We have spent most episodes of this show looking at the work of Operators. Where we haven't spent enough time is on the career development of the Operators themselves.

Today, we're going to change that by looking at a specific role that could be a future landing place for those in Ops today: the GM. Our guest is Ryan Toben, the SVP and GM of EMEA for Gainsight, and also someone who started his career in Ops. Ryan leveraged his Ops experience to make the jump to sales leadership and ultimately become a GM at one of the most notable hypergrowth companies today.

In our conversation, we talk about what exactly a GM does, how Ryan still leans on his Ops experience in his work today, and why it's so hard to shake the imposter syndrome of having never carried a bag in sales.

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