『Ep. 139 - How Great CROs Build Revenue Engines That Actually Scale with Lance Haffner - Part 1』のカバーアート

Ep. 139 - How Great CROs Build Revenue Engines That Actually Scale with Lance Haffner - Part 1

Ep. 139 - How Great CROs Build Revenue Engines That Actually Scale with Lance Haffner - Part 1

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General Description:The path to becoming a Chief Revenue Officer doesn’t always begin in sales. In this episode of Selling Intelligence, Lance Haffner, Chief Revenue Officer at Papaya Global, shares how an unconventional career through staffing, recruiting, and HR prepared him to lead one of the most important functions inside a modern SaaS company.Lance explains why great revenue leaders must think like business operators first and sales leaders second. Drawing on his experience as Papaya Global’s first CRO, he discusses how understanding talent, operations, and organizational strategy creates a stronger foundation for scaling revenue than focusing on sales alone.The conversation also explores the evolution of the CRO role, why today’s revenue leaders must oversee the entire revenue bow tie instead of just the sales funnel, and how Revenue Operations has become one of the most strategic functions in modern go-to-market organizations. Lance shares practical insights on aligning marketing, sales, customer success, and product while avoiding common scaling mistakes as companies expand into new markets.What You’ll Learn:Why some of the best CROs come from unconventional career pathsHow an HR background can create stronger business leadersThe difference between managing sales and leading revenueWhy the modern CRO owns the entire revenue lifecycleHow the revenue bow tie changes the way organizations scaleWhy Revenue Operations has become the CRO’s most strategic partnerHow to identify gaps across the entire customer journeyBest practices for expanding into enterprise, mid-market, and SMB segmentsWhy every go-to-market motion requires its own operating modelHow product, marketing, sales, and customer success must work together to drive growthKey Topics:Chief Revenue Officer responsibilitiesFrom HR to CROBusiness-first leadershipStrategic HRRevenue bow tieRevenue OperationsSales and marketing alignmentCustomer lifecycle managementSaaS revenue strategyEnterprise salesMid-market expansionSMB go-to-market strategyProduct marketingMarket segmentationRevenue growthOrganizational designScaling SaaS companiesPapaya GlobalGuest:Lance Haffner is Chief Revenue Officer at Papaya Global, where he leads the company’s global revenue organization. Before becoming CRO, Lance built his career across staffing, recruiting, HR leadership, general management, and revenue operations. His unique perspective allows him to connect talent strategy, business operations, and revenue growth into a unified go-to-market approach that helps organizations scale more effectively.Resources Mentioned:Papaya GlobalRevenue Bow Tie FrameworkRevenue OperationsProduct MarketingEnterprise SaaSCustomer SuccessTwo Millimeter Club#SellingIntelligence #RevenueLeadership #ChiefRevenueOfficer #RevenueOperations #B2BSalesMark Petruzzi (00:29)Welcome to Selling Intelligence. This is the full conversation with Lance Hafner, Chief Revenue Officer at Papaya Global. We have broken it into chapters in the description. Take it from the top or jump into the segment most relevant to where you are today. Enjoy the show.Welcome to Selling Intelligence. I'm Mark Petruzzi.KK Anderson (00:51)And I'm KK Anderson.Mark Petruzzi (00:53)Most people who end up running revenue for a company came up through sales. Our guest today didn't. He started in staffing and headhunting, crossed into HR, and built his way into the C suite from a function most operators treat as compliance, not growth.KK Anderson (01:10)Lance Hafner is Chief Revenue Officer at Papaya Global, a global payroll and workforce payments platform, where he's the first person ever to hold that title. Before Papaya, he ran general management and then revenue for a large payments and payroll business. After building his early career full cycle and staffing sales, he's also one of the most hands-on AI users we've talked to on this show, using it daily.To diagnose his own sales team's performance, Lance, welcome to Selling Intelligence.Lance Haffner (01:41)Thanks, KK Mark. Happy to be here.KK Anderson (01:43)We are thrilled to have you. Let's let's dive right into our first topic and would love to learn about your journey from HR to CRO, which is certainly an unconventional path for the C suite. And you started in staffing and headhunting sales, moved into HR, you ended up running revenue for large business units. What's kind of the through line between those roles thatYou didn't see at the time you were on the journey, but when you look back now you can see it clearly.Lance Haffner (02:12)Yes, yes. So great question. And thanks again for having me today. I like to say when people see my HR background in my profile or we're having, a conversation, the us I would say eighty percent are a bit shocked, but to your point, unconventional. You're an enigma, Lance, and I agree with that. you don't you don't see it. But there are a few of us out there, we exist. so I as you said, I cut my teeth in in staffing.And ...
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