James Berry

Captain
DISC Type : DS

Founder & Fractional Chief Customer Officer at James Berry Customer Advisory

Los Angeles Metropolitan Area, United States

Overview

James is a results-focused services and customer success executive, specializing in scaling post-sales organizations within SaaS and enterprise software. He has a history of growing revenue by over 100% in 12 months. Colleagues describe him as a talented, driven, and communicative leader. He holds a BA (Hons) from The University of Huddersfield.

He once turned around a loss-making cloud business, transforming it from a $6M operation to a $25M business with a 30% profit margin.

Personality Overview

Long-Term Thinker

Decisive But Calm

Output-Driven

They exhibit a rare combination of being result-oriented but patient at the same time.  Reading between the lines and seeing beyond your words comes naturally to them. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Scaling Services Teams
Has repeatedly led and scaled post-sales organizations in SaaS, enterprise software, and consulting, focusing on revenue growth and margin improvement.
P&L Management
Held full P&L responsibility for a $75M global cloud services business at OpenText, demonstrating strong financial and operational leadership.
Client Onboarding
At ServiceTitan, he streamlined implementation processes, which led to a 33% productivity improvement and zero churn for new clients in Q4 2019.

Media Appearances

James has no verified media appearances

Work History

2-2026
Founder & Fractional Chief Customer Officer at James Berry Customer Advisory
5-2024 - 7-2025
VP, Global Customer Experience at Sauce Labs
11-2021 - 4-2024
VP, Professional Services & Customer Success at Performio
7-2020 - 11-2021
Director, Customer Success at Tanium
2-2019 - 3-2020
Vice President, Client Onboarding & Professional Services at ServiceTitan

Education

BA (Hons) from The University of Huddersfield

More Information

Social Presence :

Prographics :

Exp : 23 Location : Los Angeles Metropolitan Area, United States Job Level : Leadership Designation : Founder & Fractional Chief Customer Officer at James Berry Customer Advisory
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • During followups, use phone or text if needed, they should be fine
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Suggest clear next steps with confidence, don't be vague or hesitant

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from James

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will James move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can James take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And James

Personality Compatibility


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