About this episode

Jason Forget discusses the evolution of sales strategies as companies scale and the importance of RevOps and adaptable hiring.

Jason Forget, President and CRO of Cockroach Labs, shares lessons from building revenue organizations from the earliest startup stages through large-scale growth, explaining why sales motions must continuously evolve as companies scale. The conversation explores the role of RevOps as a strategic advisor to leadership, the importance of building a strong middle class of sellers, hiring for adaptability and coachability, and creating cultures where problems surface early.

People in this episode

Guest: Jason Forget

Topics covered

• revenue growth
• sales strategy
• RevOps
• organizational culture
• hiring practices

Keywords

• revenue leaders
• scaling sales
• startup growth
• sales motions
• middle class of sellers

Mentioned in this episode

Organizations: Cockroach Labs

More episodes of Revenue Builders

• Why Deals Die Inside the 10-Yard Line with Randy Riemersma · July 19, 2026 · 10 min
• How Great Sales Leaders Turn Instinct Into a System with Frederik Maris · July 16, 2026 · 1h 5m
• Why Outbound Phone Still Wins When Selling Gets Hard with Greg Casale · July 12, 2026 · 10 min
• Why Fast Growth is a Pipeline to Expose Weak Sales Organizations with Chad Peets and Chris Degnan · July 9, 2026 · 56 min
• What AI Agents Mean for How You Build and Sell Software with Brian McCarthy · July 5, 2026 · 12 min
• The Hidden Cost of False Velocity with Randy Riemersma · July 2, 2026 · 1h 1m

Explore listener stats, chart rankings, contacts and more on the Revenue Builders podcast page.