Pavilion

You've probably made your go-to-market plans for 2025. Now you need a playbook to get there. 🗺️ Keep your momentum rolling at ELEVATE: AKO (February 26, 12-2:30pm EST), Pavilion’s annual virtual event dedicated to AI in GTM, leadership transformation, and profitable, efficient growth. 8 GTM Leaders will guide you through: 🤖 Practical ways to integrate AI into your go-to-market strategy 👥 Leadership frameworks that build resilience and high-performing teams 📈 Steps to streamline operations, maximize returns, and align your revenue org Featured Sessions & Speakers: 🎙️ Carly Pallis (Pavilion) – Pavilion's Vision for 2025 and What's Next for GTM Leaders 🎙️ Russell Mikowski (SurePeople) – True Development Starts with Self Knowledge 🎙️ Varun Anand (Clay) & Sam Jacobs (Pavilion) – Clay’s Growth & the Future of AI-Driven GTM 🎙️ Guy Rubin (Ebsta) – Inside the 2025 GTM Benchmarks: Cracking the Code on Profitable, Efficient Growth 🎙️ Liza Adams, Jonathan Moss & Andy Jolls – Building a Powerhouse Org with Human+AI Teammates 🎙️ Jacco van der Kooij (Winning by Design) – Reinventing GTM for Hypergrowth SaaS in the AI Era Register now to map out your path to success in 2025! ⤵️ https://lnkd.in/ekXRHACf

Congratulations to Steph Reck on her exciting new role as Vice President of Sales & Partnerships at Sonar Software! 🎉 With an impressive track record of over 15 years scaling B2B SaaS companies and building successful partnerships, Steph is poised to make a significant impact in leading the go-to-market strategy for her new organization. Beyond her professional achievements, Steph has been an invaluable member of the Pavilion community. As a Career Enablement Facilitator in our On The Bench group, she has dedicated her time to supporting fellow members navigating career transitions. Her commitment to helping others grow while advancing her own career is what makes Pavilion’s community so special. Wishing you all the success in this next chapter, Steph! 

Many founders make the same mistake when hiring a CRO: they chase the biggest name rather than the best fit for their company’s stage. On the latest episode of Topline Spotlight by Pavilion, Shensi Ding, Co-Founder of Merge, broke down her relentless search for a stage-appropriate CRO and why she refused to settle. She needed someone who could take Merge from SMB to enterprise sales—but most candidates didn’t match the reality of what that would take. 🚩 Some relied too much on brand-name experience without real execution. 🚩 Others weren’t willing to operate in a high-intensity, in-office environment. 🚩 Most weren’t comfortable selling a new category without an established budget. Her solution? ✅ Researching what great CROs actually look like ✅ Personally outbounding and interviewing hundreds of candidates ✅ Being upfront about Merge’s culture and expectations ✅ Trusting her gut, even when her first-choice hire initially declined The result? A sales leader who could actually scale Merge to the next stage. Listen to the full episode to hear more about Shensi’s search. Available on all major podcasting platforms: Apple: https://lnkd.in/e5MUkEuA Spotify: https://lnkd.in/eUePncja YouTube: https://lnkd.in/e45fXSZJ

Are stock options still a smart bet? For years, executives prioritized equity as part of their compensation. But in last year’s Compensation Report from Pavilion, we saw a shift: 📉 Executives perceived their equity to be less valuable than before. 📉 Fewer leaders received stock options in their comp packages. 📉 Many execs opted for cash over equity after being burned by market downturns. What will the 2025 data reveal? That’s where you come in. Help us track the latest trends by taking Pavilion’s Compensation Benchmark Survey. 👉 Take the anonymous survey now to get early access to the results: joinpavilion.com/comp

Hey, Associates! 👋 [and especially our newest, local members...] This Wednesday at noon, please join us for our New Member Welcome & Office Hour, a chance to learn more about what's happening in New York City for Pavilion Associate members, as well as an opportunity to meet your peers. Hosted by the fantastic Jillian Michaleski, Experience Lead for the New York City Associate Steering Committee, this virtual session is here to help you kickstart your Pavilion experience and make the most out of your membership. --Dan Dougherty  --Jennifer Young  --Mariko Longley --Michael Katzman  --Andrew Pabon  --Joseph Kenny --Neal Hruby Please join us, and reach me or Jillian directly if you don't yet have this session on your calendar.

Is outbound sales still a winning strategy, or is it time to move on? On this week’s episode of Topline by Pavilion, AJ Bruno and Asad Zaman take on one of the most debated topics in B2B sales: the future of outbound. Asad argues that outbound sales still works—if you have strong product-market fit. AJ pushes back, questioning whether outbound alone can scale a company in today’s market. They break down: ✅ Why cold call connect rates have dropped ✅ How outbound fits into modern GTM strategies ✅ The rise of nearbound, brand-led growth, and partnerships ✅ What today’s best sales teams are doing differently Outbound has evolved, but has it reached the end of the road? 🎧 Listen in and decide for yourself. Available on all major podcasting platforms: Apple: https://lnkd.in/e5MUkEuA Spotify: https://lnkd.in/eUePncja YouTube: https://lnkd.in/ewnG9mW4

AI is transforming go-to-market faster than ever—so where does that leave revenue leaders? On the latest Revenue Leadership Podcast, host Kyle Norton sits down with Jason Gelman, Operating Partner at Primary Venture Partners and Co-Founder of Jump, to break down the biggest shifts happening in GTM tech and why AI could reshape the entire revenue stack. They discuss: 👉 How AI could replace traditional sales tech (even CRM as we know it) 👉 The biggest mistakes startups make when scaling too early 👉 What separates a good CRO from a great one 👉 Why not every startup should take venture funding—and what to consider before raising With over a decade in RevOps and now working with top founders at Primary Ventures, Jason brings a unique operator-turned-investor perspective on how revenue teams must evolve. 🎧 Available now on all major podcasting platforms: Spotify: https://lnkd.in/e_3tzysb Apple Podcast: https://lnkd.in/ekgi_ufK YouTube: https://lnkd.in/e2bXctX3

Hey, Associates! 👋 Three 3️⃣ spots have opened up for next week's Mentorship Mixer. Would you like to participate? On Thursday, February 27, Pavilion NYC will host an exclusive evening of networking, connection, and career growth. This special program brings mentors and mentees—you—together, to discuss real-world challenges, to engage in dynamic discussions, and to gain valuable insights and actionable answers. Our mentors include: --🐰 Jen Igartua – CEO, RevOps [Go Nimbly] --Peter Bonney – CEO [Fastbreak RFP] --Michael H. – CEO, Sales [PastSight] --Alex Grace – Sales [Arta] --Deidre Hudson – Marketing [YELL] --Mike Raley – Marketing [Coveo] --Corinne Bartow – Partnerships [Singletrack] --Ejieme Eromosele – Customer Success [Quiq] You'll have an opportunity to speak with all of them, as well as explore longer-term mentor-mentee relationships. Bring your questions, and don't miss this unique opportunity! 📅 : Date: Thursday, February 27 ⏱️ : Time: 5:30–7:30 PM 📍: Location: WeWork, 199 Water Street, Manhattan 💰:Cost: FREE 🥤: Refreshments to be provided Acknowledgments: Special thanks to Singletrack, a capital markets CRM, and Fastbreak RFP - Cognitive Proposal Management, a cognitive proposal management platform, for hosting us at WeWork. Sign up: Please act quickly and reserve your spot while they last! (See link below👇, or contact me directly to get on the waitlist.) https://lnkd.in/eyifBJgf

B2B marketing is at a crossroads. For years, marketing leaders have fought to prove their value beyond lead generation. But a growing tension is emerging: 👉Brand-building vs. pipeline obsession 👉Long-term strategy vs. short-term revenue goals 👉CMO leadership vs. the rise of the CRO A viral LinkedIn post last week put Pavilion at the center of this debate, arguing that marketing is being pushed into a sales-support role. So, is marketing really losing its power? Or is this just part of the natural evolution of go-to-market strategy? Hosts Sam, AJ, and Asad unpack all of this on the latest Topline episode—listen below 🎧 Apple: https://lnkd.in/e5MUkEuA Spotify: https://lnkd.in/eUePncja YouTube: https://lnkd.in/ewnG9mW4

Partnerships are no longer a supporting function—they are a driving force behind business growth. Companies investing in partnerships and adopting ecosystem-led growth (ELG) are 24% more likely to meet or exceed their revenue targets.  (Crossbeam x Pavilion The Future of Revenue) Yet, partnership leaders often face complex challenges, from scaling programs efficiently to measuring ROI and securing internal buy-in. Despite these obstacles and often lacking representation in strategic decision-making conversations, these leaders are building thriving ecosystems, driving organizational change, and reshaping the future of business. That’s why were proud to present Pavilion’s list of 50 Partnership Executives to Watch in 2025…