The Revenue Leadership Podcast with Kyle Norton E46: The RevOps Mind Behind Owner.com's Billion-Dollar Valuation: Steve Dinner
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Sep 10, 2025 Steve Dinner, the VP of RevOps at Owner.com and a seasoned sales leader, delves into the art of building effective revenue operations teams. He highlights the importance of empathy and trust over mere automation, sharing insights on using ride-alongs as a secret weapon. The conversation also covers agile frameworks, strategic hiring tips for CROs, and the critical role of collaboration in aligning business objectives. Steve's blend of experience offers valuable lessons for anyone involved in scaling high-growth revenue teams.
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Dashboard Nudged Better Behavior
- Steve added a dashboard field showing percent of calls into tier-one accounts without telling reps.
- Calls into tier-one jumped from ~45% to ~80% within days, proving people act when given visibility.
Use Ride-Alongs To Find Friction
- Do monthly ride-alongs to observe rep workflows, surface friction, and improve onboarding.
- Use ride-alongs to standardize the front end of a process and free reps to show their artistry later.
Apply Agile To RevOps
- Adopt an Agile operating contract: define sprint length, rituals, definition of done and ready, intake and retros.
- Run two-week sprints with product owners, a PM, and clear handoffs to improve throughput and predictability.
