Episode 45 of The SaaS Sales Performance Podcast saw **Kevin Knieriem **of Clari come on to the podcast to share some insights from his current role as CRO.

For the full podcast, check out the episode here.

In this episode, we cover...

1. Kevin’s journey from university to heading up revenue operations at Clari.
2. How to foster a healthy internal promotion culture through mentorship.
3. How a company the size of Clari organises their internal team structure.

Kevin Knieriem is currently EVP & CRO at Clari, a leading revenue operations platform. Since completing a degree in food marketing, Kevin’s journey led him through software development before settling on sales and working at companies such as SAP and Oracle.

Here are some of the key insights from the conversation.

• As a revenue operations platform itself, working at Clari offers a unique opportunity.

”We're not just thinking about developing sales talent. We're here to develop go to market talent. We essentially are there to make the lives of other sellers more productive, more efficient, more predictable, more connected.”

• Sales enablement teams are vital for ensuring communication to each division.

”Every time you pivot as a company, you acquire a new solution, you roll out a new solution, you learn to sell in a different way: you need a nimble enablement team that is connected to the revenue operations process, that can actually get your sellers, your solution engineers, your customer success teams, your AMs to quickly close the gap.”

• When looking to promote or hire someone to management, look for these key traits.

”Sometimes the best seller isn’t the best leader. And so the first things to think about those individual contributors: are they helping others? Are they participating in the interview process? Are they bringing innovative thinking? Are they leading beyond their role? Once you identify them, your job is to provide them with mentorship and help them grow in their capacity.”

The best place to find Kevin is on LinkedIn.

See you next week!