INDUSTRIES & SECTORS
Richard builds revenue organizations for businesses that sell at high volume and move quickly across small business and mid-market segments. Success in these markets depends on precise segmentation, efficient acquisition, disciplined pipeline management, and consistent execution at scale.
His work connects strategy, management practices, and frontline behavior so thousands of sales and service interactions can produce predictable revenue.
SECTOR EXPERIENCE
More than 20 years of experience building go-to-market organizations in industries where customer trust, operating discipline, and commercial performance are closely connected.
Scaled 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 its commercial strategy and improving sales execution, pipeline development, and operating discipline.
Founder-led growth · Revenue predictability · Commercial strategy · Sales executionLed revenue growth and commercial transformation across recurring-revenue and technology-enabled businesses, with responsibility for as much as $150 million in annual recurring revenue.
Full-funnel sales systems · Forecasting · Pricing and packaging · Customer success · Revenue operationsBuilt commercial systems for businesses that serve multiple sides of a market. The work aligned customer acquisition and partner value with service delivery, monetization, and retention.
Ecosystem growth · Partner value · Monetization · Retention · Service deliveryWorked with businesses where proprietary data, market intelligence, and information products form the foundation of the customer value proposition.
Market positioning · Executive sales · Complex value propositions · Measurable customer outcomesActed as general manager for a $14.4 million indirect distribution channel, leading to the acquisition of 75% of the portfolio.
Channel strategy · Partner enablement · Portfolio performance · Incentive alignment · General managementCUSTOMERS & CHANNELS
01Small businesses
02Mid-market companies
03Enterprise accounts
04Government agencies
05Nonprofit organizations
06Indirect partners and channels
THE COMMON THREAD
Every market requires a value proposition customers can understand and a revenue system the team can execute. Leaders need a consistent way to manage performance, improve the sales process, and keep customer value connected to growth.
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