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 currently serves as the Chief Customer Officer at Netlify. Over the last two years, he has helped transform Netlify into a PLG superpower, harnessing the power of the product alongside a highly effective sales motion to drive exponential growth across the business.
As AI fundamentally changes how software is built, Netlify has emerged as a leading infrastructure platform for AI coding agents and modern web applications. The rise of foundational models and AI-powered development tools has accelerated adoption and created an entirely new generation of builders deploying applications on Netlify. Richard has played a critical role in turning that product-led adoption into enterprise growth, expanding Netlify’s reach across organizations while helping customers securely build, govern, and scale production applications.
Previously, Richard served as Chief Revenue Officer at Narvar, a developer of intelligent business platforms aimed at increasing corporate revenue and reducing operating costs for leading e-commerce brands. During his tenure there, he transitioned from an advisory role to help the company build its sales team, implement more productive sales methodologies, and provide critical guidance on successful global expansion.
For more than 25 years, Richard has forged a noteworthy career as a business technology and fintech leader specializing in applying digital business tools and creative go-to-market strategies to rapidly grow SaaS companies. He has an impressive list of companies he has helped grow and develop, including salesforce.com, Zuora, SuccessFactors, and AppZen, where he helped drive record-breaking growth and brand awareness.
Based in the Bay Area, Richard has built his career around his passion for scaling technology companies from early stage through IPO. He has an impressive track record of helping companies grow from less than $10M in ARR to well over $300M in ARR.
Core Specialties
Experience
Netlify · San Francisco Bay Area
Leading Netlify's global customer organization as the platform becomes the infrastructure layer for AI-powered and agentic software development.
As Chief Customer Officer at Netlify, I lead the global customer organization across sales, customer success, partnerships, and the post-sale experience.
Over the last two and a half years, I have helped transform Netlify into a PLG superpower, combining the strength of our product-led motion with a highly effective sales organization to drive exponential growth across the business and turn product adoption into durable enterprise growth.
AI is fundamentally changing how software is built, and we are seeing that transformation happen in real time on Netlify. AI coding agents and agentic application development are creating an entirely new generation of builders who can move from an idea to a deployed application faster than ever before. This shift is driving significant growth across our platform, from individual developers and teams building new applications to enterprises adopting Netlify for secure, production-level workloads.
Today, Netlify powers more than 100 million sites and serves tens of thousands of paying customers globally. By bringing together modern web frameworks, serverless functions, edge computing, APIs, and an extensive ecosystem of technologies into one workflow, Netlify enables developers and businesses to build, deploy, govern, and scale modern applications.
Having pioneered the Jamstack movement, Netlify is now helping define the infrastructure layer for the next generation of AI-powered and agentic software development.
Narvar · San Francisco Bay Area
Led 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 led 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.