Epicor names Rachel Barger CRO, signaling cross-functional SaaS growth focus

Epicor’s choice of Rachel Barger as chief revenue officer was a sharp signal about where enterprise software is headed: away from isolated quota chasing and toward a tighter, cross-functional revenue machine. Barger arrived with more than two decades of global technology leadership across enterprise software and SaaS, and she took over from Scott Morgan after about two years in the CRO job.

Epicor said Barger will oversee strategy and execution across global sales and recurring revenue teams, while her broader go-to-market remit also covers professional services, partner channels and customer success. That matters because the company is not just asking the new CRO to sell more licenses. It is asking her to coordinate the full revenue stack across the Americas, EMEA and APAC, and to tie that work to growth in the make, move and sell economy. In practice, that is an org-design move: sales, services and partner motions are being managed as one system, not as separate departments that hand off customers and hope the numbers line up later.

For monday.com sales managers, the message is familiar. The company’s own results show how quickly a SaaS business can become dependent on enterprise execution and recurring expansion. monday.com reported $1.232 billion in full-year 2025 revenue, up 27% year over year, and said customers with more than $50,000 in ARR represented 41% of total ARR. It also posted record net adds of customers with more than $100,000 in ARR, while monday vibe became the fastest product to surpass $1 million in ARR in company history. Those are not just growth headlines; they are evidence that segmentation, expansion and product-led adoption are now part of the same revenue conversation.

The same pattern continued in the first quarter of 2026, when monday.com reported $351.3 million in revenue, up 24% year over year, along with record GAAP and non-GAAP operating income and record net adds of customers with more than $500,000 in ARR. That kind of mix puts pressure on territory planning and pipeline discipline. Managers can no longer run the business as a broad, top-of-funnel contest. Larger accounts require tighter account ownership, cleaner handoffs between marketing, sales, partnerships and customer success, and a more deliberate view of where recurring revenue is coming from.

monday.com’s own go-to-market shift says as much. The company has described its strategy as moving from performance marketing to a hybrid model that combines marketing, sales and partnerships, while also expecting to grow headcount by 30% in 2025 with heavier investment in sales teams. Epicor’s appointment fits that same playbook. The companies that are scaling best now are the ones treating revenue as an operating discipline, not a single department’s job.