Heather Robinette, MBA

Up until 2021, my career was centered on Marketing. I went to school for marketing, the first part of my career was in marketing, and everything seemed to be on track.

Then, in 2021, I was laid off as a Director of Marketing for a tech startup after roughly 60 days. Everything happens for a reason, right?  

I had the unique opportunity to spend time reflecting on my career and figure out what I really wanted to do next. And looking back, it all makes sense now.

In my previous role, the projects and tasks I enjoyed working on the most were centered around operations. 

After 2 short months, I was hired into a Marketing Operations role, and by day 3 (seriously), it became a Revenue Operations role as I started working with the sales, marketing, and customer success teams. 

Needless to say, Revenue Operations found me! 

A few highlights have been:
• Creating a Revenue Handbook to document and operationalize the global sales process 
• Building email automation and lead routing to help increase efficiency for the marketing team and decrease speed to lead time for the sales team
• Developing a First Touch/Last Touch Attribution model to reduce human error, improve reporting accuracy, and better illustrate pipeline contributions

Senior Revenue Operations Manager

AppOmni is the leading provider of SaaS Security Management software. AppOmni provides unprecedented data access visibility, management, and security of SaaS solutions, enabling organizations to secure mission-critical and sensitive data. AppOmni’s patented technology deeply scans APIs, security controls, and configuration settings to evaluate the current state of SaaS deployments and compare against best practices and business intent. With AppOmni, organizations can establish rules for data access, data sharing, and third-party applications that will be continuously and automatically validated.

☁️ Cliff Simon

RevOps-as-a-Service ® | We Make RevOps Easy!℠ | GTM & RevOps Leader | Advisor

With nearly two decades building revenue engines across Fortune 20 companies and high-growth startups, Cliff specializes in GTM strategy and fractional leadership for SaaS companies navigating rapid scale. HubSpot recognized him as a 2024 Modern Sales Leader, and Pavilion named him a Top 50 CRO to Watch in 2024. He’s also won several awards for his work in RevOps. 

Outside of work, Cliff is married and lives with his wife and three small children. He keeps active playing soccer & hockey, woodworking, and volunteering with their local church.

Revenue Council Member

Just finished up the P&L Fluency course from Pavilion.

It was refreshing to take a course that took things we all already knew to be true and made it real for the new paradigm, this world where growth and ebitda dont always tell the entire story. 

Being in the CEO seat for the first time has given me an additional layer of appreciation to managing the P&L. Thankful for the continued learnings and perspective.

Thanks to Sam Jacobs for putting it together and to all in the class for the quality dialogue in the chat.

He started in Wall Street boiler rooms in the ‘90s, back when pressure closed deals and buyers didn’t have Google in their pocket. Now he’s built 21 sales orgs from scratch. Went 18–3. He’s hired, fired, coached, rebuilt, and done the 500-dials-a-day grind himself.

This week on Loadstar, I sit down with Joe Fontana 🐘. Sales leader, operator, builder, the designated “Ted Lasso of Sales.”

We get into:
Why “always be closing” is outdated
Why you don’t need to know the product to close the deal
The difference between being liked and being trusted
And why cutting corners in SaaS will follow you… fast

If you’re still selling like it’s 1997, give this a listen.

#RevOps is no longer just about systems, it’s about growth.

The shift is here: Top operators are moving beyond planning to become strategic drivers using AI, automation, and technical expertise.

I’m thrilled to join Anne-Charlotte Chauvet (Head of RevOps @n8n
 and Antoine Fort (CEO Qobra) to discuss how the RevOps role is evolving.
What we’ll cover:

- RevOps as a core growth lever (not just support).
- How AI & automation are scaling execution.
 -Why technical fluency is the new must-have skill.


https://lnkd.in/ePbsPbqv

New Lodestar podcast episode is live with 🧩 Britt White, Co-Founder & President of Tandem.

Britt’s path is unconventional.

She started in tech sales selling mainframes, then pivoted into education and became a principal. Joined Smartpass as the first full-time employee where she ran GTM, sales, and customer success.

They grew from ~$2M ARR to just under $10M in three years, scaled to ~40 people, and ultimately sold the company.

Now she’s building again, this time tackling one of the hardest problems in education: IEP management.

We talk through this major transition, as well as Britt's thoughts on:

• Why AI only works on clean workflows
• Selling into K-12 through partnership
• Hiring former educators to win trust
• Manual-first before automating
• Owning the P&L and managing cash

This one is a true masterclass in operator discipline and focus.

Watch or Listen here: 

Youtube: https://lnkd.in/eynpNBJc

Joe Fontana 🐘 has been in sales since 1993.

He got his start in Wall Street boiler rooms, teaching stockbrokers how to talk like actual human beings. At the time, the seller had the power. Scripts. Rebuttal binders. Pressure.

Now? The buyer owns the data. They’ve read the reviews and compared the vendors. They don’t need you for information.

Joe says the shift is simple: We moved from “always be closing” to “always bring clarity.”

Charm doesn’t win anymore. Competence and trust do. You have to make the buyer the hero.

He’ll tell you:
You don’t need to be liked to win business. You need to be trusted.
If you can’t solve the problem, introduce someone who can.
In SaaS, if you’re shady, the market will know by Friday.

Joe’s advice is simple: Treat your buyer the way you want to be treated.

It sounds obvious, but it’s not common.

This one’s a good one. Give it a listen.

Youtube: https://lnkd.in/er-CykJr

Open video: "You're Doing Sales Wrong" - Lodestar S1E11 Joe Fontana on youtu.be

"You're Doing Sales Wrong" - Lodestar S1E11 Joe Fontana

New issue of Lodestar is live.

This week we get into:
• The growing gap between AI expectations and operational reality
• Why platforms like Salesforce and HubSpot saw massive AI optimism priced in, and what that means for operators
• RevStar in Toronto this June
• Our upcoming AI Workshop with Alfa & Pavilion on March 4th
• Our upcoming Hackathon with 645 Ventures & Zapier (shout out for best LI profile pic) on March 24th

Go check your inbox 📬

Not subscribed?
👉 Get in the loop: https://lnkd.in/eQn9Cb-W

Additional registration links in the comments

I’m happy to share that I’ve obtained a new certification: Introduction to P&L Fluency from Pavilion!

taplio

The Battle

Heather Robinette, MBA

☁️ Cliff Simon

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The Battle

Heather Robinette, MBA

☁️ Cliff Simon

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}☁️ Cliff Simon's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance Score☁️ Cliff Simon's LinkedIn Performance