About
Twenty-five years of building category-defining revenue organizations.
His many years of sales experience and his passion for leveraging the power of technology have made him a leading GTM expert who helps companies reach their targeted customer base more effectively.
Burlingame, California
Chief Customer Officer, Netlify
Richard Terry-Lloyd is the Chief Customer Officer at Netlify, where he is helping lead the company’s transformation into a product-led growth business operating at massive scale. Over the past two years, he has played a key role in shifting Netlify from a traditional sales-led model to a PLG motion, now supporting millions of sign-ups each month and advancing its mission to help the world build a better web.
With more than 25 years of experience, Richard has held senior leadership roles at Salesforce, Zuora, SuccessFactors, and AppZen, where he focused on scaling SaaS and fintech businesses from under $10M to more than $300M in annual recurring revenue.
Born in South Africa and now based in Burlingame, Richard lives with his wife and three children. He holds a B.S. in Civil Engineering from University of California, Davis, an MBA from University of San Francisco, and an executive leadership certificate from Harvard Business School. During his university years, he represented the United States as an All-American rugby player.
Outside of work, he spends his time surfing at Ocean Beach, traveling with his family, and following rugby.
Core Specialties
Experience
Narvar · San Francisco Bay Area
Leading global go-to-market strategy and execution at Narvar, the intelligent business platform powering post-purchase experiences for the world's most beloved brands.
As Chief Revenue Officer at Narvar, I lead the company's global go-to-market organization - sales, customer success, partnerships, and revenue operations. Narvar's intelligent business platform helps thousands of leading retailers deliver branded, low-friction post-purchase experiences across order tracking, returns, exchanges, and customer engagement.
Highlights:
- Re-architected the GTM motion to align around enterprise outcomes and durable expansion.
- Stood up a global partner ecosystem across systems integrators, agencies, and platforms.
- Drove operational rigor across forecasting, pipeline management, and customer health.
AppZen · San Jose, California
Led worldwide revenue and customer success for AppZen, the leader in AI-powered finance automation for the modern enterprise.
As CRO at AppZen, I led global sales, customer success, business development, and partnerships for the company's AI platform automating expense, invoice, and contract review for the office of the CFO.
Highlights:
- Built and scaled a multi-region enterprise sales organization across North America, EMEA, and APAC.
- Expanded AppZen into adjacent finance automation categories, lifting enterprise ACV.
- Established a high-velocity customer success function focused on adoption and renewal economics.
Zuora · Redwood City, California
Scaled global revenue at Zuora, the subscription economy pioneer, through hyper-growth and the company's IPO on the NYSE.
At Zuora I led the global field organization through hyper-growth and onto the public markets. Zuora's Subscription Economy platform helps the world's largest companies launch, monetize, and scale recurring revenue businesses.
Highlights:
- Scaled revenue from sub-$100M to mature, multi-region enterprise.
- Helped take Zuora public on the New York Stock Exchange.
- Expanded the GTM footprint across EMEA and APAC, opening new verticals.
SuccessFactors (SAP) · South San Francisco, California
Led North American enterprise sales at SuccessFactors through hyper-growth, IPO, and the $3.4B acquisition by SAP.
At SuccessFactors I led enterprise sales through one of the defining SaaS growth stories of the era. The company pioneered cloud-based human capital management, went public on the NYSE, and was acquired by SAP for $3.4B.
Highlights:
- Built and scaled the enterprise sales organization through IPO.
- Drove category-defining wins with Fortune 500 customers.
- Helped integrate the business into SAP's global cloud strategy.
Salesforce.com · San Francisco, California
Helped scale Salesforce.com from early-stage challenger into the global category leader for cloud CRM.
I joined Salesforce in its formative years and helped build the enterprise sales motion that turned the company into the standard-bearer for cloud software. My focus was selling into the Fortune 1000 and operationalizing the No Software movement at scale.
Highlights:
- Closed and grew flagship enterprise accounts across multiple verticals.
- Mentored a generation of AEs who went on to build the wider SaaS ecosystem.
- Contributed to GTM playbooks still in use across the cloud industry.
Education
Executive Leadership Certificate
Jan 2015 – Dec 2015
Executive education focused on leadership of high-growth organizations.
Master of Business Administration (MBA)
Jan 1996 – Dec 1998
Graduate business education with a focus on strategy, finance, and international business.
B.S., Civil Engineering
Jan 1989 – Dec 1993
Undergraduate degree in Civil Engineering at one of the top public universities in the United States. Played for the United States All-American Rugby Team during college.