Today’s top CROs are operating in one of the most dynamic markets in recent memory. Economic uncertainty, shifting buyer behavior, and evolving team structures have reshaped the role of the revenue leader (and raised the bar for what great looks like.)
To understand how modern CROs are navigating this landscape, we asked a simple set of questions to Pavilion’s 50 CROs to Watch:
- What moment or move accelerated your path to becoming a CRO?
- How do you build resilience into your revenue strategy?
- What’s one thing you’ve learned the hard way as a CRO?
The responses we received revealed not only what these leaders do, but also how they think and how they step into opportunity, design for durability, and evolve through experience. The result is a clearer picture of what it takes to lead revenue today: clarity, trust, and the willingness to rethink what’s always worked.
Here’s what they had to say…
The Path to CRO Is Often Unscripted, but Never Accidental
No two career paths looked the same. But one thing united these leaders: they were ready when it mattered most.
For Eric Benson, CRO of Thales Cybersecurity Products, the moment came when he was asked to step into a global leadership role on short notice. “You’ve got to be prepared when the chance comes,” he said. “Just like in sports, if someone gets injured and you sub in, you’ve got to be in shape and ready to play.”
Vaughn Mordecai, CRO of Mindmatrix, didn’t follow a traditional path either. He stepped up during a company inflection point—not because he was the loudest, but because people trusted him to lead. “I became the default answer to, ‘What should we do next?’ That moment changed everything.”
For others, like Bob More of Indico Data, the catalyst was mentorship. “I worked with incredible leaders who challenged me, invested in me, and modeled the path forward. That made all the difference.”
Those early lessons in mentorship became the blueprint for how he now builds and scales revenue teams across global enterprises.
Additional resource: If you're stepping into the CRO seat—or preparing for the leap—our new resource can help. Download Pavilion’s Guide to Succeeding in Your First 90 Days as a CRO, packed with insights from seasoned leaders on how to align fast, earn trust, and drive results from day one.
Resilient Revenue Strategies Start With Precision, Not Volume
Every CRO we spoke to agreed: growth alone isn’t enough. In today’s market, the goal is durable revenue that persists, adapts, and scales under pressure.
Many of these CROs once believed growth was a volume game. But today, they’re trading quantity for quality, motion for precision, and forecasts for insight.
Hayden Stafford, President & CRO at Seismic, laid out the framework: disciplined forecasting, segmented go-to-market strategies, and deep customer intimacy. “In tough markets, trusted relationships become everything,” he said. “You can’t grow by shrinking.”
Mukul Kaushik, CRO at Trackier, takes a three-pronged approach: “Diversification across products and customer segments, real-time visibility into performance, and defensibility through customer success and product stickiness.”
Vaughn Mordecai emphasized the strategic role of partnerships. “Partners are embedded in the market. They see shifts before they hit your pipeline. That distributed intelligence helps you adjust faster and pivot early.”
Bob More focused on operational leverage. “The growth-at-all-costs mindset is over. Today, it’s about working smarter, not just harder. That means doing more with the team you have and aligning to what matters most at the board level.”
Additional resource: Want to go deeper on building durable, scalable revenue engines? CRO School is Pavilion’s cohort-based program designed to help revenue leaders master forecasting, team design, board communication, and more
Hard Lessons Shape Stronger, Smarter Leaders
Leadership at the CRO level brings a steep learning curve. Each leader shared lessons that changed how they operate—and how they lead.
For Stafford, it was learning that speed without clarity can backfire. “I used to think the fastest path to growth was more reps, more deals, more motion. But scalable revenue requires precision before scale,” he said
Kaushik discovered that revenue bottlenecks are often people-related. “You can’t scale revenue faster than you can scale trust. I wish someone had told me to spend as much time building my people as I did building the forecast.”
Mordecai learned the hidden power of partnerships. “I wish I’d leaned into them earlier. Trusted alliances can accelerate outcomes in ways direct selling can’t. Once you get it right, it changes everything.”
And for More, the lesson was about staying agile. “Technology changes fast. Just when you think you’ve figured it out, something new disrupts the model. You can’t get too comfortable in your current playbook.”
Behind every revenue number is a team. The best CROs know their job isn’t just to hit targets—it’s to create the conditions where people can do the best work of their careers.
Additional resource: Want more advice on thriving as a first-time CRO? Listen to Kyle Norton’s interview with Catie Ivey, CRO of Walnut, on the Revenue Leadership Podcast for candid insights on CRO career transitions, leadership lessons, and what it really takes to succeed in your first CRO role.
Takeaways
- Be ready before you're needed: The best leaders step up when it counts because they've prepared for the moment.
- Build for durability: Revenue resilience comes from operational rigor, customer intimacy, and a diversified approach.
- People are the engine: High-performing teams thrive on clarity, trust, and investment.
- Partnerships are leveraged: External ecosystems expand reach, offer early signal, and reduce risk.
- Precision over speed: Sustainable growth starts with focus, not volume.
Thank you
This blog was made possible by Pavilion’s 50 CROs to Watch. Special thanks to the following leaders for sharing their insights:
Pavilion’s 2025 CROs to Watch
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Meet the 50 CROs to Watch in 2025
