{"id":339,"date":"2024-06-12T21:12:36","date_gmt":"2024-06-12T21:12:36","guid":{"rendered":"https:\/\/zoltrunakiver.com\/?p=339"},"modified":"2025-07-21T14:23:16","modified_gmt":"2025-07-21T14:23:16","slug":"gtm-98-going-from-ic-to-cro-at-github-and-building-a-high-performing-revenue-growth-engine-with-elizabeth-pemmerl","status":"publish","type":"post","link":"https:\/\/zoltrunakiver.com\/index.php\/2024\/06\/12\/gtm-98-going-from-ic-to-cro-at-github-and-building-a-high-performing-revenue-growth-engine-with-elizabeth-pemmerl\/","title":{"rendered":"GTM 98: Going From IC to CRO at GitHub and Building a High-Performing Revenue Growth Engine with Elizabeth Pemmerl"},"content":{"rendered":"<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/elizabeth-pemmerl-9172485\/\" target=\"_blank\" rel=\"noreferrer noopener\">Elizabeth Pemmerl<\/a>\u00a0currently serves as GitHub\u2019s Chief Revenue Officer, where she oversees all facets of the company\u2019s go-to-market strategy and customer engagement, including sales, support, and operations. She joined GitHub in 2015 after a career in the public sector, and has since held leadership roles in nearly all aspects of GitHub\u2019s enterprise business.<\/p>\n<h3 class=\"wp-block-heading\" id=\"h-discussed-in-this-episode\">Discussed in this Episode:<\/h3>\n<ul class=\"wp-block-list\">\n<li>The journey from individual contributor to CRO and the lessons learned along the way.<\/li>\n<li>The impact of AI on GitHub\u2019s business and the future of software development.<\/li>\n<li>Strategies for pricing new products and cross-selling within an existing customer base.<\/li>\n<li>Insights on hiring, retention, and the power of promoting from within.<\/li>\n<\/ul>\n<h3 class=\"wp-block-heading\" id=\"h-highlights\">Highlights:<\/h3>\n<p>(9:13) Transitioning from IC to sales leadership and driving a forecast cadence.<\/p>\n<p>(18:20) Navigating the acquisition of Semmle and lessons learned in M&amp;A.<\/p>\n<p>(25:58) Advice for startups on pricing strategy and identifying core buyer personas.<\/p>\n<p>(30:58) The future of AI in business and the emergence of the Chief AI Officer role.<\/p>\n<p>(42:08) One thing revenue leaders believe to be true that Elizabeth thinks is bull$***.<\/p>\n<p>(44:07) One thing that is working for Elizabeth in go-to-market right now.<\/p>\n<p><strong>Guest Speaker Links (Elizabeth Pemmerl):<br \/><\/strong>LinkedIn:\u00a0<a href=\"https:\/\/www.linkedin.com\/in\/elizabeth-pemmerl-9172485\/\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/www.linkedin.com\/in\/elizabeth-pemmerl-9172485\/<\/a><\/p>\n<p><strong>Host Speaker Links (Scott Barker):<br \/><\/strong>LinkedIn:\u00a0<a href=\"https:\/\/www.linkedin.com\/in\/ssbarker\/\" target=\"_blank\" rel=\"noreferrer noopener\">www.linkedin.com\/in\/ssbarker\/<\/a><br \/>Newsletter:\u00a0<a href=\"https:\/\/thegtmnewsletter.substack.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">thegtmnewsletter.substack.com\/<\/a><\/p>\n<p><strong>Sponsor:<\/strong><\/p>\n<ul class=\"wp-block-list\">\n<li><strong>Brought to you by<\/strong><a href=\"https:\/\/www.demandbase.com\/\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>\u00a0Demandbase.<\/strong><\/a> Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It\u2019s flexible, scalable ABM built for you.<\/li>\n<li><strong>Brought to you by\u00a0<\/strong><a href=\"https:\/\/www.orum.com\/\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>Orum<\/strong><\/a><strong>.\u00a0<\/strong>Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum\u2019s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.<\/li>\n<\/ul>\n<p><strong>The GTM Podcast<\/strong><br \/>Features conversations with well-known tech executive, VC, and founders \u2013 the expert operators in the trenches who have been there, done that\u2019 to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories, revealing expert insights around what worked, what didn\u2019t, and how things actually went down.<\/p>\n<p>The post <a href=\"https:\/\/gtmnow.com\/gtm-98-from-ic-to-cro-at-git-hub-building-high-performing-revenue-growth-engine-elizabeth-pemmerl\/\">GTM 98: Going From IC to CRO at GitHub and Building a High-Performing Revenue Growth Engine with Elizabeth Pemmerl<\/a> appeared first on <a href=\"https:\/\/gtmnow.com\">GTMnow<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Elizabeth Pemmerl\u00a0currently serves as GitHub\u2019s Chief Revenue Officer, where she oversees all facets of the company\u2019s go-to-market strategy and customer engagement, including sales, support, and operations. She joined GitHub in 2015 after a career in the public sector, and has since held leadership roles in nearly all aspects of GitHub\u2019s enterprise business. Discussed in this [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":321,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[21],"tags":[],"_links":{"self":[{"href":"https:\/\/zoltrunakiver.com\/index.php\/wp-json\/wp\/v2\/posts\/339"}],"collection":[{"href":"https:\/\/zoltrunakiver.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/zoltrunakiver.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/zoltrunakiver.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/zoltrunakiver.com\/index.php\/wp-json\/wp\/v2\/comments?post=339"}],"version-history":[{"count":1,"href":"https:\/\/zoltrunakiver.com\/index.php\/wp-json\/wp\/v2\/posts\/339\/revisions"}],"predecessor-version":[{"id":340,"href":"https:\/\/zoltrunakiver.com\/index.php\/wp-json\/wp\/v2\/posts\/339\/revisions\/340"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/zoltrunakiver.com\/index.php\/wp-json\/wp\/v2\/media\/321"}],"wp:attachment":[{"href":"https:\/\/zoltrunakiver.com\/index.php\/wp-json\/wp\/v2\/media?parent=339"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/zoltrunakiver.com\/index.php\/wp-json\/wp\/v2\/categories?post=339"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/zoltrunakiver.com\/index.php\/wp-json\/wp\/v2\/tags?post=339"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}