A Q&A for finance, RevOps, and systems leaders on Owen Karlsson joining Continuous, scaling NetSuite revenue operations, and fixing quote-to-cash across Salesforce and NetSuite.
TL;DR
Owen Karlsson joins Continuous as SVP of NetSuite Solution Management.
- He brings deep NetSuite and ARM expertise, including leading ASC 606 conversions.
- His focus is scaling revenue operations and connecting Salesforce and NetSuite.
- Continuous aims to close the gap between sales creativity and finance execution.
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Owen Karlsson, Senior Vice President of NetSuite Solution Management, joins Continuous with more than a decade in the NetSuite ecosystem, spanning operations, professional services leadership, and hands-on revenue management. He was the first person globally certified on NetSuite Advanced Revenue Management (ARM) and has led dozens of revenue conversion and optimization projects for software companies.
At Continuous, he will help advance the company’s mission to fix quote-to-cash in Salesforce and NetSuite, bridging two of the most critical systems in modern revenue operations.
What does your new role at Continuous entail, and where will you focus first?
The title is Senior Vice President, NetSuite Solution Management. In the short term, I’m bringing a group of NetSuite customers I’ve supported for years into the Continuous family and making their transition smooth: same responsiveness, same results.
From there, I’ll focus on three things. First, building strong NetSuite relationships, navigating Oracle’s partner ecosystem and keeping efforts aligned. Second, supporting sales and credibility by joining customer conversations where deep finance knowledge helps move things forward. And third, shaping product direction, especially around revenue management.
We’re solving business-critical problems today and expanding the number we can solve tomorrow, and that’s how you scale impact.
Give us the quick version of your path into NetSuite.
I first got to know NetSuite at Rapid7 in 2012, where it ran both CRM and ERP in a complex, heavily customized setup. I started as a user, moved into an admin role, and was there when the company went public. Later I joined Zone & Co as one of the first hires. We grew from a small services firm into a product-led company after customers asked us to tackle usage and variable billing. I led professional services, operations, and later built out the knowledge and training side of the business. That experience taught me that the best users are the ones who can self-educate, and if you don’t build for that, you’ll never have power users.
Most recently I founded OK Consulting, and through ongoing work with Avalara, I met John Banks and the Continuous team.
Fun fact: I was the first person globally certified on NetSuite Advanced Revenue Management (ARM) and led around 50 ASC 606 revenue conversion projects, mostly for software companies.
How does your experience scaling operations and leading professional services inform how you’ll approach this new role?
At Zone, I helped grow the services organization and then built a team to implement a new billing product while keeping traditional NetSuite projects healthy. Later, as Chief Knowledge Officer, I focused on customer enablement, building a public knowledge base and training program so people could solve problems faster.
That mix of delivery discipline, enablement, and scalable processes is how I’ll operate here. The goal is always the same: build solutions that scale as fast as the business does.
What attracted you to Continuous and this next chapter in your career?
Honestly, it was John Banks and the team. I wasn’t looking to make a move, but the way John talked about the company, the culture, and the opportunity really stood out.
Continuous brings together deep Salesforce and NetSuite expertise. It felt like a natural fit, a team that thinks big, moves fast, and loves building. Salesforce and NetSuite are the two giants of the cloud, and Continuous sits right between them. Fixing quote-to-cash across those systems isn’t just the goal, it’s the mission.
Continuous’ mission is to fix quote-to-cash in Salesforce and NetSuite. Why is this challenge so important right now, and what makes Continuous uniquely positioned to solve it?
Sales creativity always outpaces systems. Every few years, there’s a new sales motion like subscriptions, usage, credits, or consumption, and sales can start selling it long before finance can operationalize it. That gap is where the friction lives. The companies that win are the ones whose systems evolve just as fast as their go-to-market.
Continuous was built to close that gap, to fix quote-to-cash in Salesforce and NetSuite so companies can sell however they want without breaking the back office. We already handle prepaid and credit models really well, and we’re expanding into more complex revenue motions without adding unnecessary complexity. The more flexible we make quote-to-cash, the more confidently our customers can grow.
You’ve worked across every phase of the NetSuite lifecycle. What are the biggest opportunities for improvement you see in how companies manage finance and revenue today?
Most companies still have too many disconnected processes between sales and finance. Every manual step, rekeying data, duplicating orders, or reconciling invoices, adds friction and limits scale. The big opportunity is to build connected, auditable systems that keep up with how the business actually sells. When that happens, revenue operations stop reacting and start driving growth.
AI is reshaping every step of quote-to-cash, from forecasting and pricing to billing and revenue recognition. Where do you see the biggest potential for automation and intelligence to create real business value?
The biggest shift will come from AI-driven consumption models, where credits or usage for AI features become billable SKUs. That changes how companies price, forecast, and even pay commissions. I’m optimistic about AI as a productivity multiplier, but cautious about unchecked automation in finance. The key is systems that support new pricing models safely, accelerating innovation without sacrificing accuracy.
Finally, when you’re not thinking about finance and optimization, how do you like to spend your time?
Sports, golf, family, and my dog. I’m a lifelong New York sports fan, Yankees, Giants, Knicks, Rangers, and a proud uncle to five nieces and nephews. That’s my favorite title, honestly.
Owen’s deep NetSuite experience, operational discipline, and product vision strengthen Continuous’ mission to fix quote-to-cash in Salesforce and NetSuite, helping companies scale revenue operations with confidence.
As he puts it, sales creativity always outpaces systems, and Continuous exists to close that gap.