RS Strategic Advisory

Helping DTC founders build their B2B playbook.

Coach + Sales Strategist

〰️ Sell Better Show • How to book more meetings with cold email
https://bit.ly/3yJkis3
〰️ Sell Better Show • How to run multi-stakeholder demos that win more deals
http://bit.ly/3wgYEtH
〰 Sales Showdown: Trick or Treat Edition with Pandadoc
http://bit.ly/45UE0vC
〰️ Sell Better Show • Boosting Sales With Expert Discovery Call Strategies
https://bit.ly/3SVUAHT
〰️ Scott Ingram's Sales Success Podcast • Curiosity, Persistence & 100% Ownership
https://top1fm.com/rachel-shi
〰️ The Millennial Sales Podcast • Tactical Ways To Use Video in Sales
https://bit.ly/3jhcguG
〰️ Vidyard • Blog • Social Selling: How to Connect, Engage & Sell on LinkedIn
www.vidyard.com/blog/social-selling-best-practices
〰️ SalesLabs • Podcast • Everything you need to know about using video for sales
https://bit.ly/48vcVjX
〰️ Vidyard • Blog • The Ultimate Guide to Virtual Selling
www.vidyard.com/blog/ultimate-guide-virtual-selling
〰️ K2 Sales Podcast • Podcast • Unlock the power of video
www.buzzsprout.com/1566959/7459972
〰️ SalesRight (FastSpring) • Blog • Q4 Pricing Strategies from Sales Experts
www.fastspring.com/blog/q4-pricing-strategies
〰️ Adobe • Blog • How video supercharges virtual selling
www.blog.adobe.com/en/publish/2021/03/26/how-video-supercharges-virtual-selling.html
〰️ Sandler Training • Podcast • How to succeed with video selling
www.sandler.com/blog/how-to-succeed-at-video-selling-podcast

Talks:

〰️ Sep 2022 • The State of Employee Advocacy, Speaker, Influitive
〰️ July 2021 • Newcomers in Tech Sales, Speaker, Scale Without Borders
〰️ April 2020 • Pride 2020: Designing For All: Why Accessibility Matters, Moderator, General Assembly ✕ Venture Out
〰️ Feb 2020 • Barriers & Lived Experiences, Moderator, Juno College
〰️ June 2019 • Pride Talks 2019: Celebrating LGBTQ+ Leaders, Panelist, #movethedial
〰️ Nov 2018 • Advocacy in Tech Panel, Moderator, Shopify ✕ Venture Out
〰️ Oct 2018 • Modern Leaders: Managing At Scale, Moderator, Wealthsimple ✕ Women and Color

Speaker & Writer

Ultimate Nutrition

Sales

KINEON INC.

Go To Market Leader Society

Creating distinctive experiences for senior GTM executives and VC/PEs.

GTM Sponsorships

metadata.io

• Top 10% performer 2022, 2023
• Outbound self-sourced 60% of closed won deals. $60-100K average deal size, 3-6 month sales cycle, selling to VP Marketing, Digital, Growth
• Built prospecting playbooks for Social Selling and Video Selling implemented by broader team
• Mentored 2 junior AEs
• 15+ net new logos: Bytedance (TikTok), RingCentral, Wrike, Docebo, Rockwell Automation and more

Strategic Account Executive

Journey

Advisor

Entrepreneur First

1 in 80 out of 10,000 applicants accepted to join EF's global talent investor and startup incubator. Backed by Reid Hoffman, Greylock Partners, Founders Fund, Mosaic Ventures and Lakestar.

My co-founder and I built DealDesk, a peer-learning platform for the future of work which solved the problem of fragmented knowledge in remote-first organizations. Raised $100K in pre-seed funding and secured 6 pilot customers. Wound down the biz due to personal circumstances. To date one of the best learning experiences I've had in my career.

Founder-in-Residence

Vidyard

Went all in on partnerships after building out eA's partner program leading to 80% of my leads going from Outbound to Partner-sourced. Vidyard had made the strategic decision to double down on the Sales ICP on the tailwinds of the pandemic. Hired to build a services moat to make Vidyard the go-to video platform for sellers. Created and launched Vidyard's Sales Trainer Partner Program from 0-1 6 months. Leadership role (player/coach).

Left after landing an opportunity to start my own venture.

• Acquired and activated 63 channel partnerships, ranging from solo consultants and influencers to enterprise training corporations
• Cross-functional role influencing all levels across Sales, Marketing, CX, Product & SLT
• Built case for additional headcount, recruiting, onboarding and managing Partner Manager to support activation and growth of channel
• Sourced, established and managed 3 of largest channel partnerships (Sandler Training, Corporate Visions, RAIN Group)
• Helped implement best in class tech-stack to scale processes (Crossbeam, Partnerstack)
• Drove thoughtleadership on video selling in the B2B sales community. Led to invitations to podcasts, premium features on Enterprise Sales Forum, the Adobe blog, private training sessions, 40+ virtual workshops and webinars on video selling, gaining exposure to 80,000+ salespeople
• Owned the Adobe book of business representing $1.6MM in pipeline and $1.3MM in closed revenue

Senior Manager, Strategic Partnerships

eSSENTIAL Accessibility

1 of first 2 SaaS AEs hired to transition company from unknown professional services firm of 15 to a SaaS model, leading to their $16MM Series A fundraise 8 months later and 4 years later a merger with their top competitor LevelAccess. Learned complex, multi-departmental enterprise sales, closing net new seed deals in a niche industry with F500 companies like Sephora, Whole Foods and Nike. Targeting GCs, CMOs, CTOs and CPOs. This role catapulted my growth.

• #1 AE out of 6 in 2019, 104% to annual quota
• Outbound prospecting and leading complex enterprise sales cycles with C-Level and Senior Executives in Fortune 500 (Product, Digital, Marketing, HR, Legal)
• Spearheaded eA's first Partner Program, individually sourcing, signing, enabling and managing 7 net new strategic channel partnerships, resulting in $200K+ ARR closed revenue and >$30M ARR in TAM with zero Marketing budget. Key partners included PixelMedia, mobileLIVE, One Rockwell, Avantia
• Evaluated and implemented tech stack to improve sales process: Outreach, Vidyard, Discover.org, ZoomInfo, LinkedIn Sales Navigator
• Promoted company at global conferences like Collision and #a11yTO to drive leads
• 20+ net new logos: Sephora, Whole Foods Market, Georgia-Pacific, Coty, Nike, Classpass, DevaCurl, Tatcha, Deckers Brands, LUSH Cosmetics, Toronto Star, The Honest Company, Talkspace, Bowlero, Hint, ResMed, Amplitude.

Venture Out

Led Canada's first and largest tech D&I nonprofit organization, cultivating a community of Toronto's best startups and tech talent.

• Led Sponsorships & Marketing teams of 18+ volunteers
• Recruited and built 2020 team through values-based framework
• Built network of 45+ start ups, corporations and non-profit community partners in Toronto tech community
• Led creative direction of Venture Out 2020 rebrand
• Owned Shopify x Venture Out 2018 event attended by 150+
• Built & grew relationships with strategic sponsors (Shopify, MaRS Discovery District, Wealthsimple, Loopio, Uberflip, Limelight, Security Compass, TWG & many more) developing high impact programming for 2018, 2019 and 2020 conferences attended by 630+

Formerly: Content & Programming Associate (Nov 2017-Mar 2019)

Co-Chair

• GTM consultant for early stage founders. Currently open to Sr AE roles.
• Based in London, lived in Toronto and Costa Rica, originally from Melbourne.
• 8+ years in enterprise b2b sales experienced in startups to F500.
• Creating courses for AEs on how to gain a competitive edge. Author of Win At Your Price with pclub.io. Building yourdreamjob.carrd.co.
• Drawing strange things at rachelshi.substack.com.
• A fan of excellence in every arena.

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