From Individual Contributor to Inspiring Leader: Building Winning Sales Cultures with Alyson Baber

Rev Ops Revolution, SaaS, Go To Market, Startups, Tech Growth Revenue Operations Conversations

In today’s episode of Rev Ops Revolution, host Jesse Morris sits down with sales leader and coach, Alyson Baber. From leading high-performing teams at major organizations like Intuit, Zoom, and Outreach to coaching the next generation of go-to-market leaders, Alyson brings a wealth of experience, wisdom, and a uniquely candid perspective on leadership.

The conversation covers everything from starting new sales divisions from scratch to building winning team cultures, navigating critical decision-making under uncertainty, and the evolving challenges of sales leadership—especially in a remote-first world. Alyson also shares personal stories, her favorite leadership mantras, and how she stays grounded and resilient through professional and personal challenges.

Key Topics Covered:

Alyson’s Leadership Journey:

Transitioning from a chemical engineer to leading sales at top tech companies

Lessons from launching new teams and divisions (Intuit, Zoom during the pandemic, and more)

Building Winning Cultures:

Why trust and process are as vital as product

Celebrating small wins and reinforcing team momentum

How losing, not activity metrics, kills culture

Pipeline & Performance:

Metrics that matter and why pipeline is king

Balancing activity-based cultures and outcomes-driven results

Leading Through Change and Uncertainty:

How to make tough decisions with incomplete information

Handling layoffs and major organizational changes with empathy and integrity

Coaching teams through chaos and fostering psychological safety

Leadership Mindsets:

Alyson’s favorite mantras (“Smooth seas don’t make skilled sailors,” “Progress, not perfection”)

The importance of strategic focus and letting go of perfectionism

Shifting from execution to empowerment as a leader

From Individual Contributor to Leader:

The hardest transitions for new leaders

Why knowing your “secret sauce” matters and hiring for blind spots

Coaching vs. telling—how to ask the right questions and develop your team

Memorable Quotes

“You can have the best product, but without the right process, expectations, and trust, you’ll never get results.”

“Losing kills culture. Winning begets winning.”

"Progress, not perfection. Focus on the small things along the way.”

“As a leader, your job is not to do the work, but to empower your team to execute.”

“Say no to more things so you can say yes to the right things... and have more fun.”

Resources & Links

Follow Alyson Baber on LinkedIn https://www.linkedin.com/in/alysonbaber/

Jesse Morris on LinkedIn https://www.linkedin.com/in/jessemorris1/

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