Natalie Cariola
Chief Revenue
Officer, SmartRent
Sector
Customer Workflow Transformer
Profile
LinkedInNothing here is horizontal, and that is the point. Property management, legal, restaurants, contact centres, IT service desks: when a product sits inside one profession's working day, growth comes from earning the vocabulary rather than buying the category.
The evidence is operational. These leaders can describe the customer's week, and their pipeline reflects the seasons of the trade they sell into.
Natalie Cariola is Chief Revenue Officer at SmartRent, where the go-to-market motion had to be rebuilt around AI rather than decorated with it. The work started with the questions most teams postpone: which parts of the funnel are genuinely repeatable, which judgement calls belong to a person, and what a buyer should feel at each step.
That discipline shows up in the operating detail. Pipeline definitions were tightened before automation was added, enablement was rewritten around the new evidence sellers actually carry into a room, and every experiment shipped with a way to tell whether it worked.
The result is a commercial system that compounds: shorter cycles, cleaner forecasting, and a team that treats AI as leverage on craft instead of a replacement for it. It is the reason Natalie Cariola appears on this year's list.
