If your revenue team is hitting a ceiling despite adding headcount and new tools, the problem isn’t your people – it’s your architecture.

In this episode, Mike Allton sits down with Amanda Rubin, SVP of Revenue at Frameplay and former EVP of Growth at Enthusiast Gaming, where she drove four consecutive years of revenue growth. Amanda unpacks what she calls the “architect’s mindset” – the long-view, systems-first approach that separates true Revenue Leaders from sales managers who are simply trying to hit this quarter’s number.

You’ll hear how Amanda built scalable GTM frameworks from the ground up – first with nothing but a color-coded Google Sheet, and now with an AI-powered tech stack that eliminates admin drag and gives sellers back the time they need to actually sell. She breaks down exactly how she structures account lists, ladders sales teams, and deploys tools like We Flow, Fyxer AI, and Apollo to create a revenue engine that scales without breaking.

What you’ll walk away with:

• Why the difference between a Sales Leader and a Revenue Leader changes everything about how you build your org

• How to structure account tiers so no opportunity falls through the cracks

• The AI tech stack Amanda is architecting right now at Frameplay – and the honest truth about what it takes to implement it

Connect with Amanda Rubin: LinkedIn

Resources mentioned:

• We Flow – AI-powered activity tracking and pipeline intelligence

• Fyxer AI – AI email organization and post-meeting draft automation

• Apollo – Sales sequencing and outreach automation

Download the free Executive Guide to Shadow AI: theaihat.com/shadow-ai

CHAPTERS:

00:00 Meeting Follow Up Basics

00:23 Podcast Intro Theme

01:32 Welcome and Mission

01:56 Scaling Chaos Problem

02:33 Meet Amanda Rubin

04:05 Sales vs Revenue Leadership

05:53 Revenue Architect Mindset

07:07 GTM Narrative and Positioning

08:01 Designing the Sales Org

10:21 Frameworks That Break

11:14 Account Lists and CRM Discipline

12:44 Tiering and Activity Tracking

13:36 People Roles and Incentives

15:18 Enthusiast Gaming Playbook

17:29 Packaging and Storytelling

19:41 Building Seller Pods

22:07 Diagnosing Capacity Leaks

23:27 Support vs Sales Spend

24:29 AI for Spec Sheets

24:52 Wildfire GPT Brain

25:59 Shadow AI Governance

27:15 Fix Workflows First

27:42 WeFlow Setup and CRM

30:51 Conference Intelligence Dashboards

33:33 Fyxer Inbox and Followups

35:09 Apollo Sequences and Outreach

36:37 Frameplay Pitch and Audience

39:06 WeFlow Activity Warnings

41:25 Fail Fast Tool Decisions

42:56 Story Before Headcount

44:01 Connect on LinkedIn

44:42 Final Shadow AI Reminder

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