The Best-Scaling Teams Share One Leadership Lesson (Josh Kanagy, Hightouch CRO)

The leaders who win fastest don't scale systems first, they scale people

When you optimize for the success of others, your needs really kind of get taken care of yourself.

And there's two ways that unfolds.

That's Josh Kenedi, head of revenue over at Hightouch.

He earned what he calls his master's degree in SaaS at Salesforce, helped lead Sprinklr through a high-stakes IPO, and now runs revenue at a company that doubled year-over-year and was recently valued at $2.75 billion.

And even at that level, Josh says most leaders fall into the same trap.

In a performance environment like a sales organization, it is easy to become a little bit too transactional.

Josh learned this the hard way during his very first quarterly business review after leaving Salesforce.

I'll never forget this moment.

It was the first quarterly business review that I did, and it was absolutely humbling for me, Ben.

I realized in that moment that I needed to operate at a much higher level than what made me successful in my time at Salesforce.

I believe that truly in my bones, that preparation breeds confidence.

In this episode, Josh breaks down the lesson from that moment and why the biggest leadership battle of the next decade is the one most leaders don't even realize they're fighting.

The leaders who win fastest don't scale systems first, they scale people

When you optimize for the success of others, your needs really kind of get taken care of yourself.

And there's two ways that unfolds.

That's Josh Kenedi, head of revenue over at Hightouch.

He earned what he calls his master's degree in SaaS at Salesforce, helped lead Sprinklr through a high-stakes IPO, and now runs revenue at a company that doubled year-over-year and was recently valued at $2.75 billion.

And even at that level, Josh says most leaders fall into the same trap.

In a performance environment like a sales organization, it is easy to become a little bit too transactional.

Josh learned this the hard way during his very first quarterly business review after leaving Salesforce.

I'll never forget this moment.

It was the first quarterly business review that I did, and it was absolutely humbling for me, Ben.

I realized in that moment that I needed to operate at a much higher level than what made me successful in my time at Salesforce.

I believe that truly in my bones, that preparation breeds confidence.

In this episode, Josh breaks down the lesson from that moment and why the biggest leadership battle of the next decade is the one most leaders don't even realize they're fighting.