Terri Pembleton

Enterprise Revenue Operator | AI-Enabled Revenue Growth | Built & Scaled B2B SaaS Companies from $10M- $100M+ ARR

United States13.8k followers

Growth-Stage SaaS (Confidential )

ex-Talview

ex-RevJet

I build the B2B revenue engine behind Growth doesn't stall because companies run out of opportunity.
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It stalls when the commercial organization can't keep pace. Pipeline appears healthy, conversion becomes inconsistent, forecasts lose credibility, and execution breaks down across the I build commercial operating systems across Sales, Partnerships, Customer Success, and RevOps that turn growth into a predictable, scalable, and disciplined revenue Over my career, I've helped B2B SaaS and AI companies scale from $10M to $100M+ ARR by transforming fragmented go-to-market motions into high-performing commercial organizations across North America, EMEA, and What I've Built:• Built and scaled enterprise revenue organizations through critical growth stages by creating repeatable go-to-market operating models across North America, EMEA, and • Designed AI-enabled revenue workflows across prospecting, pipeline management, forecasting, deal inspection, and revenue operations to improve seller productivity, forecast accuracy, and executive • Expanded pipeline 3x–5x by strengthening ICP definition, qualification discipline, and deal • Built forecasting discipline, operating cadence, and accountability systems that gave executive teams confidence in revenue • Built strategic partner ecosystems that accelerated market expansion and created durable revenue I believe sustainable growth comes from disciplined execution. That means building the operating cadence, accountability, forecasting rigor, AI-enabled workflows, and commercial infrastructure that allow organizations to scale with I do my best work in growth-stage B2B SaaS and AI companies, particularly Series A through C, where product-market fit is established and the commercial organization must evolve from founder-led growth into a scalable, high-performing revenue engine.

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GTM Index

GROWTH-STAGE SAAS (CONFIDENTIAL )JOB
1. Enterprise Revenue & GTM L…
  1Y 5M
ARDERA8JOB
1. Revenue Operator
  4Y 1M
TALVIEWJOB
1. Global SVP of Sales and St…
  2Y 8M
REVJETJOB
1. VP of Sales and Partnerships
  3Y
4INFO (ACQUIRED BY CADENT)JOB
1. VP, Enterprise Sales & Str…
  3Y
THINKNEAR BY TELENAV (ACQUIRED BY INMARKET, AUGUST 2019)JOB
1. VP Enterprise Sales
  3Y
GANNETT | USA TODAY NETWORKJOB
1. VP of Sales and Partnerships
  2Y
GOOGLEJOB
1. Dir of Strategic Sales
  2Y 11M
PGIJOB
1. VP of Enterprise Sales
  3Y

Job: Growth-Stage SaaS (Confidential ) — Enterprise Revenue & GTM Leader | Growth-Stage AI SaaS (Confidential) · 2025-03 – present — Engaged by a Series B AI company to strengthen commercial execution, improve forecast accuracy, and build a scalable, AI-enabled revenue operating model. • Restored forecast integrity through disciplined deal inspection, qualification standards, and stage governance, improving forecast confidence for executive and board-level decision-making. • Improved pipeline quality, conversion, and sales velocity by strengthening market segmentation, opportunity qualification, and commercial resource allocation. • Designed AI-enabled revenue workflows across prospecting, pipeline management, forecasting, sales execution, and revenue operations to improve productivity, visibility, and commercial perfor…
Job: Talview — Global SVP of Sales and Strategic Partnerships · 2021-12 – 2024-08 — Led the global commercial organization for an AI-powered enterprise SaaS platform, reversing declining revenue performance and delivering 168% YoY TCV growth and 133% net revenue retention across North America, EMEA, and APAC. • Led the global commercial strategy across enterprise and mid-market segments, aligning market segmentation, pricing, go-to-market execution, and operating cadence to accelerate profitable growth. • Increased new enterprise acquisition 138% by strengthening market focus, qualification discipline, and repeatable enterprise sales execution. • Built a 5× partner-sourced pipeline that accelerated international expansion, reduced customer acquisition costs, and enabled mu…
Job: RevJet — Vice President of Sales and Partnerships · 2018-07 – 2021-07 — Built and scaled the commercial organization for an AI-driven enterprise SaaS platform, growing revenue from $5M to nearly $28M ARR while establishing the operating foundation for long-term growth. • Built the commercial operating model, go-to-market strategy, sales organization, and partner ecosystem that drove 4× ARR growth through a critical scale stage. • Increased pipeline quality, accelerated sales cycles, and improved forecast predictability by implementing qualification discipline, deal governance, and repeatable sales execution. • Increased average contract value by expanding enterprise buying relationships, strengthening multi-stakeholder sales strategies, and driving customer exp…
Job: 4INFO (Acquired by Cadent) — Vice President, Enterprise Sales & Strategic Partnerships · 2014-07 – 2017-07 — Led enterprise sales and strategic partnerships for a high-growth data and advertising technology company, delivering 3× annual revenue growth, expanding the strategic partner ecosystem 6×, and building the commercial engine that supported the company's acquisition by Cadent. • Led the commercial go-to-market strategy across direct enterprise sales and strategic partnerships, accelerating revenue growth, increasing average contract value, and expanding market penetration. • Built and scaled a strategic partner ecosystem that generated new revenue channels, strengthened competitive positioning, and increased partner-sourced pipeline 6×. • Drove enterprise revenue growth through complex Fortu…
Job: Thinknear by Telenav (Acquired by inMarket, August 2019) — Vice President Enterprise Sales · 2011-07 – 2014-07 — Led enterprise and mid-market revenue for a high-growth location intelligence SaaS platform, delivering 5× ARR growthwhile building the commercial infrastructure that supported Thinknear's acquisition by Telenav. • Built and scaled the commercial go-to-market strategy across enterprise and mid-market segments, driving vertical expansion, pricing discipline, and predictable revenue growth. • Increased enterprise win rates 55% by strengthening commercial strategy, qualification rigor, deal execution, and forecast governance. • Led the commercial workstream during acquisition, aligning customer contracts, revenue forecasting, pipeline visibility, and executive reporting to support transaction…
Job: Gannett | USA TODAY NETWORK — Vice President of Sales and Partnerships · 2009-07 – 2011-07 — Led enterprise sales and strategic partnerships for a high-growth SaaS business, delivering 5× ARR growth while building the commercial organization that strengthened enterprise value and supported a successful acquisition. • Built and scaled the commercial go-to-market strategy across enterprise sales and strategic partnerships, driving sustained double-digit quarterly growth and higher average contract values. • Developed strategic partnerships that expanded market reach, accelerated customer acquisition, and created new revenue opportunities. • Led commercial strategy across pricing, enterprise deal structure, and multi-stakeholder negotiations, accelerating sales cycles and increasing c…
Job: Google — Director of Strategic Sales · 2007 – 2009 — Scaled enterprise revenue for Google’s data and early cloud solutions across Fortune 500 accounts, driving sustained double-digit ARR growth while establishing Google’s commercial footprint in regulated and data-intensive industries. • Led and scaled a regional enterprise sales team, growing pipeline 4.5× and improving win rates. • Closed multi-year, multi-million-dollar contracts with holding companies and global advertisers. • Drove GTM, pricing, and deal structure that increased expansion revenue and long-term retention.
Job: PGi — Vice President of Enterprise Sales · 2004-07 – 2007-07 — Led North American enterprise sales for a global cloud communications and data solutions provider, delivering profitable growth and 133% net revenue retention while building the commercial infrastructure for predictable scale. • Drove enterprise acquisition and expansion by redesigning outbound strategy, strengthening pipeline discipline, and optimizing pricing architecture. • Strengthened retention and accelerated expansion revenue by implementing strategic account segmentation and tiered engagement models that concentrated investment on the highest-value enterprise accounts. • Built forecasting, revenue attribution, and performance management systems that created repeatable execution, imp…
Job: Ardera8 — Revenue Operator · 2022-07 – present
School: Michigan State University — Business Administration and Management, General

Skills

Transformational LeadershipSales Process OptimizationPricing StrategySales GrowthSales OperationsMEDDPIC Sales MethologyWinning by DesignAdvisory BoardsGo-to-Market StrategyGrowth ManagementCustomer RetentionKPI ImplementationExecutive CoachingSales LeadershipEnterprise Technology SalesBusiness-to-Business (B2B)Cross-functional Team LeadershipCross-functional CollaborationsRevenue & Profit Growth

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Terri Pembleton

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