Gradual

GTM Strategy, Advisor to CEO

“Jill’s unmatched expertise in sales, community building, partnerships, and ecosystems has been pivotal in shaping our product vision and go-to-market strategy. Her unique insights and strategic connections have unlocked new opportunities and accelerated our growth.” – Jerry Li, CEO & Founder

Gradual is a community platform that centralizes all community experiences, driving product adoption and deeper customer relationships.

Strategic Advisor

Stage 2 Capital

Stage 2 Capital invests in early-stage B2B software companies and sits shoulder-to-shoulder with leadership teams to operationalize sustainable revenue growth. We provide expertise and capital to help companies scale. 

Our LP base of 500+ seasoned GTM executives is matched with the strategic and operational needs of our portfolio companies. We involve our network in 100% of our investments, which often includes joining a portfolio company as an executive, board member, or advisor.

In 2018, I helped raise our $15 million Fund I from LPs at Asana, Atlassian, Box, Gong, HubSpot, Okta, Slack, Salesforce, SAP, ServiceNow, Toast, Twilio, Workday, Snowflake, Zoom, and many others.

$15m Fund I, LP, and Associate Member
$80m Fund II, LP
$150m Fund III, LP

GTM Advisor & LP

Klue

GTM Advisor

Competitive Enablement platform that combines market, competitor, and buyer insights.

Raised $81 million from top VCs including Salesforce Ventures, Tiger Global, Craft, and OMERS Ventures.

Advisor

Folloze

Advisor to the CEO

Enterprise customers include Adobe, Autodesk, DocuSign, Okta, VMware, UiPath, Cisco, and ServiceNow. 

Integration partners feature 6Sense, Demandbase, Marketo, Outreach, Qualified, and Salesforce.

nearbound.com

Assisted in the design, launch, and growth of the Nearbound category at Reveal. In June 2024, Reveal merged with Crossbeam, with the unified focus now on driving Ecosystem-Led Growth.

While outbound interrupts and inbound attracts, nearbound surrounds.

Nearbound is essential because buyer behavior has shifted from the ‘How’ economy to the ‘Who’ economy. Buyers now ask, ‘Who can help me solve X?’ and seek out trusted nodes in their network.

Strategy & Champion

Guild

Advisor to the B2B GTM team.

On a mission to unlock opportunity for America’s workforce. When opportunity is as evenly distributed as talent, everyone benefits. Individuals rise, companies grow, and our economy thrives.

In June 2022, Guild raised a $175 million Series F funding round at a $4.4 billion valuation. The round was led by prominent investors including Bessemer Venture Partners, Cowboy Ventures, Emerson Collective, General Catalyst, GSV, ICONIQ, Redpoint, Workday Ventures, Salesforce Ventures, and Oprah Winfrey.

GTM Advisor

LoopVOC

Voice of the Customer software for B2B SaaS Companies. Advisor to CEO & Founder.

Affinio

Member Board of Directors

Sales for Life

Advisor & Partner

Nudge.ai

Acquired by Affinity, a relationship intelligence platform.

Advisory Board Member & Investor

23 years in B2B SaaS Go-To-Market at Salesforce, Eloqua, HubSpot, Marketo. Customer Obsessed. Partner Obsessed. Living-In-Market. LinkedIn Member #320,966

Majored in Customer. Minored in Go-To-Market. Live in-Market. 

24 years in B2B SaaS. Early employee at Salesforce (first 100), Eloqua (#13), HubSpot Advisor (2014-2016), Marketo (2018).

Love startups, especially category creators.

Born Sales. Bred Marketing. Building Partnerships. 

I spent six years in management consulting, 52 quarters in software sales at Salesforce and Eloqua, six years doing professional speaking, 2018 reporting to the CEO of Marketo (acquired by Adobe for $4.75B), Limited Partner "LP" and GTM Advisor at Stage 2 Capital and GTM Fund. 

I started investing in 2012 and maintain my personal portfolio of investments in sales and marketing technology startups. I also started advising startups in 2012 and joined my first Board of Directors in 2016. Four of the companies I've advised have had successful exits -- HubSpot, Accompany, DataRPM, and PartnerHacker. 

My work keeps me focused on the changing B2B buying environment and what revenue teams need to do to evolve their culture, skills, processes, data, and technology. 

****If you want to connect with me on LinkedIn, don't send a generic invite.****

Jill Rowley

Pricefx

Responsible for the partnership with SAP and GSIs in the Americas.

Americas, SAP and GSIs Alliance Leader

Icertis

Cultivate true partnership between Icertis and Customers. Client Partner, Trusted Advisor and Business Point of Contact with a portfolio of enterprise clients to lead adoption, business value realization and expansion.

•  Drive strategic initiatives and work with customers to create strategic plan for growth and expansion of intelligent application solutions to meet overall business goals and technical requirements
•  Responsible for driving investments by identifying up-sell and cross-sell opportunities for Icertis Contract Management and additional business applications
•  Develop and expand relationships within existing accounts and ensure customer expectations and obligations are fulfilled 
  
Contracts are a critical part of every enterprise and the foundation of commerce.   Recognized by analysts as the clear industry leader and trusted by the world’s most iconic brands and disruptive innovators, ICERTIS pushes the boundaries of what’s possible with Contract Intelligence Management

Client Director - Strategic Sales | Account Management | Customer Advocacy

Practical CSM

Selected by Practical CSM to be the Principal Thought-Leader - Customer Sales.  Join me in the Success Hub where I will be discussing all things relating to my favorite topic: Customer Sales.

Principal Thought Leader - Customer Sales

Nakisa

Promoted to drive revenue (new-business sales, partner sales, customer sales) and growth strategy for North America.  Managed remote account executives, partner sales managers, account managers and customer success managers. 
• Player/Coach - Negotiated and closed 3-year term contracts with strategic enterprise customers - ARR ranging from $115K - $650K receiving 2020 Top Sales Performer recognition 
• Exceeded customer sales goal by 30%, by driving adoption, delivering business outcomes, and demonstrating solution value at all levels from the customer champion to the C-suite
• Improved customer health score by delivering value during the first 30-days of contract by implementing a new onboarding program and optimizing alignment and teamwork between the different customer-facing teams
• Improved win rate by tweaking the sales process, retraining the sales team to target prospective customers that fit our ICPs,/buyer personas and uncovering challenges and needs that we could solve confidently, predictably and profitably
• Developed a partner ecosystem of resellers, referral and implementation partners to support our GTM strategy and increased our reach to potential customers in specific industry verticals and geographies

Vice President, Sales and Customer Success, North America

Promoted to launch the first, company-wide, global customer success function, improve customer retention and increase customer sales 
• Recruited, coached, trained and led a high-performing team of remote enterprise customer success managers, closed $4M USD in (4) months in upsell and cross sell revenue. Average ARR $110K /year - negotiated 3-year term contracts 
• Boosted customer retention and advocacy by launching a Global High Touch Customer Success Community and Customer Programs including: user groups, expert community, portal, advocacy program incentives, advisory council, user conference and participation in the customer validation program - giving selected customers early access to product in return for providing product feedback prior to GA 
• Acted as the Executive Escalation Manager, improving time to resolution, providing visibility of priority issues across internal stakeholders, delivering on our SLAs and enhancing the customer experience 
• Nominated 2018 MVP of the Year for the successful global launch of the CSO and direct impact on retention/revenue

Global Vice President, Customer Success | 2018 Nakisa MVP Award

Hired to grow revenue and expand the partnership with SAP beyond the product and engineering teams 
• Achieved 529% revenue growth year-over-year by developing a growth GTM strategy, creating sales plays, and enabling SAP field sales teams (commercial and regulated industries) globally to identify, qualify opportunities, and generate massive number of SQLs
• Generated pipeline of $60M in NA and $100M globally by adopting top-down engagement and alignment strategy developing and establishing broad senior-level relationships in each country, region, and at the field level
• Partnered with SAP and Nakisa marketing and product teams to plan, design, and execute business development activities, marketing campaigns, and events directly impacting pipeline generation
• Scoped Nakisa PS team in implementation projects led by the Big 4 (PwC, Deloitte, KPMG, E&Y) and second-tier SIs by providing direct access to the product, R&D and support teams, improving time to resolution and ensuring successful implementations

Global Sales Director, SAP Partnership 

Vendavo

Hired to manage and expand the global partnership with SAP and launch the partnership with Salesforce
• Increased pipeline by 42% year-over-year and drove new logo acquisition with SAP by adopting top-down engagement strategy and obtaining top management sponsorship into their respective countries or regions
• Exceeded global revenue goal by 10% executing a growth GTM strategy, creating sales plays, and enabling global SAP sales teams to identify and qualify opportunities generating massive SQL numbers
• Invited to participate and present at the SAP and Salesforce Quarterly Business Reviews by demonstrating value to sales teams and aligning market approach with revenue goals
• Developed the GTM plan and Sales Playbooks with the ISV Salesforce team to address the white space opportunities in the lead to cash category and enabled the sales teams to position our solutions
• Partnered with SAP, Salesforce and Vendavo marketing and product teams to plan, design and execute business development activities, marketing campaigns and host events greatly increasing pipeline movement

Global Alliance Sales Director (SAP, Salesforce)

ClickSoftware

Recruited back to ClickSoftware to manage and expand the reseller relationship with SAP in North America (ClickSoftware was acquired by Salesforce)
• Increased pipeline by 3.5x year-over-year by adopting a top-down engagement strategy and getting sponsored by the managing directors in their respective regions 
• Exceeded revenue goals and accelerated pipeline generation by developing and establishing strategic relationships at all levels COOs, Country Managers, Managing Directors, Vice-Presidents, Lines of Business and Strategic Industry leaders
• Developed an operating framework and GTM strategy to support a more predictable revenue growth
• Partnered with SAP and ClickSoftware marketing and product teams to plan, design and execute business development activities, marketing campaigns and host events greatly increasing pipeline movement

SAP Alliance Sales Manager - Americas

Oracle

Recruited back to Oracle to support the expansion and revenue growth of the ORS solution in NA
• Increased pipeline by 3.5x in 9 months by leveraging key customer success stories, creating synergy with complementary product sales teams and developing joint commercial proposals to address market needs
• Developed vertical offerings with key Systems Integrators to address the resources scheduling challenges of key industries 
• Created a GTM plan and strategy with selected Global Professional Services Firms and GSIs and jointly identified upsell and cross-sell opportunities, generating incremental revenue and accelerating sales
• Partnered with the industry and marketing teams from Oracle and SIs to plan and execute business development activities, marketing campaigns, and events moving more prospects and raising brand awareness

Regional Sales Manager (New Business & Account Management)

Hired for driving sales with SAP
• Closed 4 deals of over $1M each with SAP in 10 months by creating prescriptive sales plays and partnering with SAP field sales teams (commercial and regulated industries) to identify, qualify and position solutions
• Built a 4x pipeline in less than one (1) year by developing customized sales plays to penetrate strategic accounts and industry verticals, leveraging key customer success stories and hosting reference live and customer spotlight events
• Partnered with SAP and ClickSoftware industry and marketing teams to plan and execute business development activities, marketing campaigns and host events greatly increase pipeline movement

Sales Manager, Service Optimization

Revenue Acceleration Strategies

Provided Strategic Consulting Advisory Services on building profitable partnerships, account development strategies and social media engagement strategy for growth for National Geographic, More Magazine, Day-Timer, Harlequin Publishing, and more.
• Developed customized Alliance Lifecycle Handbook to strengthen Experian Marketing Service’s expertise in recruiting, developing, and managing profitable channel sales relationships and strategic partnerships
• Hired by media and publishing companies to develop their social media engagement strategy

Strategic Advisor, Consultant

DXC Technology (formerly Computer Sciences Corporation)

Hired to grow the revenue through business development, marketing and go-to-market activities and strategies
• Generated MQLs by executing campaigns, hosting events and developing joint account strategy with key strategic partners in the region SAP, Oracle, Google, IBM, VMware, Citrix, Microsoft, NetApp, and Guidance Software 
• Created sales opportunities by developing comprehensive account plans and mapping our offerings to each account’s most pressing challenges and demonstrating how DXC would uniquely address their challenges
• Won a multi-year deal with ADP against the incumbent firm Phase 1 - $5 million - Top 10 sales deals

Principal, Senior Business Development Manager

Customer-centric, results-driven enterprise business leader with 20+ years of global B2B experience in revenue generating roles including customer success, account and sales management and strategic partnerships for high tech solutions, responsible for driving revenue and market growth, executing outcome-based strategies and developing, cultivating and managing profitable customer and partner relationships. 8+ years of sales and customer success leadership experience hiring and leading high-performing, remote teams. Global leadership and management experience. Dual Citizenship: Canadian and American

Structured and negotiated over $300M USD of competitive enterprise software/SaaS and IT solution sales and implementation/onboarding projects with enterprise customers in multiple industry verticals globally (including all the critical phases in the deal cycle: setting account/sale strategies, creating powerful business proposals/ROI, structuring win-win deals, and closing multi-year agreements).

Acquired broad knowledge of the enterprise business applications portfolio working for software companies of the likes of Oracle, Ariba, and Icertis and management consulting organizations such as KPMG and CSC (now DXC Technology). Solutions include: CLM, Procurement, Sourcing, Supplier Network, Field Service, ERP, Supply Chain, Financials, Workforce Management, Financials, IT infrastructure and migrations from on-prem to cloud. 

Passionate about partnering with customers and committed to delivering on the customer promise, aligning account strategy with business outcomes leading to renewals, expansion and advocacy, directing key operations for monitoring and reporting on customer account health, providing visibility of priority issues across internal stakeholders, and continually improving the overall client experience.

Revenue Growth | Strategic Partnerships | Complex Sales | New-business Sales | Customer Advocacy
Relationship Building | Customer Success Management | Alliance Management | C-Level Interface
Cross functional lead | Talent Development | Global Leadership | Player/Coach | Strategic Thinking

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The Battle

Jill Rowley

Francine Allaire

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