TL;DR: What do military leadership, AI strategy, and revenue forecasting have in common? According to Andy Champion, everything. In this episode of The Revenue Insiders, Andy joins Kelly and Tiffany to talk about people-first leadership, building inclusive GTM teams, and how AI is transforming B2B sales—without replacing the human advantage.

Andy Champion, VP & GM of EMEA at 6sense (and former sales leader at Highspot, Yext, and DocuSign), shares battle-tested insights from both the military and the boardroom. From servant leadership to situational coaching, Andy unpacks the nuance behind high-performing, psychologically safe revenue teams.

In this episode:

• Why psychological safety drives discretionary effort and retention

• How to manage accountability without micromanaging

• A military lesson that still shapes Andy’s leadership style

• The sales leader’s role in creating a sense of belonging—especially in global teams

• How AI enhances, not replaces, sales strategy and research

• The real difference between Europe and “EMEA”—and how to avoid costly expansion mistakes

Whether you’re a frontline manager, a GTM exec, or expanding into new markets, this episode will challenge you to lead more intentionally and observe more closely.

Mentioned in this episode:

• 6sense AI-powered GTM platform

• Servant leadership and the power of consistency

• Situational leadership frameworks

• Forecasting with AI

• Partner strategy in international growth