In the world of B2B SaaS, few leaders have a background as unique as Stevie Case, Chief Revenue Officer at Vanta. Stevie's career journey started in a surprising place—professional video gaming—where she made history as the world’s first female pro gamer. Transitioning from gaming to revenue leadership, she gained diverse experience through roles in product management, technical sales, and ultimately, sales leadership. From leading enterprise sales at Twilio to building Vanta’s revenue engine from the ground up, Stevie offers invaluable insights into scaling revenue. Her strategies for building high-performance sales organizations empower leaders to expand their teams and achieve success in today’s competitive landscape.
Here are her key strategies and insights for leaders aiming to scale their teams and performance effectively:
In Stevie’s view, execution is the ultimate competitive advantage, especially in a crowded market. “You can build a great product quickly these days.” But having the best product doesn’t guarantee success. In fact, she argues that buyers often can’t differentiate between products until they’re deep into implementation. That’s why she prioritizes an outstanding customer and prospect experience as Vanta’s primary differentiator.
For Stevie, execution as a “moat” means creating a repeatable, high-quality sales process that brings out the product’s true value. Her advice for revenue leaders: focus relentlessly on execution as a differentiator. In a world where competitors constantly launch similar products, it’s the consistency and quality of execution that win deals.
Stevie’s approach to team management and growth can be summed up as a “learning machine.” She emphasizes the importance of building a rhythm where everyone, from the CRO down to individual reps, engages in weekly check-ins to inspect key metrics, win rates, competitor insights, and more. At Vanta, Stevie’s weekly forecast call is more than a status update; it’s a deep dive that uncovers trends, identifies risks, and drives continuous improvement.
“You want to inspect your business weekly, dig into the deals, the KPIs, and the sales cycles,” Stevie advises. This rigorous cadence creates a culture of constant learning, with each level of leadership gaining insights and taking actionable steps to optimize performance.
In Stevie’s playbook, every high-growth organization must have a clear North Star metric and “an extreme clarity on the goal.” For Vanta, it’s top-line revenue growth, supported by critical metrics like net retention. Stevie stresses the importance of aligning the entire team around these goals and using them as guiding principles for decision-making. “If an initiative doesn’t directly ladder up to our North Star, it won’t get prioritized,” she says.
This focus on data-driven goals allows Stevie and her team to stay agile and focused, despite the rapid pace of hypergrowth. For her, the foundation needs to be focused on the inputs and supported by monitoring and frequent spot checks. Rev Ops plays a big role here.
As teams grow, maintaining consistent standards across different managers and departments can become challenging. Stevie has found that clear expectations, reinforced with a balance of carrot and stick, are critical to driving behavior change at scale. For instance, when asking her sales team to increase outbound efforts, she didn’t just mandate it — she created a balanced scorecard that rewards key behaviors, including outbound activity, deal size, and win rates.
The scorecard doesn’t just measure quota attainment; it celebrates behaviors that lead to long-term success, fostering healthy competition and encouraging reps to go beyond meeting their numbers. This clarity around expectations helps build a culture where everyone is aligned on what “great” looks like.
Stevie is a firm believer in leveraging technology to enhance sales efficiency. She’s particularly excited about AI-powered tools like Clay, which automate data enrichment and streamline workflows, allowing her sales team to focus on high-impact activities rather than administrative tasks. “I deeply believe that AI is here to augment our team,” she explains. “It’s about giving them the right information at the right time to drive results.”
At Vanta, these AI-powered workflows allow reps to enrich opportunities based on persona, automatically mapping out key contacts and generating tailored playbooks. This reduces manual effort and ensures that her team is equipped with relevant insights to accelerate the sales process.
Stevie’s journey as a CRO has taught her that while frameworks and benchmarks are useful, they’re not a one-size-fits-all solution. “There is no magic playbook,” she admits. “Every business is different. You can look at benchmarks, but ultimately, you need to find the unique levers that work for your team and your product.”
For revenue leaders, Stevie’s advice is clear: build a learning machine, focus on execution as your differentiator, and leverage data to drive continuous improvement. Execution isn’t just about meeting numbers—it’s about building an organization that learns, adapts, and evolves faster than the competition.
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