More Reps doesn’t mean more Revenue - Rob Massa on the new rules of scaling sales

Rob Massa has been a CRO four times over more than a decade, seeing the role shift and change many times, and he's blunt about it: the old SaaS playbook is dead. At Juro, he's building the opposite. A leaner team, higher quotas, no SDRs at all, and revenue growing faster than it ever has. The turning point came about a year ago, when Juro's CEO asked every department head the same question: if you were building your team from scratch today, knowing what you know now, how would you build it? In this episode, Rob shares what that actually looked like, including replacing SDRs with an AI system, flattening his management structure so senior people report straight to him rather than through layers, and promoting from within rather than betting on outside hires who don't know the business. He's equally candid about what didn't work the first time and the real challenges of turning peers into people you manage. Tune in for candid reflections from a decade in the CRO seat. 📚 Episode Chapters: 04:15 - The evolution of the CRO role & skills needed 11:00 - Impact of AI on team structure and decision-making 19:30 - Promoting talent from within the org 24:50 - The future of SDRs & AI 32:00 - Advice for aspiring CROs 🎧 Continue listening… Make sure you listen to Bethany Ayers on designing an AI-first Business Enjoyed today's episode of Making The Grade? If you took something valuable from the episode, we'd love for you to... ✔️ Leave us a rating and review on your favourite podcast platform. ✔️ Share your ideas or guest suggestions with us at [email protected] ✔️ Stay in the loop with the latest from Making The Grade and ScaleWise by following us on LinkedIn or YouTube. See you again next week!