GTM 33 features Amber Brooner, Chief Revenue Officer at XTEL and one of the most accomplished GTM leaders in enterprise SaaS. Amber has led global revenue organizations at SAP, Salesforce, PagerDuty and Informatica through every major shift from on-prem to cloud to AI-enabled GTM. In this episode, Amber breaks down the systems behind predictable revenue engines: alignment over activity, clarity in operating rhythm, industry-focused selling and the rise of AI as the operating layer of modern GTM. We unpack her AAA diagnostic (Assess → Align → Accelerate), how she leads global teams with purpose and the traits that will define the next generation of CROs. If you are a founder, CRO, RevOps leader or operator building a modern GTM system, this conversation is a masterclass. We discuss 0:00 Intro 0:20 The pattern behind predictable revenue engines 1:27 Why companies stall vs scale 1:59 Amber’s AAA diagnostic for the first 30 to 60 days 2:42 Scaling with purpose and clarity 4:03 Industry-based GTM and outcome selling 5:05 Depth vs breadth in GTM strategy 5:41 Operating rhythm of a high velocity CRO 6:20 Leading indicators vs lagging indicators 7:46 Balancing global strategy with regional autonomy 8:58 AI in GTM: hype vs reality 10:23 Traits of next generation CROs Subscribe for weekly GTM systems used by operators scaling from $0 to $100M ARR. GTM Vault: Follow Amber Brooner // XTEL LinkedIn: XTEL: Follow Rick Koleta // RiteGTM LinkedIn: RiteGTM: