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…

Product & Business Leader | Scaling Growth & Digital Transformation | Ex-Pro Athlete Applying Sports Principles to Drive Business Excellence | Leadership & Peak Performance Advocate

Product Manager with 8+ years building AI/ML, digital and SaaS products from 0→1, and scaling product and teams from 1→10, with proven ability to scale operations 1000%+ while maintaining lean teams. Track record includes $600K ARR recovery in 30 days, scaling from 0 to $7MM revenue with 3-person ops team, and driving $30MM+ enterprise impact.

Specializing in product-led growth, operational excellence, and AI-powered solutions for health tech, B2B SaaS, and Utilities Industry.

Known for systems thinking, collaborative leadership, and high-velocity execution. I bring customer obsession to every product decision, with proven platform thinking that scales from startup to enterprise.

Currently: Building AI-powered health and longevity products to gain hands on experience with Agentic products.

Let's connect - I specialize in making the impossible look inevitable.

Robin Ayme

OpenAI just launched ChatGPT Health.

I'm building a voice AI health companion in the longevity space.

My first reaction? A pit in my stomach.

Then I read the announcement. And I'm now genuinely excited.

This is exactly what power users have been doing for 2 years. Connect WHOOP. Upload labs. Ask questions.

OpenAI just productized it for 230 million weekly health queries.

What ChatGPT Health is today:
→ Connect Apple Health, wearables, medical records
→ Ask questions, get personalized answers
→ Encrypted and isolated from other chats

What it's not (yet):
→ Proactive
→ Behavior change focused
→ Designed to ask YOU the right questions

Most people don't know what to ask about their health.

They don't think "my HRV dropped 15%, what should I change?"

They just feel tired. Or off. Or stuck.

Right now, ChatGPT Health is a brilliant encyclopedia you query.

But here's where I think this is heading:

Pulse.

OpenAI's daily briefing feature is the unlock. Imagine waking up to:

"Your sleep dropped 20% this week. You have a high-stakes meeting Thursday. Here's a wind-down protocol for tonight and a gym session to optimize your HRV before then."

That's not Q&A. That's proactive health coaching.

The shift from "ask me anything" to "here's what you need to know today" changes everything.

And the ChatGPT App layer is about to explode.

Remember when Apple Health launched and thousands of apps got built on top? Same opportunity here.

ChatGPT Health becomes infrastructure.
Vertical apps get built for longevity protocols, metabolic coaching, post-surgery recovery, sport-specific performance.

The real unlock? When this connects outward. Not just insights but actions - gym classes booked, clinic appointments scheduled based on your DEXA trends.

Who this validates:
Function Health (literally a launch partner), the $10B+ longevity market, niche B2B plays, behavior change platforms.

Who should be nervous:
Generic symptom checkers. "Upload labs, get interpretation" apps. Superpower and InsideTracker will need to double down on what makes them different. The commodity layer just got commoditized.

The honest risks:
AI hallucinations in health advice are real. Privacy concerns aren't going away - even if a strong effort has been done here in terms of separation of concerns. 
Bertalan Meskó, MD, PhD highlighted it nicely. 

But the upside for underserved users who can't afford concierge medicine? Massive.

What this changes for me:
Not much, honestly. or at least I don't know yet. 
I think it’s hard to compete against OpenAI. There is still a spot for niches (think HYBRD or Noom)

Data plus AI was always just foundation. The hard part is the last mile - getting someone to actually change.

OpenAI just built the infrastructure. And that's exciting

https://lnkd.in/dtkQ22J2

Building AI Health & Longevity Products | Cross-functional Leader | 0→1 + Scale Expert | Ex-Pro-Athlete

The PM/engineer line is blurring

Every day a new AI coding tool or update drops. PMs are shipping features themselves. Engineers are making product calls in the prompt.

Everyone becomes 10x more efficient - that's exciting. 

The walls are coming down.

But here's what's actually happening: the skills are merging, not disappearing. PMs who understand architecture and design patterns make better decisions. Engineers who think in user problems and added value write better code.

The tools just accelerated what was always true: the best builders do both.
Hum hum (Entrepreneurs). 

What you can't skip: the fundamentals. Database structure. System constraints. The scars from real production systems and 100s of customer interviews. These aren't technical trivia. They're judgment.

Using Claude Code is the same skill as leading a dev team. You need to know when the output is wrong. You need context. You need taste.

You can't replace customer interviews by asking chatGPT what to build. 

I've spent the last two years getting back to technical roots while keeping the product eye. Building something at the intersection of what I know and what I care about. Best decision I made to stay updated (even if every 2 weeks I feel behind). 

The future isn't PMs replacing engineers or engineers ignoring product. It's both roles converging into something new.

The question isn't which side you're on. It's whether you're building the full stack of skills.

Your body is a prediction machine that's stuck in the past.

We don't diagnose disease until symptoms show up.

By then, the damage is already done.

The human brain can't process 50,000 research papers. Your doctor can't hold years of biomarkers in memory and spot the pattern. So we wait. We react. We lose.

But what if we didn't have to?

ChatGPT and Claude just added health connections. OpenAI acquired health data infrastructure. Everyone's moving in at once.

Here's what's actually happening.

We're building a continuous observer for your body.

Feed an AI system your DNA, your biomarkers over time, wearables data, sensors. Let it run. It doesn't get tired. Doesn't forget. Doesn't need to read thousands of papers.

It sees the pattern before the disease does.

It surfaces signals that come months or maybe years before you feel sick. It catches the drift before it becomes irreversible.

You stop treating disease.

You start treating probability.

This is why the labs are moving so fast.

This isn't about optimization. It's about flipping medicine on its head. From reactive to predictive. From treating what's broken to catching what's breaking.

The future of health isn't in the hospital. It's in the constant flow of data through a system that actually understands what's shifting.

The question isn't whether AI will transform healthcare.

The question is: what happens to the old system when it does?

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