Rob Massa has been a CRO four times over more than a decade, seeing the role shift and change many times, and he's blunt about it: the old SaaS playbook is dead.
At Juro, he’s building the opposite.
A leaner team, higher quotas, no SDRs at all, and revenue growing faster than it ever has.
The turning point came about a year ago, when Juro’s CEO asked every department head the same question: if you were building your team from scratch today, knowing what you know now, how would you build it?
In this episode, Rob shares what that actually looked like, including replacing SDRs with an AI system, flattening his management structure so senior people report straight to him rather than through layers, and promoting from within rather than betting on outside hires who don’t know the business. He’s equally candid about what didn’t work the first time and the real challenges of turning peers into people you manage.
Tune in for candid reflections from a decade in the CRO seat.
📚 Episode Chapters:
04:15 – The evolution of the CRO role & skills needed
11:00 – Impact of AI on team structure and decision-making
19:30 – Promoting talent from within the org
24:50 – The future of SDRs & AI
32:00 – Advice for aspiring CROs
🎧 Continue listening…
Make sure you listen to Bethany Ayers on designing an AI-first Business
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