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.

AlgoSec

Solo Enabler, hired to build an end-to-end Enablement program to reduce friction for all customer facing personnel. Including (but not limited to) Sales Technology, Training, Coaching, Forecasting, Sales Methodology and Team Engagement. Actively supporting sales, solutions engineering, customer success, renewals and product teams.

Enablement, Learning, & Development

Dremio

* Aligning, training, and developing programs by, and for, Sales, Sales Ops, Marketing and Product teams. 
* Ensuring that we maximize incoming leads, effectively qualify them, utilize one common language and sales methodology to place them into the pipeline, and shorten the time to close. 
* Create or implement consistent training programs and company communication to focus on new key learning, and mastering the industry and products.
* Evaluate sales data to improve productivity and performance and identify opportunities for accurate current situation and next step strategies. 
* Create a focused "seller journey" ensuring that our buyer journey is tailored, customer-centric, multi-threaded and process driven. 
* Create, or refile the customer facing onboarding programs
* Ensure that our sellers are successful and supported in their first year in seat.

Director of Sales Enablement

Sisense

* Demonstrate expertise in enabling team members through the strategic use of people, processes, and technology to support continued professional growth. 
* Apply an extensive tech-stack, ongoing educational programs, call reviews, and key metrics to increase sales productivity and augment revenue.
* Collaborate extensively with a dedicated global team of customer facing personnel. Sales, Solutions Engineering, Customer Care, Lead Generation, Inside Sales, and related support personnel.
* Spearhead all aspects of onboarding programs as well as facilitate regular bootcamp.
* Sales KPIs including coursework scoring, peer-reviews, role-plays, time to quota, pipeline strength, time to close, and win loss ratios
* Designed and built all needed course and training content, along with mission driven gamification.
* Accustomed to strong collaboration with revenue and operations leadership to determine program charters, ongoing development, and mission critical programs.

Senior Field Enablement. Sales Enablement

Innovyze

* As liaison between Sales, Sales Ops, Marketing and Product teams.
* Design and improve processes focused on enabling the sales team to qualify inbound leads, prospect opportunities, and manage sales opportunities through to close.
* Conceptualize, produce, and distribute support resources to equip team in the effort to acquire new clients and drive increased revenue from existing clients. 
* Evaluate sales data to improve productivity and performance and identify opportunities for accurate current situation and next step strategies.
* Created a curated and collaborative "customer journey" for the Innovyze customers, prospects, and partners.

Director of Sales Enablement, Training and Development

Accelerate

Leading contributing author for Accelerate. Accelerate is a global networking community dedicated to the continuing education of Sales Enablement, Sales, Marketing, Learning and Development and Sales Training professionals.

Member, Contributing Author and Workshop Facilitator #Sales Enablement #Sales Training

NAVEX Global

* Provided training, education, and guidance to Global Sales team of a brand offering suite of ethics and compliance software, content and service to clients in 200+ countries.
* Ensured team utilized correct messaging at the time of need; utilizing collateral, content, technology, CRM, and an interactive and personalized customer experience.
* Engaged in strategy, cross-team initiatives, and leadership.

Director Sales Training and Development / Sales Enablement

Showpad

As a member of the LearnCore Customer Advisory Board, I provide strategic direction and specific feedback to LearnCore's product teams to help shape the future of sales enablement solutions.

Customer Advisory Board Member - Sales Enablement Evangelist

VendScreen

* Create, implement, and oversee all aspects of Sales, Marketing, and Sales Operations for a pre-launch technology start-up. Advanced to marketing and strategic relationships.
* Conceived and re-launched new website, SEO, PPC campaigns; oversaw trade show and media promotion.
* Developed and launched advertising programs, brand guidelines, and multi-use vide.
* Created and deployed sales strategies and Go-To-Market programs/offer.
VendScreen
* Hired sales professionals, geographical territories, legal and collateral materials, implementation documentation for prospects and accounts, and pipeline. 
* Instrumental in development of strategic partner relationships and preparation and presentation of data securing multiple funding rounds in excess of $20M.

VP Business Development

UP! Your Service

* Spearheaded North American launch of a Singapore-based organization specializing in customer service training and performance improvement; acted as COO, CHRO, Head of Customer Experience, and Head of Learning and Development.  
* Handled domestic and global accounts (Hewlett Packard, Adecco, Microsoft, Sands Hotel Group, Philips Healthcare, Telefonica); educated client companies on Service Culture and the Competitive Value of Service Implementation.
* Created a pipeline of more than $1.5M in  new business within a brand new market.

Senior Vice President VP Sales Worldwide Business Development

AccuWeather

* Hired as a “rain maker” for an online global leader in weather forecasting with product lines encompassing Internet advertising, applications and widgets, website and sales training. Traveled to Europe and Asia as remote sales manager.
* Targeted Fortune 1000 brands; signed deals with Samsung, LG Electronics, Sony Electronics, HP, Dell, and Sharp Electronics.
* Earned membership in “President’s Club” for exceeding annual goals and handling multimillion-dollar budget objectives.

Global Business Development Manager

Sales is not a job or a career; sales is a way of being. I don’t remember a time when sales, sales leadership, sales training & development, and/ or sales enablement wasn’t “who I was.”

There isn’t a part of the selling eco-system that I don’t enjoy. In the end it is about facilitating solutions; about understanding one another and finding mutual interests. Selling is about connecting, and about communicating.

Sales is a sport, a science, a psychology. And being better at it is what I thrive for, every single day.

taplio

The Battle

Rich Adams

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