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…

BenchSci

Working with the world's top Pharma companies to help them leverage BenchSci's experimental success platform and accelerate preclinical R&D.

Senior Enterprise Account Executive

Responsible for brokering the relationship with major Pharma customers, helping to diagnose challenges in the R&D process, and accelerating preclinical research.

BenchSci exponentially increases the speed and quality of life-saving research by empowering scientists with the world’s most advanced biomedical artificial intelligence to run more successful experiments. Backed by F-Prime and Google’s AI fund, Gradient Ventures, BenchSci uses machine learning to diagnose and improve pharmaceutical R&D health.

Enterprise Account Executive

Leading the supply-side of a world-class marketplace to help life-science researchers discover, learn about, and obtain the right tools for their experiments  
- Helping globally recognized Academic Institutions and top Pharma/Biotech organizations gain deeper insight into research operations and optimize procurement practices
- Working with leading global reagent vendors to showcase their portfolios through AI, and grow the reach of their business
- Using ML technology & data science to drive intelligent procurement, connecting scientists with the best possible products to accelerate discoveries

Head of Marketplace

BenchSci is on a mission to help the scientific community achieve biomedical discoveries faster. We use machine learning to accelerate the pace of biomedical discoveries by helping scientists find the best reagents for their experiments. With BenchSci, scientists can find compounds that have been proven to work by the scientific community across different research fields.

If you are excited about artificial intelligence, science, and making an impact, reach out to learn more. We're hiring! https://benchsci.bamboohr.com/jobs/

Industry Relations Manager

League Inc.

League is the new digital alternative to traditional health benefits. Connecting employers and employees to a comprehensive network of health services and benefits, giving them choice, convenience, and value. League empowers people to live happier, healthier lives - to Be Better® - every day.

Account Executive

NanoRev

NanoRev creates aptamer-nanoparticle conjugates to serve as an alternative to Antibody products for various research, diagnostic and therapeutic solutions. 
Responsible for designing the distribution strategy and coordinating with scientific partners. Facilitate the provision of top quality lab solutions for all customers.

Fio Corporation

Worked as a project manager of deployments and was involved in business development and sales for the company more broadly. 
Specifically managed projects focused on Malaria diagnostics and point-of-care data collection. Worked with programs in Latin-America and Africa. Managed the companies largest deployment in the DRC, as well as another in Ghana.

Account and Project Manager

University Health Network

Worked to develop a patient engagement strategy for the entirety of Princess Margaret Cancer Centre. Developed an engagement report and tool-kit to help facilitate engagement by healthcare providers with the goal of improving patient experience and ultimately health outcomes. 
Also designed surveys and collected data, which was used to develop insights that are contributing to the design and direction of the upcoming $50 M space transformation project.

Project Analyst Intern

Scholars at Your Service

General manager for Montreal and the surrounding area, and subsequently took over Toronto and the GTA in 2012; In charge of recruitment, hiring, training, coaching and overall company operations for the region. 
Responsibilities also included the continuous development of the program, coaching systems, and organizing company-wide events, including training, off-sites, retreats, and banquets.

General Manager

Ran a service contracting business, responsible for the territory of Westmount in Montreal. Managed all aspects of the business, including marketing, sales, HR, Production and Finance. 
First-year revenues of $132K, followed by $185K as a Senior Franchise Manager and awarded Manager of the Year.

Franchise Manager

Energetic professional with entrepreneurial experience and a demonstrated track record working with innovative companies in health-tech and the life sciences. Skilled in Sales, Business Development, Coaching, and Strategy. Passionate about people and health + an MBA from the Rotman School of Management specializing in Healthcare & Entrepreneurship. 

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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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