Chris Cabrera
Founder, CEO


Top SaaS CEOs 2020


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Chris is the Founder & CEO of Xactly Corporation. Prior to founding Xactly, he was SVP of operations for Callidus Software, ran worldwide sales and marketing, customer advocacy, and strategic alliances. He was responsible for growing annual revenues from zero to $100M leading to a successful IPO in 2003 raising more than $70M.

Chris earned a B.S. degree in business administration with an emphasis in entrepreneurship from the University of Southern California (USC) and a master’s degree in business administration from Santa Clara University (SCU). He is currently on the Advisory Board for Santa Clara University’s Leavey School of Business as well as the SCU Center for Innovation and Entrepreneurship (CIE).



  1. Chris Cabera is incredibly innovative and adaptable—15 years ago he founded Xactly, out of a then-contrarian belief in cloud-based software. This is particularly commendable when statistics show less than 25% of founders still hold the CEO position. He’s led Xactly from startup to public holding, secured a massive $564 million private equity deal, expanded its core product offering from an incentive compensation tool to a holistic sales performance management solution that encompasses planning, execution and optimization, and ensures Xactly maintains 1600+ enterprise customers across a wide variety of industries including Flowserve, Hyatt, Salesforce, and Louis Vuitton. Another key strength is his passion for creating a caring community with a focus on philanthropy and giving back. Shortly after founding Xactly, Chris established the XactlyOne Foundation, a non-profit that organizes volunteer opportunities and projects for employees in their local communities. To date, Xactly has raised and donated over $250,000 and more than 1,000 volunteer hours to organizations in need. C.A.R.E (Customer Focus, Accountability, Respect, and Excellence) Week is an annual, international, and company-wide initiative that fosters Xactly Corporation’s Core Values, enhances company culture, and is aimed toward giving back to the communities that surround our organization. While our mission is unchanged, 2020 has presented us with new opportunities and challenges in the way that we bring this vision to life. As a company, Xactly plans to give back through fundraising for Doctors Without Borders, Black Girls Code, and the World Health Organization. Cabrera’s ability to create an engaging and flourishing environment is evident in the numerous workplace awards that honor the company’s culture and deep commitment to our core values. Over the past 15 years, Xactly has won 17 top workplace awards including being recognized as a top workplace by The Denver Post and by Fortune Magazine as a Great Place to Work’s 100 Best Workplaces for Millennials. Additionally, Chris has the determination and courage needed to lead a company through challenging times. During both the 2008 recession and the 2020 COVID-19 pandemic he has led by example and focused on empathy, and a genuine desire to take care of his employees and customers. Chris is also an action-oriented leader and an advocate for pay equity. In 2014, he noticed a pay discrepancy among his staff. Using Xactly’s sales performance data, his team was able to analyze a direct pay gap between men and women across the sales team, and immediately took action to create pay equity across the company. His transparency and candor on gender pay inequity have been elevated by publications like The Wall Street Journal and Fast Company. In 2019, he directed the team to develop the “State of Gender Equity in Sales Report,” to share new insights about the pay gap between men and women within sales organizations across 13 industries, and to shine a light on the pervasiveness of this issue. Given that exposure, other leaders like Marc Benioff at Salesforce followed suit and led initiatives that tackled pay disparities at their own organizations. Chris continues to be an advocate—at Xactly and beyond—for equal pay. Additionally, Cabrera has coined himself a “learn it all” a phrase that has dispersed throughout the organization. He is always ready to pivot, meet the moment, and gather new insights that inform his choices, opinions, and leadership. He’s author of Game The Plan (River Grove Books, 2014) and co-author of Xactly Sales Compensation for Dummies (Wiley Publishing, 2006), as well as a contributing writer to industry publications such as Forbes, Inc. Entrepreneur, Selling Power Magazine, and DestinationCRM. Last and certainly not least he was named the “Alumni Entrepreneur of the Year” by the Lloyd Greif Center for Entrepreneurial Studies at the USC Marshall School of Business.

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