Gong.io

In this week's episode, we're coming to you from our latest Celebrate Session, featuring Eric Gilpin, Chief Sales Officer at Upwork. Eric shares how his team turns customer insights into better revenue results by improving deal execution, strategic initiatives, and coaching.

Upwork (Nasdaq: UPWK) is the world's largest Work Marketplace with Professionals and Agencies earning more than $3.5 Billion annually. Today 50% of the Fortune 500 along with 800k+ companies around the world leverage Upwork's Work Marketplace. As Chief Sales Officer at Upwork, Eric leads the company’s 400+ global customer facing team members including enterprise and strategic sales, channel development, sales operations, solutions design and delivery, account management, program success and talent solutions. Eric is passionate about building world-class customer facing teams, workforce technology, talent engagement models and global hiring trends. In 2017 and 2018 he was recognized as one of the Industry's top "40 under 40" by Staffing Industry Analyst's Inc. He is also included in the 2020 Top 100 Global Sales Leaders list by The Modern Sale. His unique perspective on the evolution of the human capital industry has been featured in The Wall Street Journal, CNBC, Forbes and at industry-leading conferences including Staffing Industry Analysts’ Executive Forum and the American Staffing Association’s Staffing World. He holds an MBA from Southern Methodist University’s Cox School of Business.

Eric Gilpin

Chief Sales Officer, Upwork

Empowering your team to maximize every opportunity

What skills make an exceptional CRO? In this episode of Reveal, host <a href="https://www.linkedin.com/in/danafeldman/" rel="noopener noreferrer" target="_blank">Dana Feldman</a> sits down with <a href="https://www.linkedin.com/in/robxrosenthal/" rel="noopener noreferrer" target="_blank">Rob Rosenthal</a>, Chief Revenue Officer at <a href="https://www.udemy.com/?utm_source=adwords-brand&amp;utm_medium=udemyads&amp;utm_campaign=Brand-Udemy_la.EN_cc.ROW&amp;campaigntype=Search&amp;portfolio=BrandDirect&amp;language=EN&amp;product=Course&amp;test=&amp;audience=Keyword&amp;topic=&amp;priority=&amp;utm_content=deal4584&amp;utm_term=_._ag_80315195513_._ad_535757779892_._kw_udemy_._de_c_._dm__._pl__._ti_kwd-296956216253_._li_9061193_._pd__._&amp;matchtype=b&amp;gad_source=1&amp;gclid=Cj0KCQjwveK4BhD4ARIsAKy6pMIbH0xVjxmey7WLmSHljqwK_l7HAzjh_njzOiD6ZBUwOotAutmLH5UaAreJEALw_wcB" rel="noopener noreferrer" target="_blank">Udemy</a>, to uncover the core skills and responsibilities expected of a great CRO. With a proven track record at companies like Adobe, SAP, and Bloomreach, Rob brings a wealth of knowledge to the table. Throughout the conversation, Rob shares his insights on staying customer-focused, building strong cross-functional alignment, and learning consistently throughout your career. Mastering these skills is essential for anyone striving to become a top-tier CRO.

Rob Rosenthal

Chief Revenue Officer at Udemy

Udemy’s Rob Rosenthal on the evolving role of a CRO

Great leaders serve their teams, not the other way around. In this episode of Reveal, host <a href="https://www.linkedin.com/in/danafeldman/" rel="noopener noreferrer" target="_blank">Dana Feldman</a> chats with <a href="https://www.linkedin.com/in/adamhcarr/" rel="noopener noreferrer" target="_blank">Adam Carr</a>, Head of Global Sales at <a href="https://miro.com/" rel="noopener noreferrer" target="_blank">Miro</a>. Adam shares his journey from a solopreneur to leading a global sales team of over 300 people across 12 offices. Drawing from his own experience, Adam discusses how to effectively lead teams by building trust and encouraging a culture of experimentation. He also offers advice on advancing your career by making intentional moves that make you a well-rounded leader.&nbsp; At its core, leadership is about elevating others and driving results with purpose.

Adam Carr

Head of Global Sales at Miro

High-impact leadership with Miro’s Adam Carr

Leading with meaning can be difficult in today's business world. But what if we told you that there is a playbook for this? In this episode of Reveal, host Dana Feldman chats with <a href="https://www.linkedin.com/in/hugo-malan-0994191/" rel="noopener noreferrer" target="_blank">Hugo Malan</a>, President at Kelly Services, about how the modern workforce's desire for meaningful work reshapes leadership strategies.&nbsp; Hugo shares his strategic framework—comprised of five pivotal questions—essential for navigating today's changing market landscape.&nbsp; Hugo touches on the vital tools and strategies CROs need to stay ahead, from innovative uses of AI in digital transformation to a practical approach for aligning metrics with business decisions.&nbsp; Because at the end of the day, if you’re not leading with meaning, then you’re not leading at all.

https://www.linkedin.com/in/hugo-malan-0994191?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BJauccb0QROW8g%2FTeeT5uzg%3D%3D

Hugo Malan

President at Kelly Services

Kelly Services’ Hugo Malan on data-driven leadership and metrics that matter

Do you have what it takes to scale globally?&nbsp; In this episode of Reveal, host Dana Feldman sits down with <a href="https://www.linkedin.com/in/amandavining/" rel="noopener noreferrer" target="_blank">Amanda Vining</a>, Global Chief Sales and Customer Officer at <a href="https://www.corporatetraveler.us/en-us" rel="noopener noreferrer" target="_blank">Corporate Traveler</a>, to discuss leadership in diverse and complex international markets. Throughout the conversation, Amanda highlights the importance of communication, empathy, and connection.&nbsp; She discusses the challenges of managing teams across borders and her strategies for fostering a customer-centric approach, integrating sales and customer success, and achieving revenue goals.

https://www.linkedin.com/in/amandavining?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BYXUnJcJKROCgl%2BATnQqBAA%3D%3D

Amanda Vining

Global Chief Sales and Customer Officer at Corporate Traveler

Mastering leadership across continents and cultures with Corporate Traveler’s Amanda Vining

Is your sales team truly set up for success?&nbsp; In this episode of Reveal, host Dana Feldman sits down with <a href="https://www.linkedin.com/in/paul-santarelli-b383b0b/" rel="noopener noreferrer" target="_blank">Paul Santarelli</a>, Chief Sales Officer at <a href="https://pitchbook.com/?utm_source=linkedin&amp;utm_medium=social&amp;utm_campaign=profile_button" rel="noopener noreferrer" target="_blank">PitchBook Data</a>, to discuss his processes for empowering reps and driving real growth. Throughout the conversation, Paul shares pivotal points in his career journey and how those have informed the way he leads and trains at PitchBook.&nbsp; He also discusses the importance of solid processes for frontline managers, practicing proactivity, committing to a habit of hearing, and staying nimble in a fast-paced industry.&nbsp; You won’t want to miss it.

A back-to-basics path to empowering your sales team with PitchBook Data’s CSO, Paul Santarelli

The rules of the revenue leadership game have changed - are you keeping up? It’s a fair question, and—in a field that’s evolving daily—flexibility is your friend.&nbsp; In this episode of Reveal, host Dana Feldman sits down with a friend, colleague, and CRO at Gong <a href="https://www.linkedin.com/in/shanegevans/" rel="noopener noreferrer" target="_blank">Shane Evans</a>,– to discuss top tactics for successfully navigating this new landscape.&nbsp; Throughout the conversation, Shane discusses the power of pivoting in real time, why constant curiosity is a must, and the role AI can play in opening up space for deeper connection and redefined growth. He also shares his own framework for maintaining an efficiency mindset and predictions for revenue teams moving forward.

Shane Evans

CRO at Gong

Staying flexible in an evolving revenue leadership game with Gong's CRO Shane Evans

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The best sales leaders in the world are revealing their points of view, playbooks, and tried and true tactics...only on Reveal: The Revenue AI Podcast by Gong.Join us each month as host Dana Feldman digs deep into the world of the sales leaders she admires and aspires to be from some of the largest and most prominent organizations. Whether you're a CRO or aspiring to be one, these conversations will help you lead teams well, surpass revenue goals, and stay ahead of industry trends.Dana Feldman is the VP of Enterprise Sales at Gong, where she’s building and scaling strategic sales. Before joining Gong, Dana led Amazon's Enterprise & Mid-Market Sales team on the Amazon Business side for over three years. Her extensive experience also includes serving as the Head of Enterprise, Sales Solutions (A/NZ) at LinkedIn, and as a Sales Manager for the Financial Services Vertical at Salesforce.Dana's professional passion lies in disruptive technologies and guiding customers to those transformative "aha moments" that showcase the power of great technology in revolutionizing their businesses. She is dedicated to leading high-performing teams and empowering them to exceed customer expectations. Additionally, Dana is an advocate for women in the workplace, actively promoting diversity and inclusion.

Empowering your team to maximize every opportunity

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Today's Host

Dana Feldman

Today's Guests

Eric Gilpin

Recent Episodes

Empowering your team to maximize every opportunity

DESCRIPTION

Today's Host

Dana Feldman

Today's Guests

Eric Gilpin

Related Resources

Recent Episodes

Udemy’s Rob Rosenthal on the evolving role of a CRO

High-impact leadership with Miro’s Adam Carr

Kelly Services’ Hugo Malan on data-driven leadership and metrics that matter

Mastering leadership across continents and cultures with Corporate Traveler’s Amanda Vining

A back-to-basics path to empowering your sales team with PitchBook Data’s CSO, Paul Santarelli

Staying flexible in an evolving revenue leadership game with Gong's CRO Shane Evans