Steve Maule, Vice President of Global Sales at Acclaro, joins host Brendon Dennewill to explore what happens to revenue teams when growth accelerates, and why clarity and communication are the difference between scaling successfully and exposing misalignment. With over 14 years in the localization and language services industry and a track record that includes onboarding brands like Spotify, IKEA, Nvidia, and Disney, Steve brings a uniquely global lens to challenges every RevOps leader faces.
From defining what "qualified pipeline" actually means to knowing when to add structure without killing agility, Steve shares hard-won lessons on building aligned go-to-market teams. The conversation also dives into AI's role in reshaping sales and marketing, and why the localization industry offers a compelling preview of how people's roles evolve rather than disappear.
This episode is essential listening for RevOps professionals, sales leaders, and executives navigating growth at scale.
What You’ll Learn
- The two essential levers leaders must use to maintain team alignment and clarity as growth accelerates.
- How to design a structured 'go/no-go' framework for sales qualification that ensures cross-functional alignment across go-to-market teams.
- Recognizing and avoiding the risks of fundamentally misaligned Sales and Operations KPIs.
- The necessary building blocks for an organization to successfully move from simply tracking data to fully operating with it.
- Localization as a growth engine: understanding the difference between simple translation and driving global scale through cultural nuance.
- Why new technology like AI becomes 'table stakes' quickly, and where the real people's competitive advantage will lie in the near future.
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About the Guest
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Steve Maule | Vice President of Global Sales of Acclaro
Steve Maule is VP of Global Sales at Acclaro, an AI-powered Language Service Provider serving some of the world's largest enterprises. With 25+ years of B2B sales and leadership experience, Steve has built sales engines that drove $100M+ in new logo revenue at Welocalize, landing clients like Atlassian, FedEx, IKEA, Spotify, and Disney. Before moving into localization, he held full P&L responsibility across multi-location operations at TEKsystems and Allegis Group, managing teams of 30+ across the UK, Ireland, and Central Europe. Steve brings operator-level insight into what it actually takes to build repeatable, scalable revenue systems, and the scars to prove it.
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