Revenue Execution: Defining the Standard for Revenue Excellence Relationships, Consultative Selling & High-Impact Inputs | Jeff Perry, CRO at Carta
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.
