About Richard Terry-Lloyd
Richard Terry-Lloyd is the Chief Revenue Officer at Narvar, an innovative developer of business platforms designed to enhance corporate revenue and decrease operational costs for leading e-commerce brands. His extensive experience in sales and his passion for technology have established him as a leading GTM (Go-To-Market) strategist. He excels in helping companies more effectively reach their target customers and gain substantial competitive advantages.
For over 25 years, he has been a prominent figure in business technology and fintech, specializing in leveraging digital tools and innovative marketing strategies to accelerate the growth of SaaS companies. He has played a pivotal role in the expansion of several major companies, including salesforce.com, Zuora, SuccessFactors, and AppZen, significantly enhancing their market presence and growth.
In his progression to Chief Revenue Officer at Narvar, he transitioned from an advisory role in which he was instrumental in building the sales team and implementing effective sales methodologies. He also played a crucial role in guiding the company's successful global expansion.
He operates from the Bay Area, an optimal location for his passion for scaling startups from inception through to IPO. He has a remarkable track record of assisting companies in increasing their ARR from less than $10 million to well over $300 million.
Education
He began his higher education in Civil Engineering at the University of California at Davis, a college ranked in the top 10 among national public universities. His engineering studies ignited a strong interest in applying scientific principles to practical applications, though he soon realized his true calling was in business.
He obtained his MBA from the University of San Francisco and completed a leadership certificate at Harvard Business School, further preparing himself for high-level executive roles.
Professional Specialties
His professional expertise spans Market Penetration and Expansion, Multi-tiered Sales and Marketing, Strategic Business Planning, Sales Team Best Practices, and managing Multinational Sales Organizations. He is proficient 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 lives in Burlingame, California, a beautiful area known for its extensive shoreline and lush eucalyptus groves. He enjoys traveling and spending quality time with his family. In his free time, he can be found surfing the cold waters of Ocean Beach in San Francisco or watching international rugby matches, reminiscing about his time as a player for the United States All-American Rugby Team during his college years.
Learn More from Terry-Lloyd: Amplifying Influence: How Sharing Knowledge Creates Ripple Effects in Sales Coaching
For over 25 years, he has been a prominent figure in business technology and fintech, specializing in leveraging digital tools and innovative marketing strategies to accelerate the growth of SaaS companies. He has played a pivotal role in the expansion of several major companies, including salesforce.com, Zuora, SuccessFactors, and AppZen, significantly enhancing their market presence and growth.
In his progression to Chief Revenue Officer at Narvar, he transitioned from an advisory role in which he was instrumental in building the sales team and implementing effective sales methodologies. He also played a crucial role in guiding the company's successful global expansion.
He operates from the Bay Area, an optimal location for his passion for scaling startups from inception through to IPO. He has a remarkable track record of assisting companies in increasing their ARR from less than $10 million to well over $300 million.
Education
He began his higher education in Civil Engineering at the University of California at Davis, a college ranked in the top 10 among national public universities. His engineering studies ignited a strong interest in applying scientific principles to practical applications, though he soon realized his true calling was in business.
He obtained his MBA from the University of San Francisco and completed a leadership certificate at Harvard Business School, further preparing himself for high-level executive roles.
Professional Specialties
His professional expertise spans Market Penetration and Expansion, Multi-tiered Sales and Marketing, Strategic Business Planning, Sales Team Best Practices, and managing Multinational Sales Organizations. He is proficient 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 lives in Burlingame, California, a beautiful area known for its extensive shoreline and lush eucalyptus groves. He enjoys traveling and spending quality time with his family. In his free time, he can be found surfing the cold waters of Ocean Beach in San Francisco or watching international rugby matches, reminiscing about his time as a player for the United States All-American Rugby Team during his college years.
Learn More from Terry-Lloyd: Amplifying Influence: How Sharing Knowledge Creates Ripple Effects in Sales Coaching