Scaling to CRO: Lessons from Google Cloud, Nutanix & Beyond #83 w/ Dominick Delfino
Tue Sep 30 2025
On this episode of The GTM Kickback!, I sit down with Dominick Delfino—Board Member, Advisor & Investor, and former CRO of Google Cloud Cyber Security. With over 25 years of experience leading sales, systems engineering, and global go-to-market teams at Google, Nutanix, Pure Storage, VMware, and Cisco, Dominick brings a wealth of hard-earned lessons from scaling some of the world’s most influential enterprise software and cloud infrastructure businesses.
We explore the biggest inflection points in his career, from frontline seller to global CRO, and what separates leaders who break through the “ceilings” from those who stall out. Topics we cover include:
- How CRO responsibilities shift from closing deals to building scalable systems & processes
- Designing global GTM infrastructure: enablement, tooling, and launch readiness
- Lessons from leading at massive scale across Cisco, VMware, and Google Cloud Cyber Security
- Balancing short-term revenue execution with long-term transformation
- Pitfalls startups should avoid when building their first GTM organizations
Actionable takeaways:
- The top 3 things an aspiring CRO should do today to prepare for scale
- The most overlooked skill GTM leaders need to succeed at the executive level
- This episode is a must-listen for founders, sales leaders, and anyone aspiring to reach the CRO seat.
🎧 Listen now and subscribe for more conversations with the top minds in GTM leadership.
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On this episode of The GTM Kickback!, I sit down with Dominick Delfino—Board Member, Advisor & Investor, and former CRO of Google Cloud Cyber Security. With over 25 years of experience leading sales, systems engineering, and global go-to-market teams at Google, Nutanix, Pure Storage, VMware, and Cisco, Dominick brings a wealth of hard-earned lessons from scaling some of the world’s most influential enterprise software and cloud infrastructure businesses. We explore the biggest inflection points in his career, from frontline seller to global CRO, and what separates leaders who break through the “ceilings” from those who stall out. Topics we cover include: - How CRO responsibilities shift from closing deals to building scalable systems & processes - Designing global GTM infrastructure: enablement, tooling, and launch readiness - Lessons from leading at massive scale across Cisco, VMware, and Google Cloud Cyber Security - Balancing short-term revenue execution with long-term transformation - Pitfalls startups should avoid when building their first GTM organizations Actionable takeaways: - The top 3 things an aspiring CRO should do today to prepare for scale - The most overlooked skill GTM leaders need to succeed at the executive level - This episode is a must-listen for founders, sales leaders, and anyone aspiring to reach the CRO seat. 🎧 Listen now and subscribe for more conversations with the top minds in GTM leadership.