Randi-Sue Deckard 🔬

GTM Leader -Sales/Marketing/CS/Revops🔹Strategy 🔹$1-$100M B2B🔹SaaS & Services🔹Influenced $100M+ in Revenue🔹GirlzWhoSell Mentor & Advisor🔹Pavilion-Co-Chair DFW Chapter🔹Speaker 🔹Advisor🔹Future Author 📚☕️🐾

Why does a Scientist make an awesome Customer Obsessed Revenue Growth Leader? #TheLabMindset

I was literally trained to experiment. Be extremely curious. Test, Refine and iterate! 

Research like a boss and use system level thinking!

It builds resilience (failure = reiterative process to get the desired outcome).

Document like a boss - I was trained if it wasn't written in black ink it didn't happen. 

Data driven decision making. Look for patterns to determine the best "lever" to change.

Embrace Change - always looking for ways to improve productivity/efficiency which help me look at the end-to-end CX (hello, bowtie) and find ways to reduce cost to serve for sustained profitability. 

Process/Frameworks are critical - how else do you design an experiment? (for business =GTM- Revenue Architecture model)

Communication -lots of papers written and one of my ninja skills is simplifying the complex so anyone could understand!

Present my findings and get grilled - Objection & Rejection proofed because I proactively prepared and expected this to occur.

Here's a little bit more about the Professional Me:

Leadership Style 
-Servant Leader
-People first

Strategic & Data Driven Decision Leader
--work with executives & board
--cross functional collaborator
--manage and execute projects

Embrace Change and Being a Change Agent

Trusted Advisor both internally and externally. Love creating raving fans throughout the whole ecosystem.

Great communicator and ninja rapport builder from board - peers- team - customers

Builder
--Teams
--Startups
--New Business Units
--GTM 

Revenue Growth
 --new logo
-- customer expansion
--strategic partnerships
--M&A

Financial Acumen 
--Profitability through retention and sustainable repeatable processes (understand the business unit economics)
--P&L Ownership

Experience with professional services & software solutions

Optimizer and Fine Tuner with Iterative Process improvement mindset 
--applied to GTM, Revenue Architecture and Customer Relationship Management

Growth Mindset
--lifelong learner who's obsessively curious
--personal and professional books & courses
--active in professional communities like Pavilion

High EQ - great mentor/coach

Thought Leader
-podcasts, panels and speaker
-writer & future author

Strategic Advisor for GTM - obsessed about sustainable growth!
-$1-$60M in ARR

Ssh don't tell but I might have an espresso & chocolate addiction according to my hounds who are currently giving me sideye. ;-)

2025 Sprouts "25 Women in GTM" to watch 2024 & SalesIntel "Top 100 & 300 Women" Making an Impact in B2B SaaS

Executive Member and Co-Chair of DFW Chapter

Pavilion, formally Revenue Collective, is a private membership organization for commercial growth operators. Our community is designed to support the professional development of revenue leaders at high growth companies, facilitate the sharing of best practices, and serve as a trusted private community.

Thoropass

Responsible for driving our GTM Mid-Market & Enterprise strategy and revenue growth on net-new business. Key areas of focus are ICP identification, pricing, sales motion & positioning, driving marketing efforts on brand awareness & increase of SQLs, product roadmap design, partnerships planning, channel awareness and revenue growth.

Sr. Sales Leader - Upmarket Expansion 

Thoropass is a full end-to-end compliance and security SaaS solution, driving organizations compliance program efficiencies and cost savings with quality. We have created a unique offering that emliminates the Auditor loop holes through the OrO™ Way approach. 

What is the OrO™ Way? Ask me!

Sr. Sales Leader

Pavilion

Executive Member

Secureframe

[Impacted by Reorg Layoff]

Secureframe is the leader in security compliance automation, enabling organizations to scale, build trust and stay secure with their customers in the areas of SOC 2, ISO 27001, PCI DSS, HIPAA, NIST, and more. 

Responsible for leading and overseeing the sales organization as a first / second-line level leader, obtaining net-new business and upselling current customer portfolio. Led sales across North America and EMEA, focusing on SMB, Mid-Market and Enterprise B2B software companies. 

Accomplishments 
2022
• Q2: N/A / Q3: 89% to Quota / Q4: 103% to Quota 
• Team won largest Enterprise customer to date in company history / largest ARR deal sold to date 
• Oversaw SDR team as interim Leader for 2 months - production increased in booked meetings 
• Increased team win rates from 19% to 26% in 2H of 2022 
• Grew sales team in 2022 from 7 Account Executives to 23 

2023
• Q1: 101% to Quota / Q2: 104% to Quota 
• 10 Rip & Replace competitive deals in 1H of 2023 (most in company history) 

Overall
• Took on "interim Head of Sales" for a period of 6 months 
• Developed and managed the top 2 reps in the company out of 15 
• Developed key strategies and planning on upmarket expansion in 2023, Mid-Market & Enterprise 
• Most competitive Rip & Replaces in company history 
• Implemented new sales process, such as the rollout of Command of the Message / MEDDICC company-wide

Sales Director

Datto, Inc.

World’s leading provider of cloud-based security & technology software in the areas of SaaS PSA/RMM, Unified Continuity and Networking. Overseeing the Southeast Region territory of 250+ Enterprise and Mid-Market Current Customers and New Business as a 2nd line-level leader. 

• 2nd line-lever leader responsible for the growth of Enterprise / Mid-Market  net-new logos and current customer expansion: (2) Sales Manager & (16) Indirect AE's
• 2021 Quota of $5M Net-New (100% to Quota) / $2M Expansion (99% to Quota)
• Team sold biggest RMM software deal in NA for $1.2M TCV
• Achieved/Exceeded monthly/quarterly quotas for pipeline and reoccurring revenue bookings, minimizing churn/loss and delivering on net bookings
• Provided sales/leadership Training and Coaching in the areas of net new business sales cycle, along with up-sell/cross-sell within existing business

Sr. Manager, Regional Sales

Optomi Professional Services

OPS is a full-service technology organization focused in the areas of Technology Professional Services, Domestic BPO/Outsourcing, Talent Solutions and Software. Responsible for the growth of National Enterprise Sales New/Existing business, along with mid-market sales.

• Responsible for leading (6) National Enterprise Sales Directors, along with (1) Sales Manager working with our Current Enterprise Customer base, along with developing net New Business
• Developed GTM strategy for our SaaS Workforce Management platform for new/existing customers
• Managed National Enterprise Strategic / Regional Market sales strategy
• Defined field sales metrics and developed new sales processes, along with the rollout of a consultative sales methodology (Command the Message) 
• Drove monthly account reviews within the national sales team, along with the support of our regional Mid-Market / SMB

Sr. Director of Strategic Sales

• Managed, strategized and trained in the areas of IT BPO (Business Process Outsourcing) and Human Capital Management (Staffing) within National Enterprise and Regional Market sales
• Created entire Sales Training program, new and existing hires, from ground up 
• Increased ramp-up time for new Account Executives in their first 4 months vs 7 months

Director of Sales 

Kforce Inc

As a 2nd line-level leader, I was responsible for the sales growth and management of the North Texas region, through Technology Talent Solutions, IT Outsourcing and Professional Services within Enterprise and Mid-Market sales

• Grew and managed a $37.5M P/L region, from $26M, along with two offices 
• Managed Delivery Director, (2) Market Managers, (3) Strategic Enterprise Sales Directors, along with (31) indirect reports (consisting of Recruiters, Sales Executives and back-office) 
• Trained employees, across the nation, on MEDDIC, a Consultative Sales Framework 
• Maintained top margins of 27.5% amongst 16 other offices two consecutive quarters 
• Responsible for the oversight and direction of top National Enterprise Customers; AT&T, Microsoft, NTT Data, Cisco, Toyota North America, Southwest Airlines, Allstate, Verizon, USAA, 7-Eleven, and more

Regional Sales Director

BridgePoint Technologies

Driving profitability and strategically steering all aspects of sales and operations across BridgePoint’s Information Technology Professional Services, Business Solutions/Software Development, Managed Services and SaaS Work Order / Procurement platform portfolios. 

•	Oversaw and managed company revenue of $26.5M+ across all business units - $21M+ Services / $3.8M ARR Software 
•	Grew sales from $9.5M to $14M+ in 1st year, 65% first-year growth
•	Oversaw (2) Managers, (10) Sales Executives and (6) recruiters, along with indirect reports 
•	Trained and coached consultative sales in the areas of ITO, BPO, Managed Services and Software Work Order platform solutions

Director of Sales

Aerotek

Responsible for overseeing 5 new Account Managers within the Chicagoland area within Engineering, Professional Services, and LI.

Sr. Sales Manager

Responsible for the growth of new and existing Enterprise / SMB business within Engineering and Professional Services.

•	2-time year-end sales contest winner
•	Million Dollar Club winner, driving over $1.5MM in sales profit 
•	2012 year-end total revenue of $9.5MM 
•	Consistently ranked within top 15 over a period of 2 years out of 150 producers

Sr. Account Executive

Senior Recruiter

With over 14 years of experience at the forefront of sales leadership, I excel in driving revenue growth and orchestrating successful (GTM) go-to-market strategies across diverse markets and industries. My journey has been marked by a proven ability to manage and inspire high-performing teams, including Sales Directors, Managers, Account Executives, and SDRs, both in North America and EMEA.

I specialize in crafting and executing strategies that propel companies into the Mid-Market and Enterprise space, including SMB, leveraging a blend of strategic selling methods like Command the Message, Winning by Design, MEDDICC, Gap Selling, Enterprise Sales and much more. My expertise lies not only in guiding teams towards ambitious revenue goals but also in fostering the development of sales leaders and sellers, ensuring sustained success and growth.

Throughout my career, I have designed and implemented robust sales processes that drive efficiency and effectiveness. My focus on integrating innovative methodologies with practical application has consistently resulted in enhanced performance and achievement of key business objectives. Whether leading net-new business acquisition, account management, or renewal initiatives, my approach is rooted in a deep understanding of market dynamics and a commitment to delivering exceptional results.

I am passionate about empowering teams, developing future leaders, and driving transformative change within organizations. Let's connect and explore how I can contribute to your team's success and your company's growth journey.

Solution & Industry Expertise: 
• SaaS (Software-as-a-Service) 
• Technology / Professional Services 
• SMB / Mid-Market / Enterprise 
• Series B, C and D venture backed / Pre/Post IPO 
• Security, Cybersecurity, Compliance, GRC, Human Capital (HCM), BCDR, Sales, Infrastructure, Application Development 

Skills & Experience: 
• GTM Leadership - Enterprise / Mid-Market / SMB Sales 
• Net-new / Expansion & Account Management / Renewal 
• Talent Development & Management of SDR's, Account Executives, Account Managers, Sales Managers and Directors
• GTM Sales Strategy, Sales Ops, Product Development and Marketing  
• Organizational Change Management (OCM)
• Sales Systems and Processes Design / Implementation
• Sales/Operational Strategic Planning & Forecasting 

https://www.saasrampmedia.com/podcasts/the-difference-between-sales-and-service/

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Randi-Sue Deckard 🔬

Jon Mathews

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