Go-to-market
10 enterprise sales motion design experts
These ten sales and go-to-market leaders have built or led the teams, strategies and processes behind enterprise selling at the companies where they worked. A reader can learn how they structure enterprise sales teams, shape the sales process and adjust the go-to-market motion as a company grows.
Professionals to explore
01—10Andy Hershey
LinkedInExperience: Vice President of Strategic Sales, Americas · Cribl
Vice President of Strategic Sales, Americas at Cribl since 2025, and formerly Chief Revenue Officer (CRO) at Sovos (2024–2025) and at NS1, an IBM Company (2022–2024); he has also been a GTM Advisor at Scale Venture Partners since 2024. The profile says he has helped CEOs build and scale sales teams and GTM motions across all growth stages, with a focus on data, infrastructure and security.
Ann Gildea
LinkedInExperience: Head of Enterprise Sales - Strategic, Workfront · Adobe
Former Head of Enterprise Sales - Strategic, Workfront at Adobe (2021–2023) and Vice President Sales at Adobe Workfront (2016–2021). The profile describes a revenue leader who helps early and mid-size SaaS technology companies scale, and says she develops go-to-market strategies, creates operational efficiencies and builds teams.
Archana Subramanian
LinkedInExperience: Executive Vice President & COO, MuleSoft · Salesforce
Former Executive Vice President & COO, MuleSoft (2022–2025) and Executive Vice President & COO, Data Foundation (2025–2026) at Salesforce, and Head of B2B Strategy & Operations at OpenAI since 2026. The profile describes specializing in building the operating architecture that turns enterprise products into a unified commercial platform, and building and scaling GTM and operating systems across more than 10 acquisitions.
Ben Rey
LinkedInExperience: VP of Enterprise Sales · EliseAI
VP of Enterprise Sales at EliseAI since 2025, and formerly Chief Revenue Officer (CRO) at Teikametrics (2023–2025) and at Zoovu (2022–2023) and VP, Global Sales and Go-To-Market Strategy at Brandwatch (2019–2020). The profile says he is adept at designing efficient, scalable go-to-market strategies and optimizing sales playbooks, and cites integrating GTM functions during acquisitions.
Mark Desrosiers
LinkedInExperience: Chief Revenue Officer (CRO) · Aktana
Former Chief Revenue Officer (CRO) at Aktana (2023–2025), Chief Revenue Officer at Copado (2022–2023) and at impact.com (2020–2021), and Vice President of Global Sales at SimX since 2026. The profile describes leading enterprise SaaS revenue organizations and says he has owned end-to-end revenue strategy, with a focus on go-to-market execution, retention and expansion.
Matt Harmon
LinkedInExperience: Head of NA Enterprise Inside Sales & Development · Asana
Former Head of NA Enterprise Inside Sales & Development at Asana (2020), Vice President of Global Sales at Concord (2020–2021) and Vice President - Revenue at Metabase (2022), and Head of GTM at Outcome since 2025. The profile describes sales leadership roles at product-first technology companies focused on integrating product-led and sales-led growth, and on moving companies upmarket.
Matt Oden
LinkedInExperience: Head of Enterprise Sales · Zapier
Head of Enterprise Sales at Zapier since 2026, and formerly Founder CEO of Execify (2022–2025) and AVP, Compute Edge Sales (Serverless Edge Computing) at Fastly (2020–2022). The profile says he has built and scaled sales teams at web-scale infrastructure and AI platforms, hired, coached and developed more than 15 Account Executives, and describes expertise in designing revenue operations.
Mike Mills
LinkedInExperience: SVP, Enterprise Sales & Strategy · Ivanti
SVP, Enterprise Sales & Strategy at Ivanti since 2023 and Chief Revenue Officer at Ivanti since 2025; he also lists SVP - Global Customer Success and Advocacy, Revenue Enablement and GTM Transformation at Ivanti since 2020. The profile describes bridging customer experience and sales so that every function, from marketing and presales to post-sales and support, is aligned around revenue growth and customer retention.
Mridula Rahmsdorf
LinkedInExperience: Chief Revenue Officer (CRO) · IKASI AI
Chief Revenue Officer (CRO) at IKASI AI since 2022, after serving as VP of Sales there from 2018 to 2022. The profile says she built the entire go-to-market strategy and revenue engine from scratch at IKASI and turned a pre-Series A AI/ML SaaS platform into an enterprise solution through a data-driven GTM transformation.
Nick Christian
LinkedInExperience: Founding Head of Sales · Workera
Founding Head of Sales at Workera (2020–2023), then VP of Global Sales there (2023–2026), and Founding VP of Sales at cora.ai since 2026. The profile says he scales AI and enterprise SaaS companies from product-market fit to global expansion and has built revenue functions from first hire to global scale, including taking one AI platform from pre-revenue to more than $20M ARR.
Choose the right perspective
Match the person's stage and role to your situation, since standing up a first sales function at an early-stage company differs from reshaping one inside a large software company. For process and playbook questions, favor people whose notes describe designing go-to-market strategy or playbooks, and for team build-out, favor those who describe hiring and scaling sales teams.
Questions to take into the conversation
- 01How did you decide which customer segments and deal sizes the enterprise motion should target, and how did that shape team structure?
- 02What stages, exit criteria and qualification method did you build into the enterprise sales process, and how did you get reps to follow them?
- 03When moving from a product-led or mid-market motion to enterprise, what did you change first and what would you do differently?
About this directory
This is a professional research starting point based on business profile data retrieved on . Titles and companies reflect that source snapshot and may describe past or present roles. Check the linked profiles for current details. Inclusion does not imply Instant Expert membership or availability.
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