In this episode of the Revenue Insights Podcast, host Guy Rubin, Ebsta founder and MD of Revenue Intelligence at Fullcast, sits down with Eleanor O'Neill, Chief Revenue Officer at Mont, a company that operates at the intersection of infrastructure, sustainability, and next-generation software.

Eleanor started as an engineer, moved through CIO and CTO roles, led customer organizations and now sits at the center of revenue strategy. This unique journey provided a radically different perspective on what it actually takes to build a modern revenue engine.

And here are a few key points from what she has experienced:

–If your revenue strategy doesn't start with the customer, your pipeline is already at risk. –If AI isn't embedded into your workflows, you're already behind. –If your RevOps team isn't driving decisions, your CRO is flying blind.

Throughout the conversation, Eleanor makes it clear that revenue growth is no longer about activity. It's about alignment, insight, and execution at scale.

What You Will Learn From This Podcast

Why the future CRO is less "deal closer" and more data-driven orchestrator
How Eleanor's technical background reshapes accountability across teams

Why the best pipelines don't start with net-new leads—they start with happy customers
How customer success fuels expansion, references, and lower churn

Why top-performing teams qualify out early and win more because of it
The hidden cost of "hope-driven forecasting"

How Mont uses AI to analyze thousands of hours of calls and automate reporting
Why AI is shifting teams from execution to interpretation and strategy

If you're a CRO, RevOps leader, or GTM executive trying to make sense of AI, pipeline quality, and the evolving revenue stack, this conversation will challenge how you think about revenue growth.