Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. Prior to Carta, Jeff led SMB Sales at DocuSign, and started his career at Oracle, where he rose from Strategic Account Manager to VP of Sales over a decade.
Discussed in this Episode:
Highlights:
06:29 — Mentorship matters. Jeff breaks down how to find and approach mentors—even without a formal program.
12:42 — Lessons from selling servers that still apply to modern SaaS sales
15:02 — Leading through M&A: Inside the culture clash and how Jeff rebuilt a team post-acquisition.
19:07 — Carta’s GTM evolution: How Jeff scaled from one rep selling one product to multiple teams across three business lines.
28:34 — Scaling revenue from $20M to $450M: Advice for CROs entering growth-stage companies.
33:20 — Why “big company” people can thrive in startups—if they leave their playbooks behind.
36:15 — How to use PIPs to coach—not just cut—and what most orgs get wrong.
43:13 — Why the best sellers are quarterbacks, not lone wolves.
46:43 — Pick up the phone: Human connection wins in an era of AI and automation.
Guest Links (Jeff Perry):
Host Links (Scott Barker):
Where to Find GTMnow (GTMfund’s Media Brand):
Sponsor: Pursuit
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The GTM Podcast
The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
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