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.

I spend a lot of time on stages talking about GTM AI, sales infrastructure, enablement systems.

All real. All important. None of it is what actually makes Owner truly special.

What makes Owner.com different is people.

A 22-year-old who was making $14/hour in restaurants, riding the subway in the dark both ways. Someone gave him a shot. Two years later he's leading a team, and the thing that fires him up most is returning that fortune to the next early-career kid who doesn't know what they're capable of yet.

A recent grad who joined us five months ago and told her manager, unprompted, "I can't imagine working somewhere where you watch the clock." She opens her laptop and suddenly it's 3pm.

An entire team logging in on a Saturday because the month wasn't finished. Nobody asked them to. Everyone's Slack bubble just turned green. People who had already hit their number were in the channel hyping up those who hadn't. That's not something you train into people. That's identity.

You can replicate the systems. You can replicate the infrastructure. You can replicate the AI tools that make us more efficient than our competitors.

But you can't replicate what happens when you put hungry, humble, growth-obsessed people shoulder to shoulder and enable them to do their life's work. That's something totally different and I'm so grateful to experience that environment everyday. 

We just dropped a video from our new Toronto office, which tells this story better than I can. Go watch it.

You watch is and think "hell yeah," we're hiring.

Young-Ghee "YG" Hong is an absolute GTM AI 🐐 and if you're in NYC, you should go learn from him.

Co-Founder @ Deepline - Universal API Gateway for GTM Data | Data + Growth infrastructure | Ex-Uber & Capchase

The teams actually getting results with AI + GTM typically aren't posting on LinkedIn. So we got a few to take a break from building to share their work.

Join us on 4/1, 6pm at betaworks in NYC for Claude Code + GTM Lightning Talks 

Concrete, real-world use-cases for GTM leader, GTM engineers, and founders trying to sift through the noise of how to use coding agents to drive pipeline today.

Speakers include:
- Young-Ghee "YG" Hong, Applied AI Lead, Owner.com - by hyper-focusing on fundamentals and data, YG's been making exponential improvements for Owner. 

And if you've seen Jonathan Shenkman & Kyle Norton's work building one of the most data-driven GTM orgs out there, that's even more impressive!

- Shashank Khanna - Founder in Residence, GTM Engineering @ Vanta

- 🏍benyamin ‎, GTM Engineer @ AirOps - early to the GTM engineering space, big pickup for the team that coined the term "Content Engineering" to bridge the worlds of content marketing -> SEO/AEO/GEO. 
 
- Garrett Wolfe - already a big month for him after releasing the State of GTME report. Both a practitioner and expert on how the space is developing sharing his expertise.

+ more!

RSVP now! If you've been to any event in NYC in the last 2 months, you know it this will be at capacity.
https://luma.com/ycfvnrlq

Owner.com

Manager, Business Development 

Account Executive, Outbound

Account Executive, Inbound

Founding BDR

TouchBistro

Collaborated with Account Executives to develop qualified sales opportunities, generating $121,000 in ACV (YTD 2022) placing in the 90th percentile across the Business Development Organization

Business Develoment Representative

I’m passionate about bridging gaps. Gaps in my prospects businesses, in the market, and in the company I’m working with. 

Right now I’m doing all three by helping independent restaurant owners take back control of their online presence along side the world class team at Owner. 

Youssef Youssef

I sat down with Kyle Norton for a conversation that was supposed to be about making Owner look good to attract talent. What came out of it was advice on content that honestly applies to way more than just content

You get by giving. Sounds stupid simple and it is, yet most of us don’t do it

The best reps lead with value and actually teach their prospect something before they ever ask for anything in return

The people who get promoted from IC to leadership aren't the ones asking for the title. They're the ones already doing the job, sharing what they know, and making everyone around them better

It works the same way outside of work. The people who give first without keeping score are the ones everyone goes out of their way to help when it matters

That can seem transactional or manipulative and tbh it is if you’re only focussed on what’s in it for you

But when you operate authentically, when you give freely with no expectation of anything in return, you just become the person people trust, come back to, and want to work with

growing revenue at owner.com and sharing my lessons along the way

I've got a rep on my team who leads in almost every metric

Most dials. Most DM connects. Most meetings booked. Most meetings held.

Butttt least deals closed 🙃🙃🙃

It makes zero sense. He's not lazy. He's not throwing up fluff dials or crap opps. At every stage of the funnel except the last one, he's smoking the entire team

Here's my working theory:

You can generate a meeting without generating belief. A prospect can say yes to 30 minutes on their calendar without ever feeling like they have a problem worth solving right now. The activity was real. The urgency wasn't.

And here's where I'm torn

Whose responsibility is that? The BDR who set the meeting? Or the AE who ran it?

On one hand, you've got the Jocko extreme ownership mentality and all that good stuff... but on the other, AE's are just way more qualified (and paid) to handle this

I go back and forth on it a lot and probably will forever

taplio

The Battle

Kyle Norton

Youssef Youssef

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taplio

The Battle

Kyle Norton

Youssef Youssef

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Kyle Norton's LinkedIn Performance

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Performance ScoreKyle Norton's LinkedIn Performance