The CRO Playbook with Michele Shepard

In this episode of GTM Vault, host Rick Koleta speaks with Michele Shepard - Chief Revenue Officer at Emburse - about scaling predictive revenue systems and turning AI into an intelligence layer for enterprise growth.Michele shares her frameworks for building repeatable GTM systems that align people, process, and technology - including the 30-60 Framework for new CROs, the Opportunity Scorecard, and how to unify GTM, Product, and Engineering around measurable, predictable growth.We explore how Emburse is redefining finance through AI-powered Expense Intelligence, where finance, travel, and accounts payable shift from reactive workflows to proactive, predictive orchestration. Michele also breaks down what metrics actually matter in 2025 and how agentic AI is transforming enterprise roles.Sponsored by ZoomInfo — GTM Intelligence that automates outreach, triggers plays, and turns signals into revenue. Learn more at zoominfo.com/gtmvault.