INDUSTRIES & SECTORS
Richard specializes in building revenue organizations for high-volume, high-velocity businesses serving small and mid-market companies. These environments demand more than traditional enterprise selling: they require clear segmentation, efficient customer acquisition, disciplined pipeline management, fast and consistent execution, and a customer experience that can scale. His experience includes creating the strategies, systems, leadership practices, and performance rhythms that turn thousands of individual sales and service interactions into predictable, sustainable revenue growth.
SECTOR EXPERIENCE
More than 20 years building go-to-market organizations in industries where trust, operational discipline, and customer value directly affect revenue growth.
Experience scaling a vertically integrated payments company serving small businesses from $90 million to more than $240 million in revenue, culminating in a $1.85 billion strategic exit.
Payments attachment · Merchant acquisition · Partner distribution · Customer retention · Pricing · Portfolio growthTripled the revenue of a Series A fintech company from $2.3 million to approximately $7 million by strengthening commercial strategy, sales execution, pipeline development, and operating discipline.
Founder-led growth · Revenue predictability · Commercial strategy · Sales executionLed revenue growth and transformation across recurring-revenue and technology-enabled businesses, including responsibility for as much as $150 million in ARR.
Full-funnel systems · Forecasting · Pricing and packaging · Customer success · Revenue operationsBuilt and improved commercial systems for businesses that must serve multiple sides of a market, aligning customer acquisition, partner value, service delivery, monetization, and retention.
Ecosystem growth · Partner value · Monetization · Retention · Service deliveryWorked in businesses where proprietary data, market intelligence, and information products are central to the customer value proposition.
Market positioning · Executive sales · Complex value propositions · Measurable outcomesManaged a $14.4 million indirect distribution channel and helped lead to the acquisition of 75% of its portfolio.
Channel strategy · Partner enablement · Portfolio performance · Incentive alignment · GM leadershipCUSTOMERS & CHANNELS
01Small businesses
02Mid-market companies
03Enterprise accounts
04Government agencies
05Nonprofit organizations
06Indirect partners and channels
THE COMMON THREAD
The industries may differ, but the challenge is often the same: create a clear value proposition, build a disciplined revenue system, develop strong leaders, and serve customers in a way that produces sustainable growth.
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