Kyle Norton

📈 CRO 📈 @ Owner.com (Hiring), SaaS GTM Advisor & Investor

As CRO for Owner.com, Kyle leads a team of world class go to market professionals who help independent restaurants grow their direct, online takeout and delivery channels. He currently owns the sales, partnerships, onboarding, demand gen, revenue operations and enablement portfolios.

Kyle is also a Limited Partner (GTM Fund, Stage 2 Capital), Advisor, and Angel Investor for several SaaS-focused funds and startups, where he shares his insights and expertise on scaling, selling and servicing SaaS products.

Additionally, Kyle is a founding member and Co-Chapter Head of the Toronto chapter of Pavilion, a global community of revenue leaders and operators and host of the Revenue Leadership Podcast.

💥 Owner.com Sales Open House 💥 

I'm in town next week and hosting a Sales Open House on Thursday, January 15th, 2026 at 6:00-8:30 PM ET! 

Come check out our brand new Toronto Sales Hub located at 185 Spadina Avenue, 3rd Floor, Toronto for an evening designed specifically for early career sales professionals in the community, with a special focus on Sales Development Reps (SDRs) and Business Development Reps (BDRs).

🗣️ Hear directly from those who’ve done it and what it really takes to go from XDR → AE → Leadership
🤝 Networking with local sales professionals
🍕 Food, drinks and opportunity to meet like minded folks in your sales community!

🚀 Drop in & meet our team, mingle with other sales professionals in Toronto, and be part of this amazing sales community!

If you’re planning to attend, please fill out the registration form below to secure your spot.

📈 CRO 📈 @ Owner.com, Host of the Revenue Leadership Podcast & SaaS GTM Advisor & Investor

🏢🏢🏢 I'm hiring an Office Coordinator! 🏢🏢🏢

With our beautiful new Toronto HQ now humming and a massive sales hiring push underway (20+ reps in the next 75 days), we need someone exceptional to help make this office run like a well-oiled machine.

Owner.com is on a roll right now and we're gearing up for a transformational 2026. A big part of that transformation is building a world-class in-person experience for our Toronto team.

I'm looking for a proactive, detail-obsessed Office Coordinator who takes genuine pride in creating a space where people love to work.

What you need to know about this role at Owner:
🌍 You'll be the heartbeat of our Toronto office. From ordering supplies to coordinating catering to greeting guests — you're the person who makes the magic happen behind the scenes.
🎉 You'll help plan and execute incredible events. Team lunches, offsites, team-building activities — you'll be instrumental in bringing our culture to life.
🛠️ You're tech-savvy and solutions-oriented. Wi-Fi acting up? Conference room AV issues? You're calm, resourceful, and get things sorted.
💙 When we say we're customer obsessed, that extends to our internal team too. You genuinely enjoy creating a welcoming, seamless experience for employees and visitors alike.
🏆 We hold a high bar. This is a performance culture and we expect effort and outcomes. There's pressure in that but you also get to be part of a winning team.
💵 We pay competitively. $96,000 – $127,000 CAD base plus a generous pre-IPO equity package.
🚀 Low ego, high ownership. You're willing to jump in wherever needed — nothing is beneath you and nothing falls through the cracks.

As always, I'm really grateful for the incredible candidate volumes we receive on applications but it's really tough for us to get back to the right candidates in a timely manner. With that in mind, please only apply if:
1️⃣ You have prior experience in office coordination, office management, hospitality, or similar operational roles.
2️⃣ You're genuinely warm, service-oriented, and take pride in creating an exceptional office environment.
3️⃣ You're organized, detail-obsessed, and can juggle multiple priorities without dropping balls.
4️⃣ You are located in Toronto or can relocate. This is 100% in-office.
5️⃣ You're comfortable working beyond standard 9-5 hours when events require it and can handle light physical tasks (we've got an office move coming up!).
6️⃣ You friggin LOVE operations and are energized by solving problems, building systems, and making people's work lives better.

If this sounds like the type of environment that you want to be a part of, shoot me a message and apply below.

I noticed something at 10:30pm last Tuesday that I can't stop thinking about.

One of our Biz Ops team members requested a Slack app install for a side project. It was 1:30am his time. No deadline. No one breathing down his neck. 

He was just excited to build.

When I looked at Slack, there were a bunch of other people online for the same reason. Including me.

I've been accused of being a workaholic but this is something fundamentally different. Psychologist Robert Vallerand's research actually names it: harmonious passion vs obsessive passion. 

Both drive long hours. Only one is sustainable and improves performance.

I recently asked one of our senior product leaders what separates 10X engineers from the rest. I assumed he'd say decision-making or grit.

His answer: "Love of the game."

Some people just can't stop thinking about their work. They ruminate on problems in the shower, on walks, at 2am—until they crack it in some elegant way. You can't train that. You can't incentivize it with comp plans.

Elena Verna once said her job is her hobby. I think we've accidentally built a company of people like that at Owner. And I'm realizing it might be one of our biggest competitive advantages.

In this week's newsletter, I break down: 
→ How to screen for this in interviews 
→ How to attract these people 
→ How to keep them (hint: let them cook)

Link in comments 👇

Here's an uncomfortable truth that actually led to the most unsubscribes I've gotten on a newsletter 😅 

If your RevOps function hasn't fundamentally transformed in the last 24 months, you're already losing. 

Not "at risk of losing." Already losing.

I'm watching a massive divergence happening right now between companies that get this and companies that don't.

The companies pulling ahead share three things:
1. They fixed their data foundations first.
Most companies are trying to bolt AI onto a messy CRM. That's like putting a Ferrari engine in a car with square wheels.

At Owner, we made Snowflake our system of record (not CRM) and put tons of resourcing against data quality. AI is only as good as the data underneath it.

2. Their RevOps leaders think like engineers.
The RevOps leader who isn't in Claude Code, doesn't understand data architecture, and isn't shipping experiments weekly? They're going to be replaced by someone who can.

This isn't me being harsh. It's just the new baseline.

3. They understand the flywheel.
A 4% efficiency improvement doesn't sound sexy. But it compounds into faster growth → more product investment → stronger brand → better talent → more efficiency.

Our reps are 3-4x more efficient than competitors. That gap isn't closing. It's widening.

The conventional wisdom of "let's wait and see how AI plays out" is going to get companies killed.

The reckoning is already here.

I unpacked all of this in my newsletter this week, including what I think needs to change with sales engagement platforms (hint: they need to be rebuilt from the ground up).

Harry Stebbings asked me a question after we wrapped my 20VC episode:
“Who are the best Seed stage founders you’re working with?”

I gave him one name. 

David Patterson-Cole, Founder of DataLane, and made the intro right there.

Last week, DataLane announced their $22.5M Series A led by 20VC.

Here’s why I put my reputation on the line with Harry:

At Owner, we sell to mom-and-pop restaurants. If you’ve ever sold to local businesses, you know the pain.

Your reps spend 30-40% of their time manually researching accounts. Google listings. Yelp pages. Facebook. 

Stitching together data that’s outdated a month later.

It’s slow. It doesn’t scale. And it crushes your unit economics.

David lived this exact problem. He started a food delivery app in college selling to the same restaurants we serve today. He couldn’t find the data he needed then—so he built the solution now.

That’s founder-market fit.

We were Datalane’s first customer and the results for us have been tremendous. 

DataLane is a key factor in the efficiency of our GTM machine.

Better data. Better targeting. Faster reps. More revenue per headcount.

Simple math.

Congrats to David, Ganesh, Harry and the entire DataLane and 20VC teams. 

This is only the beginning.

If you sell to local businesses, talk to them.

A bunch of us at Owner have gravitated to Claude Code over the last few months so this was very confidence building to see!

We’re entering a new era of GTM from ChatGPT > Clay > Claude Code. Here’s how I see the change…

NodeShift

Leading enterprise sales in the GCC, helping governments and large enterprises transition from foreign virtualization and open-source cloud stacks to NodeShift’s sovereign cloud and AI deployment platform—fully aligned with UAE’s Vision 2031 for a secure, self-reliant AI future.

- Actively engaging defense, government, and private sector data center operators in Saudi Arabia, UAE, and Qatar.

- Selling a unified stack: Compute/GPU VMs, S3 Storage, Networking, Virtualization, RBAC & 1-click deployment of 140+ AI models.

- Supporting multiple POCs with Defense and Government entities, including one of our strategic investors.

- Participated in first-round interviews to help hire the next generation of SDRs and scale our outbound engine.

Founding Enterprise Sales Executive – GCC Region

As we approach our Token Generation Event (TGE) in June, my responsibilities have shifted towards strategic growth and ecosystem development:

- Market Analysis: Researched key players and complementary DePIN projects to identify integration and co-marketing opportunities.

- Investor Outreach: Sourced and contacted a list of 1,600 Web3/token VCs and crypto funds to drive participation in our Private Token Sale.

- Exchange Listings: Initiated outreach to the top 100 Tier 1, 2, and 3 exchanges to explore listing opportunities for NodeShift.

- Protocol Evaluation: Coordinated calls with Solana, Base, Sui, and Crust to assess the best protocol for building our solution.

- Partnership Development: Built long-term relationships with strategic partners and community leaders across the ecosystem.

- Collaboration Strategy: Proposed clear, practical use cases to unlock value through technical and marketing collaborations.

Web3 Partnerships Manager

As the first SDR at NodeShift, I built the outbound engine from the ground up and played a pivotal role in early revenue generation and GTM strategy.

🧠 Key Contributions:
- Built and executed the entire outbound playbook from scratch, targeting global CTOs, Heads of Infrastructure, and Product teams.

- Sourced and prospected 300–500 contacts/day using a parallel dialer, outbound automation, and personalized messaging at scale.

- Consistently delivered qualified pipeline that contributed to growing ARR from $84K to $1M+ in under six months.

- Initiated two large enterprise deals with billion-dollar companies — one of which is nearing close, while the other remains in active discussion.

- Closed our first customer in the public safety space, enabling ATAK (Android Team Awareness Kit) to run on decentralized infrastructure.
                                - This use case became a featured blog post, directly leading to two multi-million dollar inbound deals.
                                - The success inspired the formation of a dedicated subsidiary focused on ATAK installation and services.

- Worked closely with the founding team to shape product messaging, ideal customer profiles, and go-to-market positioning.

- Wore multiple hats across sales, marketing, and partnerships to accelerate early-stage traction.

Founding SDR

The SDR Whisperer

Joined SDR Whisperer in Dec 2023, which is a community that helps people become successful in remote sales. The coaches continue to provide mentorship even after the first sales role is obtained.

- Conducted roleplays with other students on a weekly basis
- Received coaching on tonality/pacing, cold call scripts, and objection handling.

Sales Trainee

Growth Magnet Studio

• Generated +10 acquisition totalling +$80k in recurring revenue over 4 months, regularly exceeding sales targets by 40-50%.
• Conducted high-volume prospecting and outbound activities (60-100 activities per day) leveraging multiple channels (LinkedIn, Facebook, Instagram) and tools to source and qualify net new sales opportunity.
• Set the next step meetings with our leadership and prepared all material to support the sales call.
• Developed strong sales acumen, story-telling abilities, objection management, executive presence, effective time management and organisation skills.
• Helped train and develop new hires to perform lead generations by educating and inspiring people in their own way.

Sales Development Representative

I help government agencies, large enterprises, and organizations with on-prem data centers transform their infrastructure by transitioning to sovereign cloud solutions. My work aligns with UAE’s Vision 2031 to enable a secure, self-reliant AI future.

Currently, I’m driving outbound sales, establishing partnerships, and managing POCs with key players in the defense, government, and private sectors across Saudi Arabia, UAE, and Qatar. I specialize in NodeShift’s full-stack cloud platform, offering secure, private solutions for compute VMs, GPU VMs, S3 storage, and AI model deployment.

Having been with NodeShift from the very beginning as a Founding SDR, I’ve been fortunate to build strong relationships across sectors. I’ve worked closely with government entities, defense contractors, and private enterprises across Saudi Arabia, UAE, and Qatar, always listening to their concerns and striving to understand their needs on a deeper level. Whether it’s privacy, pricing, or regulatory compliance, I empathize with their pain points and am committed to delivering the right solutions that address their unique challenges.

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Kyle Norton

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The Battle

Kyle Norton

Anubhab Goswami

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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);}Kyle Norton's LinkedIn Performance

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