Eric Gilpin

Eric Gilpin, CRO of G2, shares his 15 years of revenue leadership experience, including his time at Upwork. He discusses the transition from sales leadership to revenue executive, stressing the alignment of goals with a mission. The conversation dives into refining the Ideal Customer Profile and the importance of adaptability in planning. Eric highlights leveraging friction for growth and emphasizes leadership principles that foster collaboration. He also touches on the balance between remote and in-person work, underlining the value of effective communication in driving success.

Eric Gilpin, President of Go-To-Market at G2 and marketplace veteran, shares his playbook for aligning revenue teams and scaling a 210,000-product marketplace. He talks zero daylight alignment, reframing G2 for answer engines and LLM visibility, flipping buyer intent into churn intent, and why letting LLMs train on G2 data became a bold competitive move.