In Depth Why 90% of CROs will fall behind in the next 2 years | Stevie Case (CRO, Vanta)
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Feb 19, 2026 
Stevie Case, CRO of Vanta and former pro gamer turned sales leader, shares a nontraditional path into revenue leadership. She discusses why early revenue hires fail. She explains what top CROs actually do. She reflects on a scaling mistake at Vanta and why the company stays sales-led. She debates AI versus humans in go-to-market and planning 24–36 months ahead.
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Expertise Can Be A Hiring Trap
- Hiring for specific subject-matter expertise often fails because candidates apply familiar playbooks to your unique business.
- Grit and cultural fit outperform presumed domain knowledge when scaling new models.
Centralize Repeatable Work, Decentralize New Bets
- Centralize repeatable, localized product-market-fit playbooks to capture efficiency and consistency.
- Decentralize new-product, new-geo, or new-segment teams so they can iterate without being pulled into the core engine.
Separating Enterprise To Succeed
- Vanta failed initially to move upmarket by giving enterprise leads to the core transactional team.
- Separating enterprise into its own leadership and embedding it near product unlocked momentum.