Scott Barghaan.

Scott Barghaan is a go-to-market executive, advisor, and educator focused on how modern buyers, sellers, and procurement teams create value together. His work sits at the intersection of revenue leadership, buying group dynamics, operating model design, and applied AI in commercial and sourcing organizations.

He brings more than 25 years of experience building and running revenue organizations inside iconic enterprise technology companies, most notably EMC and Salesforce. Across those roles, he has led large global teams, owned enterprise-scale change programs, and helped companies redesign how they sell and serve customers as markets shifted from on-prem software to cloud platforms and now AI-native workflows.

Today, Scott advises startups and established companies on go-to-market strategy and AI adoption in revenue and procurement-facing teams. He serves as a board advisor to several AI companies backed by firms including Andreessen Horowitz and Bessemer Venture Partners, and is a Limited Partner at Stage 2 Capital.

In parallel, he serves as an Adjunct Professor at the Kellogg School of Management at Northwestern University, where he teaches courses on modern go-to-market systems, buyer decision dynamics, and the practical use of AI in sales and revenue operations. His teaching and research focus on why buying has become harder than selling, how consensus forms inside large organizations, and how technology can either reduce or amplify friction between commercial teams and procurement organizations.

Most recently, Scott spent a decade at Salesforce, where he served as Senior Vice President of Global Seller Experience. He built and led a 275-person organization spanning research, program management, process design, product design, software development, and change management. His team sponsored Salesforce's multi-year sales rebuild, Project Lotus, and delivered more than 100 initiatives aimed at simplifying how customer-facing employees work, improving data quality, and increasing adoption of core tools across a global field organization in 81 countries. The team also re-thought business processes to infuse AI and built AI-native products now generally available to Salesforce customers worldwide. Scott personally owned AI change management across the 25,000-person field organization, leading people from skepticism to new methods of work. He co-led Salesforce's "Customer Zero" program, translating internal operating practices into repeatable methods customers could apply in their own commercial teams and buying processes.

Earlier at Salesforce, Scott founded and scaled the Travel, Transportation, and Hospitality industry business across the Americas, growing it to roughly $480M in annual revenue while sustaining 95% renewal rates. He worked closely with companies such as Marriott, Southwest Airlines, and Airbnb to build a customer-success-first model that tied product adoption directly to retention and expansion.

Before Salesforce, Scott spent 14 years at EMC, where his work spanned management consulting through EMC Global Services and senior enterprise leadership roles. He led business and management consulting projects across financial services, healthcare, and telecommunications, helping Fortune 200 organizations work through complex change of their own. That foundation, leading people and organizations through significant change, became the throughline of his entire career.

He holds a BA in Leadership Studies from the University of Richmond.