The Emblazers Podcast Episode 4: CRO Sona Jepsen on AI, Pipeline, and Human Connection

Alright, friends, buckle up, because this week’s episode of The Emblazers is all about CROs—or as our guest of honor, Sona Jepsen, puts it, the ultimate quarterbacks of the revenue world.

And no, we’re not just talking about running laps around sales goals—this role is about orchestrating everything from marketing to biz dev to customer success like a maestro conducting an over-caffeinated symphony.

Sona Jepsen is Chief Revenue Officer at Curinos. With a resume that feels like a mic drop (CRO, board member at PayTech Women, and soon-to-be main stage panelist at Emblaze Revenue Summit, to name a few) and a reputation for leading with both precision and empathy, Sona gave us a front-row seat to what it really means to sit in the CRO “hot seat.”

Key Takeaways from the Episode

• The CRO role is so much more than sales. Sona broke it down: in her world, being a CRO means managing not just direct sales but also those elusive indirect channels (hello, partnerships and marketing!) and the internal operating models that keep the whole ship afloat. Imagine juggling flaming chainsaws while riding a unicycle—and then someone hands you a spreadsheet.
• AI is exciting, but let’s not get carried away. Sona gave some real talk about AI: while it’s a helpful tool for efficiency (think admin tasks and content creation), at its core, sales is—and always will be—a human experience. Hoping to stay in the game without being sidelined? Focus on what AI will never replace: trust, likability, and showing up with solutions that actually make your customer’s life easier.
• Pipeline is everything, but strategy is the secret sauce. According to Sona, too many sellers either wait for the phone to ring or treat pipeline-building as an afterthought. Instead, she advocates for a strategic, proactive approach to building—and qualifying—pipeline. At the end of the day, nothing moves without it.

Why You Should Care

Look, this isn’t the usual corporate jargon buffet where every “strategic insight” feels reheated. If you’re a B2B leader or a hopeful CRO-in-training, this episode is like a cheat code for leveling up. Spoiler: being a great revenue leader is all about mixing human connection, operational wizardry, and a big ol’ dash of (surprise!) accountability. Tuck in, folks.

Watch the Episode

What are you waiting for?

Hit play on this week’s episode, and if you love it, don’t forget to subscribe, review, or even send us your favorite sales strategy—it might just make it on the show.

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We’ll see you at the Emblaze Revenue Summit in Denver April 15-17 for more pearls of wisdom. Book your team’s tickets now before the discounted hotel room rate goes away March 24!