Cultural Alignment, Driving Agility and Innovation with Eric Gilpin of G2

This episode features an interview with Eric Gilpin, Chief Revenue Officer at G2 and a tech industry veteran with over 20 years of experience, including roles at Upwork and CareerBuilder. 

Eric shares insights on the importance of cultural alignment, the concept of “zero-daylight” for executive decision-making, and practical tips for driving business agility and innovation.

About the Guest:

Eric Gilpin is the Chief Revenue Officer of G2, overseeing global sales and customer success, with over 20 years of experience in scaling technology businesses, including a pivotal role at Upwork during its successful IPO and subsequent revenue growth, while also serving as a limited partner at GTMfund and an advisory board member at Sales Assembly, and being recognized as a top sales leader.

Guest Highlights:

“Churn is not a revenue, marketing, or product problem. Churn is a company problem.”

“All revenue is not created equal.”

"CROs think that they're the sales leader, whereas they are cross-functional execs, and their job is to communicate and advocate on behalf of their customers and their teams."

Episode Timestamps: 

*(01:10) - Eric’s G2 Journey and Insights

*(03:25) - Navigating Market Corrections and Innovations 

*(09:35) - Aligning Teams for Success

*(20:15) - Building Cross-Functional Relationships

*(22:55) - Leveraging Input Metrics for Success

*(31:55) - Future Trends and AI in Revenue Operations

Links & Resources:

• Phil’s LinkedIn: www.linkedin.com/in/phildillard
• Eric’s LinkedIn: www.linkedin.com/in/ericgilpin

Our Sponsors:  
About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com. 

About Conga

Conga crushes complexity in an increasingly complex world. With our Revenue Lifecycle Management solution, we transform each company’s unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a unified data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team. Our approach is grounded in the Conga Way, a framework of entrepreneurial spirit and achieving together to champion our 11,000+ customers. We’re committed to our customers and to removing complexity in an increasingly complex world. Our solutions quickly adapt to changing business models so you can normalize your revenue management processes. 

Conga has global operations across North America, Europe, and Asia. Learn more at