Скачать или смотреть GTM 31 | Predictable Revenue Systems: AI, Alignment & Scale with Michele Shepard (CRO, Emburse)

In this episode of GTM Vault, host Rick Koleta sits down with Michele Shepard — Chief Revenue Officer at Emburse, one of enterprise software’s most accomplished revenue leaders.

Michele has led organizations through private-equity transformations and multi-billion-dollar exits across Vertafore, Insurity, and Paya. At Emburse, she’s redefining enterprise finance with AI-powered Expense Intelligence — where finance, travel, and accounts payable shift from reactive workflows to predictive orchestration.

Emburse isn’t just automating workflows — it’s building the intelligence layer beneath them, turning data into direction and motion into measurable results.

We discuss how to build repeatable GTM systems that align people, process, and technology; the metrics that actually matter in 2025; and how AI-native GTM is transforming how enterprise teams operate and scale.

We discuss
02:08 – How great orgs align around TAM, focus & opportunity scorecards
03:49 – The 8×8 listening framework for GTM alignment
15:50 – Unifying GTM + Product & Engineering
17:12 – The metrics most leaders misuse
20:08 – Private-equity GTM blind spots
26:44 – AI turns data into direction
36:35 – Predictive orchestration & agentic AI
40:17 – Building a high-performance revenue culture
45:30 – Rapid Fire: metrics, lessons, and frameworks shaping modern GTM

Follow Michele Shepard / Emburse
LinkedIn:   / michele-shepard-a02382  
Emburse: https://www.emburse.com

Follow Rick Koleta / GTM Vault
LinkedIn: linkedin.com/in/rickkoleta
GTM Vault: https://gtmvault.wiki

This episode is sponsored by ZoomInfo — GTM Intelligence that automates outreach, triggers plays, and turns signals into revenue.
Learn more at https://www.zoominfo.com/gtmvault