Matt Quarles, Chief Revenue Officer at Tiugo Technologies shares a few crucial revenue generation pointers for SaaS teams in this SalesTechStar interview:
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Hi Matt, what’s most interesting for you being in Sales and Revenue generation?
What keeps me energized is the intersection of strategy, execution, and human behavior. Revenue is the ultimate forcing function – it exposes whether your product, positioning, pricing, and customer experience are truly aligned. When done well, revenue teams become the connective tissue of the company internally, and what I call “fiduciaries” for our customers externally.
As a CRO, what challenges do you foresee ahead in 2026 in SaaS when it comes to driving revenue goals and sales processes?
In 2026, what it takes to compete and win – and to meet new expectations driving enterprise valuations – is materially higher output per dollar across every GTM function, with AI as a core lever – not a side experiment. Sales teams will be expected to do more with fewer people through AI-assisted prospecting, qualification, deal inspection, and forecasting, while still improving conversion quality. The challenge for CROs will be separating signal from noise – deploying AI in ways that genuinely improve decision-making and execution, not just automate bad processes. Those who pair AI leverage with strong fundamentals and accountability will pull away quickly; those who don’t will struggle.
What does it take to build effective global sales engines in the modern SaaS ecosystem?
It starts with clarity: clear ICPs, clear value propositions, and clear ownership and alignment across global regions. From there, you need consistency in process and data, combined with flexibility for local markets, partner ecosystems, and buying norms. The best global sales engines invest heavily in enablement, front-line leadership, and feedback loops from the field back into product and marketing. Then treat the revenue engine as just that… an engine; deeply inspecting three core metrics – volume, velocity, and conversion rates – for each stage of your pre- and post-sales funnel to identify the largest constraints, and put focused energy into resolving the largest constraints first.
What salestech and revtech platforms have you often depended on to drive sales goals?
At the core is a strong CRM foundation, typically Salesforce, surrounded by a modern engagement platform, conversational intelligence, forecasting, and a customer success platform. The specific vendors matter less than how well the stack is integrated and actually used. Increasingly, I also rely on in-house data science capabilities layered on top of these tools to get faster and more nuanced insight into what’s working, what’s breaking, and what’s changing. That combination drives better decisions and tighter execution.
Can you tell us more about your use of AI powered tools and features to drive sales and revenue processes?
Where I’ve seen real impact from AI is when it’s embedded into day-to-day workflows, not layered on as a novelty. On the sales side, that includes AI assisting with account research, personalized outreach, call summaries and follow-ups, CRM hygiene, forecasting, and surfacing deal risk or next-best actions—always with managers and reps acting on the insights. We’re also seeing momentum in AI-driven enablement, from role-play and coaching support to faster proposal, RFP, and competitive response generation. In customer success, AI is starting to meaningfully improve onboarding, sentiment analysis, renewal risk detection, and QBR preparation—but, as with sales, the ROI only shows up when clean data, clear processes, and human judgment are in place.
A few thoughts and tips you’d leave all B2B SaaS sales and revenue teams with before we wrap up?
Focus relentlessly on fundamentals: ICP discipline, value clarity, and customer outcomes. Measure what matters, but don’t confuse activity with progress. Invest in your managers – they are the multiplier for everything else. And finally, remember that durable growth comes from trust, both with customers and across your internal GTM teams.
About Tiugo Technologies
Tiugo Technologies is a launchpad for new developer platforms, helping software companies accelerate growth, increase operating efficiency and scale their business. As an affiliate of PSG, Tiugo aims to assemble a portfolio of API-first, market-leading developer platforms focused on content creation and digital collaboration. Bringing together top-class content experiences with an objective to succeed in the competitive developer platform market, Tiugo’s collection of companies offers holistic, differentiated solutions that create more value together than they can alone. Tiugo’s current family of brands includes ButterCMS, Tiny Technologies, CKSource and Uploadcare. Explore how Tiugo is shaping the digital content future at tiugotech.com.
About Matt Quarles
Matt Quarles is a go-to-market executive with extensive experience scaling high-growth software companies at the forefront of major technology shifts. He began his career at Accenture, was an early employee in the scale-up of Google Cloud, and has served as Chief Revenue Officer at Ionic Security, Evident ID, Posit, and Salt Security—working across cloud, data security, enterprise open-source data science, and AI-native platforms. He studied business and computer science at the University of Richmond.