About Richard Terry-Lloyd

Richard Terry-Lloyd serves as the Chief Revenue Officer at Narvar, a company specializing in the development of intelligent business platforms that elevate corporate revenue and minimize operating costs for top-tier e-commerce brands. His extensive sales experience and passion for harnessing technological advancements have established him as a preeminent Go-To-Market expert. He assists organizations in efficiently targeting their customer bases, thereby securing significant competitive edges.

With a career spanning over 25 years, he has become a distinguished figure in business technology and fintech, particularly adept at utilizing digital tools and inventive marketing strategies to escalate the growth of SaaS companies. His portfolio of growth includes notable companies such as salesforce.com, Zuora, SuccessFactors—a developer of digital HR/payroll platforms—and AppZen, where he spearheaded initiatives that significantly enhanced growth and brand recognition.

In his role at Narvar, he advanced from an advisory position to Chief Revenue Officer, where he was instrumental in assembling and enhancing the sales team and refining sales methodologies. His strategic insight was crucial to the company's successful global scaling efforts.

Located in the Bay Area, he is ideally situated to pursue his zeal for nurturing startups from their inception through to IPO. He boasts an exceptional track record, having elevated companies from less than $10M in ARR to upwards of $300M.

Education

His academic journey began in civil engineering at the University of California, Davis, which was recognized among the top 10 national public universities. His studies at UC Davis kindled a deep interest in applying scientific principles for tangible societal benefits, although he soon discovered his intrinsic aptitude for business.

He furthered his education with an MBA from the University of San Francisco and a Leadership certificate from the Harvard Business School, preparing him for his executive career.

Professional Specialties

His expertise encompasses Market Penetration and Expansion, Multi-tiered Sales and Marketing, Strategic Business Planning, Sales Team Best Practices, and Multinational Sales Organizations. He excels in Global Business and Revenue Development, Corporate Networking, Team Building and Coaching, P&L Management, and Price Negotiations.

Industry Experience

Narvar - Advisor, Chief Revenue Officer (CRO)

Responsible for revenue management concerning internal operations, including marketing, sales, partnerships, and pricing and packaging. Oversees and executes business strategies in the company's growing revenue streams across product lines, customer personas, and market segments

AppZen - Chief Revenue Officer

His executive role at this AI-focused financial applications firm has been instrumental in growing the company's sales team by 250%. He expanded the company's strategic direction to include all market segments from SMB through large multinational businesses as well as multiple product lines. Under his sales leadership, he helped double the company's growth and increased its customer base by 338%, including new contracts from 1/3 of the country's Fortune 500 corporations.

Zuora - Senior Vice President Sales

His executive role at Zuora resulted in a 50X increase in sales headcount and a 33X increase in the company's customer base. He achieved these corporate goals through multiple go-to-market motions, including specialized account teams focused on specific market segments, including commercial, mid-market, and verticals. During his tenure at Zuora, he realized his firm belief that sales success lies in developing the right people who are mentored and trained in specialized markets and customer scenarios.

salesforce.com - Regional Vice President Sales

At salesforce.com, he developed his GTM leadership skills. It was here that he recognized the untapped business potential of the SDR and BDR roles in building the pipeline. He also capitalized on the SMB markets and how they can be developed into a key growth engine. His multi-pronged sales and product management strategies were instrumental in launching salesforce.com's global expansion of the commercial and SMB divisions.

Professional Affiliations

KLIMB Board Member from 2017 to present

Founded by Lindsay Terry-Lloyd, the mission of KLIMB is to help dyslexic children by providing cost-effective literacy intervention within the framework of a fun, mentor-based format.

Trendslide Board of Advisors 2013

A SaaS startup that identifies short and long-term business trends to help business owners gain economic and market insight.

Car IQ Advisor from 2019 to present

Car IQ is developing a payment gateway for fleet managers that enables autonomous validation and payment for services, removing the need for credit cards in vehicle service and payment workflows. Car IQ’s dynamic vehicle identity management capabilities allow data to be governed at the vehicle level, putting trust in the vehicle and eliminating vehicle expense fraud.

Personal Life

Born in South Africa, he now resides in Burlingame, California. This scenic community, known for its extensive shoreline and lush eucalyptus groves, suits his lifestyle well. He is an avid traveler and enjoys spending quality time with his family. His hobbies include surfing at San Francisco's Ocean Beach and watching international rugby matches, reflecting on his days playing for the United States All-American Rugby Team during his college years at UC Davis.

Learn More from Terry-Lloyd: Amplifying Influence: How Sharing Knowledge Creates Ripple Effects in Sales Coaching