How Revenue Leaders Scale Beyond Hero Sellers with Jason Forget
Revenue growth becomes harder to sustain when leadership relies on a handful of top performers, inconsistent processes, or reactive decision-making. 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. Jason also shares how open-source adoption can be transformed into enterprise-wide business outcomes through disciplined account planning, executive engagement, and scalable go-to-market execution.
Jason Forget is President and CRO of Cockroach Labs and has spent his career building revenue organizations from multiple vantage points, including finance, RevOps, sales, and executive leadership. That uncommon path has shaped his approach to predictable growth, helping companies scale from early-stage startups to enterprise revenue organizations through operational discipline, coaching, and repeatable sales systems.
