What does it really take to make the leap from CMO to CRO and to build a revenue function that actually scales?

In the final episode of Season 1, Tom is joined by Florence Broderick, CRO at General Index, to unpack what it actually takes to make the transition to CRO and what founders should know before hiring their first CRO.

Florence shares candid insights from her transition to CRO, why she believes marketing leaders can make exceptional CROs, and how she’s balancing growth with capital efficiency in 2025 and beyond.

If you’re a founder or GTM leader navigating growth right now, you won’t want to miss this episode.

Episode Chapters

02:30 - Flo’s career journey from dreams of big corporates to CRO

08:30 - Managing imposter syndrome in a new role

14:30 - Building her CRO playbook

22:10 - What every CRO should nail in their first 90 days

27:30 - Why ‘rockstar CVs’ often fail

31:45 - The CRO skills that matter most in 2025

38:10 - AI that uses the needle & metrics that matter

46:50 - Getting more women into sales

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