Kyle Norton – Chief Revenue Officer, Owner.com; Founding Member & Co-Chapter Head, Toronto, Pavilion
[LinkedIn: Kyle Norton](http://www.linkedin.com/in/kylecnorton)
Executive Summary & Current Roles
Kyle Norton is the Chief Revenue Officer (CRO) at Owner.com, a SaaS company specializing in solutions for independent restaurants to grow their direct, online takeout and delivery channels. In this capacity, Kyle leads the go-to-market (GTM) team and oversees the full revenue operations spectrum, including sales, partnerships, onboarding, demand generation, revenue operations, enablement, customer success, and support functions. His notable impact is in architecting and scaling B2B SaaS GTM strategies tailored for the restaurant sector, focusing on value-added growth.
As a founding member and Co-Chapter Head of Pavilion’s Toronto chapter, Kyle plays a central role in one of the leading global communities for revenue professionals. He was nominated by Pavilion and TrustRadius as CRO of the Year and Startup CRO of the Year for 2024, reflecting broad industry recognition of his revenue leadership.
Kyle is the host of "The Revenue Leadership Podcast", a prominent Pavilion media property, where he interviews notable GTM and revenue leaders, sharing actionable insights with a growing listenership targeting the B2B SaaS and startup ecosystem.
Professional Experience & Affiliations
- Chief Revenue Officer, Owner.com
- Oversight: Sales, partnerships, revenue operations, enablement, onboarding, demand generation, customer success, and support.
- Mission: Enabling independent restaurants to optimize direct, online sales—reducing dependency on third-party delivery apps.
- Strategy: Leverages over 15 years of experience in B2B SaaS GTM leadership.
- Pavilion (Go-To-Market Community)
- Roles: Founding Member, Co-Chapter Head (Toronto)
- Recognition: Startup CRO of the Year and CRO of the Year Finalist; central participant and thought leader within the Pavilion network.
- Content Creation: Author and regular contributor to the Pavilion Blog; topics include GTM strategies, AI in sales, sales-led growth, and revenue operations best practices.
- Stage 2 Capital & GTM Fund
- Role: Limited Partner, Advisor, and Angel Investor
- Focus: Investment and advisory to SaaS-focused funds and startups, specializing in scaling GTM operations and strategies.
- Professional Development
- Education: Bachelor of Commerce, Queen’s University (2004–2008)
- Instructor: Frontline Sales Manager School (Pavilion)
Content, Thought Leadership & Industry Influence
- Podcast Host: The Revenue Leadership Podcast (Pavilion/Owner.com)
- Interviewees: High-profile revenue executives such as Adam Alfano (Salesforce), Jason Wolf (Full Story, SAP), Sangeeta Chakraborty, Vanessa Brangwyn (Motus), Ashley Grech (Xero), Florin Tatulea (Common Room), John Eitel, and others.
- Topics: Go-to-market transformations, AI in revenue leadership, sales-led and product-led growth, operationalizing AI, decision-making under pressure for CROs, and organizational change management.
- Notable Blog Content & GTM Insights:
- Layering Sales Led Growth Without Breaking the Product
- Platform Paradox: Why Your Best Sellers Could Struggle (and How to Fix It)
- The Rise of the 10X SDR with Florin Tatulea
- What PE-Backed CROs Do Differently
- Why Product Thinking Beats Process Obsession in GTM
- A Guide to High Stakes Decisions with Ashley Grech (Xero)
- Awards and Honors:
- Finalist, CRO of the Year and Startup CRO of the Year (2024 GTM Awards, Pavilion & TrustRadius)
- Nominated for 2025 AI Lab Awards (Pavilion)
Strategic Interests & Expertise
- 15+ Years in B2B SaaS Revenue Leadership.
- Deep expertise in go-to-market strategy, sales-led and product-led growth models, and operationalizing AI solutions for revenue optimization.
- Active advisor and investor in early to growth-stage SaaS companies, with a focus on GTM innovation, sales organization design, and new market entry.
- Influences the broader GTM and revenue operations community through Pavilion, thought leadership activities, and public speaking at industry events (e.g., Pavilion CEO Summit, GTM2024 Conference).
- Content marketing and podcasting as levers for brand-building and pipeline acceleration within the SaaS and restaurant technology vertical.
Professional Network & Influence
- Network: Extensive within North American B2B SaaS and startup ecosystems; key node within Pavilion’s global GTM network.
- Collaborators / Notable Relationships: Regular engagement with revenue executives, investors, and operators from leading technology firms, including Salesforce, FullStory, SAP, Motus, Xero, and a portfolio of GTM- and SaaS-focused venture groups.
Education
- Queen’s University: Bachelor of Commerce (2004–2008)
Relevance
Kyle Norton is a highly visible and influential revenue leader, driving innovation and transformation within Owner.com and across the broader GTM community. His expertise sits at the intersection of SaaS sales, GTM strategy, and organizational leadership, with proven capabilities in scaling high-growth businesses and cultivating next-generation sales leadership. His public presence, industry recognition, and direct control over Owner.com's GTM functions position him as a strategic contact for initiatives aligned with B2B SaaS, sales strategy, or partnership in the restaurant technology vertical.
[LinkedIn: Kyle Norton](http://www.linkedin.com/in/kylecnorton)
[Owner.com](https://www.owner.com/)
[Pavilion](https://www.joinpavilion.com/)
