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.

HHAeXchange

Sales Manager | Emerging Markets

Senior Account Executive

Thoropass

Enterprise Account Executive

Arkenstone GTM

Arkenstone GTM is a sales training and consulting firm specializing in outbound pipeline development and intuitive discovery execution. Wether you are building your outbound motion from scratch or leveling up your teams output, we may be of help. The three main issue we solve for are 1) Low outbound pipeline 2) Low conversion rates 3) Low deal sizes

Founder- Lead Consultant/ Sales Trainer

Staffing Engine

Implemented intuitive discovery and problem centric prospecting across the GTM team

Consultant / investor

Flosum

Led mid-market sales and business development 

- Rebuilt global outbound strategy
- Increased outbound generated pipeline by 452% YoY in 6 months. 
- Grew BDR team from 3-7 and AE team from 5-8
- Increased average deal size from 35k to 47k
- Added 25MM in qualified pipeline 
- Created comprehensive enablement program for BDR to AE development

Director of Sales and Business Development

Addepar

- Led inbound and outbound business development achieving $70 million in sales accepted pipeline on a $60 million target in 9 months
- Increased opportunity volume by 67% YoY
- Grew team from 6-13 reps
- Developed and promoted 3 reps to AE roles
- Implemented comprehensive BDR to AE enablement program

Head Of Business Development

Dooly

- Sales hire #1, only rep to hit quota. 
- Contributed 75% of new business revenue during my tenure from seed to series B
- Created initial sales process in collaboration with sales leadership

Founding Account Executive

CentralReach

National Account Executive

EverythingBenefits

Mid-Market Account Executive

Morristown Wealth Management

Broker

Founder | GTM consultant | 🔮Intuitive Discovery Trainer | Problem Centric Prospecting | Keynote Speaker

If you’ve gotten this far on my page and haven’t clicked on one of my videos... I’m all about being yourself. 

I find the most happiness at work while training reps on Intuitive discovery and prospecting so they can move forward in their careers. 

I’m also on a mission to fundamentally change the way companies think about business development and discovery execution. 

I specialize in revamping outbound programs to drive results and profitability rarely seen in the status quo using relevance, personalization, and data at the essence of every touch

As the first few sales hire at several SaaS startups I played a large role in testing and building sales processes while adding new revenue.

In the past 3 years, I led high performing full cycle and business development teams that generated over 100 million in outbound pipeline.

If you contact any of my previous coworkers and employers they will tell you that I am outgoing, eccentric, and extremely passionate about what I do. 

Oh yeah! I also make sales related content to brighten up your day on LinkedIn. 

I’m here to build a community and a career so if you’d like to connect, drop me a message. 😀

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The Battle

Rich Adams

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