, and caps your upside.
• 34:00 - How defining clear stage criteria, tailoring messages by persona, and training the entire team on a single system fuels consistent 100%+ growth.
• 41:44 - What to analyze after the quarter closes: how revenue mix, productivity per AE, and stage conversion rates reveal which reps and behaviors are actually driving outsized results.
• 49:12 - Why blocking time by day, week, month, quarter, and year is the only way to protect focus and maintain execution.
• 54:56 - Staying connected to what’s really happening in the field, why office walks, open office hours, and time on sales calls give CROs earlier signal, better coaching moments, and stronger strategy.

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

Connect with Us: 

• LinkedIn
• YouTube
• Force Management