Revenue Execution: Defining the Standard for Revenue Excellence Relationships, Consultative Selling & High-Impact Inputs | Jeff Perry, CRO at Carta
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Jan 21, 2026 Jeff Perry, Chief Revenue Officer at Carta with prior leadership at Oracle and DocuSign. He talks about patient, consultative selling and why relationship-building is timeless. He highlights the role of SDRs, staying busy with meetings as a high-impact input, and hands-on leadership to scale upmarket success.
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Career Path Through Diverse Sales Roles
- Jeff Perry traced his path from Merrill Lynch to Oracle to DocuSign and then Carta, showing career pivots matter more than titles.
- He joined Carta early to scale product-market fit and took on broad responsibilities to accelerate growth.
Relationships Are The Constant In Sales
- The core of sales is relationship building, understanding pain, and matching the right solution regardless of segment.
- Top performers across SMB and enterprise excel by being trusted advisors, not just product presenters.
Use SDR Roles As A Training Ground
- Use SDR roles to train people in all parts of GTM so they can learn low-risk and scale quickly.
- Encourage hustle and cross-functional exposure to set long-term career trajectories.
