Bryan Caplin
About
Detail
Chief Revenue Officer
New York, United States
Résumé
Jobs
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Founding MemberPavilion GoldSep 2025 - Current (1 year)Founding Member of Pavilion Gold, a highly selective network of CROs, CMOs, and senior GTM operators. Participating in confidential peer councils, off-the-record discussions, and curated introductions designed to sharpen decision-making and drive better outcomes at scale.- Chief Revenue OfficerNewselaMar 2025 - Current (1 year 6 months)
- Board Memberth Precinct Youth CouncilJan 2025 - Current (1 year 8 months)
- Limited PartnerSugar Free CapitalApr 2024 - Current (2 years 5 months)
- Founding MemberPavilionJun 2016 - Current (10 years 3 months)2024 CRO of the Year Nominee (1 of 4)
- AdvisorThoropassMar 2025 - Jun 2026 (1 year 4 months)
- Revenue Council AdvisorBowery CapitalJan 2025 - Dec 2025 (1 year)
- Chief Revenue OfficerThoropassMar 2023 - Mar 2025 (2 years 1 month)Led Global GTM function - Marketing, Sales, Partnerships & Customer Success.
- Chief Revenue OfficerNayyaNov 2021 - Mar 2023 (1 year 5 months)Oversaw entire GTM org - marketing, BDR, new business, account management, sales ops and sales enablement.
- AdvisorGraphiteApr 2020 - Nov 2025 (5 years 8 months)Advisor to the CEO
- Chief Revenue OfficerAndelaSep 2019 - Sep 2021 (2 years 1 month)Oversaw growth from $50MM in ARR to $110MM+ in under a year, resulting in $200MM Series E from Softbank in Sept 2021, propelling company to Unicorn status. Full-stack CRO overseeing the entire global revenue organization - New Business, Customer Success/Account Management, Sales Development, Rev Operations & Rev Enablement. Rebuilt entire GTM function, including overhaul of SaaS sales motion. Reported to Founder/CEO.
- Expert (Primary Expert Network)Primary Venture PartnersAug 2019 - Nov 2024 (5 years 4 months)Expert/Advisor
- Head of Sales - Finance & Strategy PracticeCEB now GartnerJul 2006 - Jan 2010 (3 years 7 months)Managed a Sales Team consisting of 15 sales directors and 15 inside sales associates, together responsible for over $12MM in annual revenue, selling consultative best practice research services to C-level Finance & Strategy executives at Global 4000 organizations in Europe & South Africa. Responsible for setting sales strategy, day-to-day sales operations, recruitment and territory allocation. Personally responsible for launch and marketing of new consulting product targeted at Chief Procurement Officers and Supply Chain Heads at FTSE 100 and other large corporates in Europe.
- Director, Sales & MarketingCEB now GartnerJan 2002 - Jun 2004 (2 years 6 months)Achieved ranking as #1 sales professional in the company (out of approx 150), generating over $2.3MM in annual sales, selling consultative best practice research services to C-level sales & marketing executives at Global 4000 companies.
- Associate Director, Account ManagementCEB now GartnerApr 2000 - Jan 2002 (1 year 10 months)Responsible for the account management and renewal of best practice research contracts with C-level marketing & sales executives at Global 4000 companies. Managed approximately 150 accounts in a given year.
Education
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- MBANYU Stern School of Business
- BA, Foreign AffairsUniversity of Virginia
Awards
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- 22023 Zoominfo Most Influential CRO
- 2024 CRO of the Year Nominee (1 of 4)Pavilion
Publications
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- SSaaStr Speaker: Scaling Up: 5 Tips for Successful Upmarket Expansion with ThoropassSaaStr SepSpeaker at SaaStr Annual conference
- SPodcast: How to Successfully Navigate A Major Career TransitionSales Hacker OctThis week on the Sales Hacker podcast, we talk to Bryan Caplin, CRO of Andela. Bryan recently left Axiom as GM and Head of North American Sales and Marketing of Axiom to join Andela as CRO. He talks us through that transition–knowing when was the right time to leave, his criteria for evaluating a new company, and what he did in the first 30, 60, 90 days as a new executive. What You’ll Learn How to know when it’s time to leave a company Evaluating and transitioning between companies Starting out well as a new executive
- SThe Intersection of Engineering and Sales with Bryan CaplinSalesloft Dec
- EBuilding an SDR Team From ScratchEnterprise Sales Meetup AugCome listen to how we scaled our SDR team at Axiom from 1 to 15+ in just over 18 months...