Rich F.

About

I build and scale GTM systems across the full revenue lifecycle: market focus, demand, pipeline, sales execution, customer handoffs, and revenue reporting.I think like an AE, but build like RevOps. I embed with sales, marketing, customer, and leadership teams to find where growth is getting stuck, then build the workflows, automation, reporting, and operating rhythms to fix it.That can mean tightening ICP and segmentation, rebuilding outbound or inbound motions, improving conversion, cleaning up CRM and handoffs, creating rep coaching loops, or giving leadership a clearer view of what is actually driving revenue.The goal is simple: more predictable pipeline, cleaner execution, stronger conversion, and growth that does not depend on adding headcount or heroics.What that looks like:• Defining ICP, segmentation, account strategy, and GTM priorities• Building outbound, inbound, and expansion motions• Installing automation and AI into day-to-day GTM work• Creating workflows, playbooks, coaching loops, and feedback systems• Implementing and optimizing CRM and revenue tech stacks• Building dashboards that connect activity, pipeline, conversion, and revenue

Company history

1. 
   NamelyDirector of Sales Development2016-10 – 2017-05 · 7 mo
2. 
   MonetateDirector of Market Development and Strategy2011-01 – 2013-08 · 2y 7mo
3. 
   ACTIVE NetworkManager of Inside Sales2013-09 – 2015-08 · 1y 11mo
4. 
   BetterCloudDirector Of Sales Development2017-06 – 2020-05 · 2y 11mo
5. 
   SnappySenior Director of Inside Sales, Sales Development, and Enablement2020-06 – 2025-04 · 4y 10mo
6. 
   CapgeminiAccount Executive2008-11 – 2011-01 · 2y 2mo
7. 
   DiligentSr. Manager of GTM Technology2026-07 – present · 1 mo
8. 
   JitterbitGlobal Director, Sales Development2015-09 – 2016-09 · 1y
9. 
   21M AdvisorsPrincipal GTM Engineer2025-04 – 2026-08 · 1y 4mo

Skills

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