Sales PWR Hour: Founder-Led Sales to Structured Scale

​Founder-led sales can drive early traction, but as growth accelerates, cracks begin to show; inconsistent forecasting, stalled deals, unclear metrics, manual processes, and mounting operational drag.

​In this session, Joe Gelata will explore when startups typically hit revenue friction and how to recognize the signals that it’s time to build a Revenue Operations function. He’ll share a practical framework for structuring a RevOps team, defining its mandate, and focusing it on the systems, insights, and processes that enable predictable growth, not just CRM administration.

​What Attendees Will Learn:

• ​The common growth milestones where revenue friction appears

• ​Early warning signs that RevOps is needed

• ​How to define RevOps beyond “CRM management”

• ​The core pillars: data, process, systems, and alignment

• ​How to transition from founder-led sales to scalable GTM infrastructure

​Perfect for founders, early-stage CEOs, revenue leaders, and operators preparing for their next stage of growth.

​Joe is a Revenue Operations leader with experience building scalable go-to-market infrastructure inside high-growth technology companies. He specializes in turning founder-driven momentum into structured, repeatable revenue performance.