Rich Adams

Director, Enablement Programs + Strategy 

Workiva

Helping build a culture of sales excellence & coaching at Workiva as a member of the sales enablement organization.

Lead Field Coach - Americas 

Rich Adams Sales Advisors

🌟 Freelance Sales Strategy & Enablement Expert 🚀 | 15+ Years of Success in SaaS Sales & GTM Strategy | Helping Sales Teams Excel and Delight Customers 

Are you seeking a seasoned Sales Strategy & Enablement Expert to elevate your sales team's performance and deliver exceptional customer experiences? Look no further!

🔹 About Me:
With over 15 years of experience in SaaS Sales and Go-to-Market (GTM) strategy and execution, I specialize in helping organizations define, build, and execute winning sales enablement strategies. My mission is to empower sales teams to stand out in the market and exceed customer expectations.

🔹 What I Offer:
🚀 Rich expertise in crafting and implementing effective sales & and enablement strategies
🛠️ Proven track record in GTM strategy and execution
💼 Fractional enablement leadership + execution 
💡 Modernizing sales processes and team enablement
🌐 Consulting, project-based, and fractional roles


I'm open to freelance consulting, project-based work, and fractional roles to support organizations in modernizing their sales processes and enhancing team performance. Whether you're looking to fine-tune your sales strategy, boost your sales team's effectiveness, or revamp your GTM approach, I'm here to help.

📬 Feel free to reach out for a chat! Direct message me to explore how we can work together to achieve your sales and customer experience goals. Your success is my priority!

Fractional Sales Enablement Leader | Coach | Consultant | Advisor | SME

Pavilion

Associate - Member

BombBomb

People buy from people. Humanize your sales motion using video messaging and build relationships faster, and close more business. 

Building the strategic account expansion & enablement strategy to help more BombBomb customers expand their use of video messaging to build better relationships,  drive more sales, improve productivity, and humanize their business.

Strategic Accounts, Manager 

Bravado

I fill critical enablement needs to help small businesses successfully build & onboard fractional sales teams through Bravado Flex.

- Built an end-to-end enablement strategy & sales playbook in partnership with Head of Sales to successfully onboard a flex sales team in less than 2 weeks
- Setup sales tools like Apollo and optimize for outbound sales motions + hit key sales metrics 
- Build outbound sales messaging, talk tracks, cold email templates, and end-to-end workflows 
- Facilitate live coaching + and training sessions for flex sales teams 
- Advise flex sales leaders & co-founders how to accelerate ramp time for flex sales reps

Fractional Sales Enablement Expert 

RevShoppe

Rich overhauled the enablement pillar for RevShoppe, and implemented a new enablement methodology across RevShoppe programs that will drive more value for clients and increase overall sales engagement adoption. 


‍RevShoppe is transforming sales engagement through executive strategy and tactical workflows. By optimizing operations, messaging, and enablement, our operating models empower executives to scale their go-to-market strategy and deliver an unrivaled buyer experience.

Zoom Video Communications

The front-line sales manager is the force multiplier of a sales organization. Unfortunately, most revenue teams forget about enabling their most important player. 

Following the “Zoom boom” I had the chance to build Zoom's first sales manager excellence program with the help of an amazing team that was designed to help sales managers excel in their roles, elevate their team's performance, and create a healthy and winning sales culture. 

I had the chance to train hundreds of new and existing managers on cutting-edge coaching strategies, new tools, and leadership best practices.

Sales Enablement Manager, Manager Execution 

After successfully building the training & enablement strategy across Zoom's sales tech stack that was critical for a successful IPO, I got the opportunity to build a specialized team focused on driving strategy, enablement, and innovation of the global sales technology stack. 

We built dynamic sales playbooks, influenced how and when sales tools were used through the sales and buyer journey, drove adoption strategies,  and continued to push the limits on how technology & AI can empower the revenue organization at Zoom. 

We helped the global team accelerate & build pipeline, increase win rates, add predictability to revenue, and enhance Zoom's pipeline management & forecasting process through better use of tools.

Creating the scalability of systems and tools enabled Zoom to scale ($100m - $4B ARR) at a rapid rate during the pandemic where speed and agility were critical.

Core Sales Tech Stack 

✔️ Outreach  
✔️ LinkedIn Sales Navigator 
✔️ Chorus.ai
✔️ Clari 
✔️ People.ai 
✔️ GURU 
✔️ Workramp 
✔️ Zoominfo

Manager, Sales Tools Strategy (RevOps)

I was hired to join the nimble sales enablement organization that would end up training & onboarding the core sales team that took Zoom through one of the most successful SaaS IPOs. 

My focus was to maximize ROI and adoption of the sales tech stack through creative training and mapping key sales tools to critical stages of the sales and buyer journeys. 

I created hundreds of training modules, videos, and tutorials, and led 100+ live and virtual training workshops focused on driving sales velocity through better use of sales tools. 

This function was critical in scaling Zoom through a successful IPO and setting the table for hypergrowth.

Sales Tools Trainer (enablement manager)

Conga

Conga acquired May 2020 by Apptus 

Promoted to lead and build out Major Account Sales  & Account Management Team, focused on growing strategic accounts in North America (1,000-5,000 employees), accounting for 50% total MRR bookings eventually leading to successful exit.

Manager, Major Account Sales

Launched Conga's first Global Account Management team focused maximizing customer value, and  driving upsell and cross-sell of Conga's full suite of intelligent document automation products to global customer base. Was instrumental in building the install base sales model that fueled record 200% YoY growth,

Manager, Account Management

Ambassador - Referral Marketing Software

Ambassador acquired by West Corp Oct 2018

Successfully built out Ambassador's Denver based enterprise sales office.  In first 90 days, developed a  new business acquisition & account based sales strategy that consisted of hiring and training  an outbound SDR team that drove a 40% increase in outbound sales opportunities across the global sales pipeline, fueling the rapid adoption of Ambassadors platform across B2C and B2B companies in less than 12 months.

Manager, Enterprise Sales

TapInfluence

TapInfluence acquired by IZEA July 2018

Brought in by executive team to build direct SaaS sales engine, and aggressively drive the adoption of TapInfluence platform across enterprise brands & agencies through creation of scalable outbound sales model, and overhaul of lead to cash process. 

Instrumental in closing large enterprise $100k+ ARR deals with Comcast, Boulder Brands, Demand Media, and other large PR and Advertising agencies to jumpstart SaaS model.

Enterprise Sales

I help sales professionals elevate their communication and customer experience with video messaging. With over 15 years of experience and expertise in SaaS sales and enablement, I have a deep understanding of the challenges and opportunities that sales teams face in today's competitive and dynamic market.

My passion is to modernize the sales profession and transform the way salespeople connect with their prospects and customers. I have a proven track record of building and leading high-performing sales teams and enablement functions at fast-growing SaaS companies, such as Zoom, where I helped the company grow from $100M to $4B in revenue in 3+ years. I believe that selling is not about pushing products, but about helping customers achieve their goals and challenging the status quo. 

Let's work together to lift each other up and maximize our potential.

Cisco

Business Development Manager, Duo Business Unit Partner Go-to-Market

- Closed $492k in Professional Services revenue (Net New, Customer Expansion, Partner Motion)
- Expanded customer account spend by over 200%  (Fortune 500 Account: 233% ; Cybersecurity Account: 205%) 
- Executed client facing Outbound GTM Program that resulted in 2X pipeline, 2X meetings, $5M in ARR per rep, 100%+ team quota attainment with 48% less activity

RevShoppe aligns sales engagement technology with Go-to-Market strategies, empowering revenue teams and exceeding revenue goals. By optimizing operations, messaging, and enablement, our operating models transform sales engagement through executive strategy, tactical workflows, and unrivaled buyer experience. 

Unicorns and Fortune 500 companies – including Segment, Expedia, Adobe, Cisco, DocuSign, Siemens, and IBM – rely on RevShoppe for strategic direction to increase revenue.

Program Manager

•Managed a team of 11+ Outbound Account Development Reps who support SLED, MM, and ENT
•Achieved 100% team quota attainment in my first full quarter at Duo. Previously, the team had missed quota for five consecutive quarters.
•97% Average Quota Attainment (6 Quarters)
•83% Average Meeting-to-Opportunity Conversion Rate (6 Quarters)
•Hired 12 Account Development Reps + promoted 5 to Account Executive

Manager, Business Development -  Duo Security

SailPoint

As SailPoint’s sole SDR Manager for the North America/Asia Pacific region in 2017, I was responsible for pipeline generation across all verticals as well as the day to day coaching and performance of my 18 direct reports located across Austin, TX; Sydney, AU; and Singapore, SG.  

Key accomplishments include:

*Growing AMS/APAC team by 150% in 2017 – from a team of 8 to a team of 18 within 9 months, and during an IPO

*Responsible for all aspects of territory creation/account assignment for 20+ SDRs in both 2017 and 2018

*100%+ Sales Manager quota attainment – 2018, 2019

*SailPoint High Achiever’s President’s Club - 2018, 2019 

*$58.2M in 2018 SDR Sourced Revenue - 42% YoY Growth

*$237M in 2018 SDR Sourced Pipeline - 157% YoY Growth

*  Lead SDR Management Team in 2019 closed  revenue - $28.8M – 46% of overall SDR sourced revenue

Sales Development Manager, North America

As a Senior Sales Development Representative, I was responsible for all aspects of business development and pipeline generation. Educating the market, running initial discovery calls, nurturing relationships within my territory, working alongside Sales Executives, and Channel Partners to target strategic accounts. 

*Set an all-time company record for the highest amount of  SDR sourced revenue - $22.2M,  only surpassed in Q2 2020. 

*Sourced 26% of all SailPoint's global closed-won bookings in Q1 2016 - including SDR, channel and sales created opportunities. 

*Chosen to work 1:1 with Customer Success Leadership to design and launch install base prospecting program

*Responsible for training and on-boarding new team hires

*Only SDR on a team of 8 to be offered a choice between Inside Sales Role and SDR Management Role.

Senior Sales Development Representative

Clubessential

Clubessential provides web-based technology solutions to some of the world’s most prestigious clubs and resorts including Congressional Country Club, Marriott’s W Hotels, and Ritz Carlton Residences.
 
As a Marketing Associate reporting directly to the VP of Sales, I was responsible for all pipeline generation within my territory as well as creating strategic campaigns to drive market awareness and engagement.
 
Key Accomplishments Include:
·  	Routinely met and exceeded monthly quota sales by 150% attainment
·   	Sourced 34% of all 2014 closed-won business – net new accounts
·   	Created and executed weekly email/phone campaigns to my territory

Marketing Associate

The Boon Group

* Created customized content for sales proposals and large commercial and government RFPs 
* Calculated product pricing and margin by assessing company risk 
* Acted as point of contact for new clients
* Created print ads, brochures, email blasts and direct mail marketing pieces

Marketing and Proposal Specialist

Sabertec

* Created and maintained website content and design 
* Assisted sales team in prospecting potential clients  
* Managed scholarship program  
* Supervised company intern and oversaw the intern hiring process 
* Developed marketing materials such as brochures, e-mail blasts and various documents 
* Managed company events, prospected and secured sponsors, venues and media coverage

Marketing and Public Relations Associate

Mason Public Relations

* Assisted in developing and implementing creative strategy in a small agency setting
* Reached out to media contacts on behalf of clients to arrange and secure press coverage
* Created press releases, strategic memos and client proposals for ongoing campaigns

Intern

Sales Leader + Storyteller | Professional Optimizer + Revenue Driver

Cybersecurity Sales Leader turned GTM  Strategist with a proven track record of driving multimillion-dollar revenue growth across all segments, sectors, and continents both as an individual contributor ($20M+) and in a leadership role ($50M+).

During my 5+ years in SDR leadership, I hired 50+ direct reports, launched three net-new top-of-funnel sales motions (SLED, SMB, Customer/Install Base), and was responsible for building territory, quota, comp plans, and playbooks for the 7+ sales segments I supported.

As a Program Manager at RevShoppe - I  partner with  GTM leaders to unleash their team's full revenue potential, maximizing the value of their existing digital sales tech stack and seamlessly aligning the systems, strategy, and execution behind it. 

Read more about the impact of the custom-tailored Programs I've led here: 
https://www.revshoppe.com/project/pelago-sees-a-5m-increase-in-arr-per-rep

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