Rippling's Specialized Enablement Model with Jonas Master

Corine Varga, Global Head of Revenue Enablement at Uber for Business, built her career from quota-carrying AE to leading global enablement for a 700-person GTM team spanning 60+ countries. Corine shares how she structures central vs. regional enablement, why she owns President's Club, and what it actually takes to move from IC to global leadership in four years.—Most enablement leaders never have to think about invoicing quirks in Latin America, language dubbing for Brazil, or aligning global managers across a dozen time zones. Corine Varga does all of it—and she's been building the function at Uber for Business since before it was a global team.In this episode, Corine joins Alex to break down what enterprise-scale enablement actually looks like—the structure, the programs, and the decisions that let a lean team support 700 GTM reps across 60+ countries.Corine and Alex talked about:How Uber for Business structures central vs. regional enablement—and how much autonomy regional leads actually haveWhy the annual manager bootcamp exists and what 75% of its value has nothing to do with the contentHow Uber for Business uses Notebook LM to give sellers faster answers—and cut down on Slack questions to managersWhy Corine owns President's Club as part of enablement—and what goes into building criteria beyond just hitting quotaThe career advice she gives to every enablement IC who wants to move into leadershipEnjoy the show!—Grow & Tell is brought to you by Dock, the AI revenue enablement platform that buyers and sellers love.

Alex Kracov, founder and CEO of Dock, and Eric Doty, Head of Marketing, pull back the curtain on five years of building Dock's content engine—sharing what worked, what didn't, and how they're thinking about marketing in the age of AI.-Five years in, most startups have tried a dozen marketing channels and have war stories to show for it. Alex and Eric have stayed deliberate: pick a channel, go deep, and layer in complexity only when the foundation is solid. This episode is the unfiltered version of that journey.In this episode, we break down Dock's content strategy from day one—the decisions that paid off, the ones that didn't, and what we'd do differently, including:Why Alex bet on SEO before Dock had any product tractionWhat types of SEO content actually drove pipelineHow treating freelancers like employees—not contractors—became a core content quality leverThe one-channel-at-a-time philosophy and what happened when we broke our own rule in 2024Why founder-led content still wins, and how marketers can extract their founder's ideas without putting words in their mouthHow AI and AEO are changing the content playbookEnjoy the show!-Grow & Tell is brought to you by Dock, the AI revenue enablement platform that buyers and sellers love.

Joey Wright, Head of Sales at Dock—and former Head of SMB and Mid-Market Sales at Modern Health—joins Alex and Eric to reflect on three years building Dock's sales motion, including how they transitioned away from founder-led sales, 10x'd ACV, and started winning deals against billion-dollar incumbents.

Fiona Simpson, Senior Revenue Enablement Business Partner at Boomi and Founder of ReflectPath, built her career enabling the exact functions she used to work in—CS, presales, and solutions consulting. Fiona shares how she's now building CS enablement at a $500M company, why most revenue teams only study failure (and what to do instead), the actual best use cases for AI in CS, and how to say no to stakeholders like a pro.

Stacey Justice, VP of GTM Enablement at Gong, breaks down Gong's detect-prescribe-validate enablement flywheel, how AI role play is replacing traditional certifications, and why "enablement" is her least favorite word in the dictionary.

Alex Kracov, Co-founder & CEO of Dock, and Eric Doty, Head of Marketing, break down why sales reps ignore most of the content enablement teams create—and what modern content management actually needs to look like in an AI-driven world.

Jonas Master, VP of Sales Enablement at Rippling, has scaled his team from 5 to 36 people while the sales org grew from 350 to 2,200+ reps across 35 product SKUs—and argues that most enablement teams optimize for the wrong things. He breaks down Rippling's highly specialized enablement model with 65 distinct onboarding tracks, the time-and-motion study that revealed where sellers waste hours daily, and why training sentiment scores are the least valuable metric you can measure.

Alex Kracov, founder and CEO of Dock, and Eric Doty, Head of Marketing, dig into the current and near-future state of AI in sales enablement—breaking down what's actually working, why data infrastructure matters more than buying new tools, and how to think about AI-powered selling as the space evolves.

Sheevaun Thatcher, VP Revenue Enablement at Demandbase—who previously built a 162-person enablement team at RingCentral during a $300M to $2B revenue run—shares her "Responsible To, Not For" philosophy that transformed how enablement partners with sales leadership, her Five Questions framework for ruthless prioritization, and why the biggest enablement failure isn't bad training but managers who don't know how to coach.

Justin Driesse, Director of Sales Enablement at Legora, drove $105M+ in pipeline as the architect of Slack AI's global enablement strategy before building AI-native programs at Writer and now the $1.8B legal AI startup. He shares why enablement needs to get out of the content business, how two Notion-based AI agents generated 300 account plans in nine business days for his sales team, and what "seller empathy" actually looks like in practice.