Austin, Texas, United States
I am a sales enablement leader with 5+ years' experience building and scaling GTM programs across enterprise SaaS, cybersecurity, and high-growth startups. Relentlessly curious, solutions-oriented, and highly empathetic approach toward supporting revenue organizations with high-quality programs and frameworks. I have a proven track record designing onboarding, everboarding, and cross-functional enablement from 0→1 to drive rep productivity, reduce ramp time, and improve sales execution across complex, technical sales cycles. Collaborate across Sales, Product, Marketing, and RevOps with deep expertise in value selling, MEDDPICC, and AI-powered enablement tools. I come from a sales background and lean heavily into a competitive yet consultative approach to meeting the high standards I set for my performance and the impact I have on each organization I work with. Thrive in fast-moving startup environments where stakes are high. Expertise GTM and sales enablement | Sales rep productivity | Sales methodologies, cycles, and processes | Battlecards, playbooks, and launch materials | Onboarding and everboarding | Program management | Data analysis Quote: "Rachel came into a dynamic and fast-growing sales development team, and took on the responsibility of all onboarding and enablement, including the development of curriculum and programs, management and administration, and certification" - Brian McDowell, Firstup CRO
Directed global GTM and sales enablement strategy for top cybersecurity firm with 150 sales reps. Built and scaled programs across value selling, discovery, qualification, and enterprise sales execution. Owned onboarding and continuous learning to develop role-based competencies in product knowledge, selling skills, and competitive intelligence. Established first-ever regional enablement cadence to translate leadership priorities and field data into quarterly programs aligned across Sales, Product, Marketing, and RevOps. Founded MEDDPICC AI Tooling Series to drive rep productivity, improve customer experience, accelerate sales velocity, and increase deal size. · Increased deal size by 20% for LATAM and US Pubsec and closed 6 stalled deals by founding MEDDPICC AI Tooling Series and coaching leaders and sellers to identify upsell/cross-sell opportunities · Elevated confidence in forecast data from 35% to 85% by improving data quality and timeliness through 1:1 MEDDPICC coaching · Achieved 95%+ global adoption of new asynchronous tool and AI agent created with OpenCode and Claude to provide support while prioritizing accounts, call prepping/strategizing, building business cases, and negotiating · Conceived, developed, and launched 2 new enablement programs in 2.5 months in collaboration with marketing teams · Decreased time-to-commit from 6+ months to less than 5 weeks across all regions by conceiving and launching new Upskilling Onboarding Program + New Hire Huddles
Led sales enablement programs for software development firm with 200+ sales reps. Replaced legacy onboarding program with 0->1 revitalized global curriculum including combining live learning with AI-powered e-learning platform featuring custom Sales Coaches built around real buyer scenarios. Partnered with Product, RevOps, and PMM to transform product updates, market shifts, and technical concepts into actionable field training, battlecards, and objection-handling guides. · Decreased new hire time-to-first-deal from 9 to 3 months by launching new program in 1 month consisting of certifications, carefully curated coaching guides for leaders, and regular 1:1 coaching · Reduced new-hire ramp time by 60%+ by creating and implementing global competency-based onboarding system and boosted demo-to-close performance by 30% through technical deep dive sessions · Increased win rates by 15%+ and improved deal velocity and C-suite engagement by certifying 210 reps in discovery, MEDDPICC, and CoM
Managed enablement programs for 250-person sales force at SaaS solutions provider, delivering role-, segment-, and product-specific workshops across multi-layer discovery, demo storytelling, and vertical competitive positioning. Launched Manager Operating Rhythm leveraging behavioral analytics and competency tracking to standardize coaching and drive team effectiveness. · Increased SDR pipeline creation by 80%+ in 90 days by creating strategic onboarding framework · Generated $15M+ revenue by architecting companywide AI-driven enablement strategy for 430+ stakeholders · Cut time-to-first deal-by 50% by improving sales discovery and qualification
Designed scalable programs for onboarding, everboarding, and leadership enablement including playbooks for 8 clients in fintech and e-commerce. Translated technical concepts into consumable narratives, competitive positioning, and objection-handling systems. Key Achievements BLACKLINE, 3/2022- 11/2024 • Reduced time-to-first-deal from12 to 5 months across segments by architecting and scaling onboarding, everboarding, and GTM enablement programs for global ERP and financial operations platform • Increased average quota attainment by 27% by operationalizing sales execution through GTM playbooks, process frameworks, and adoption of Command of the Message • Partnered with Sales Leadership to drive deal strategy excellence, improving seller productivity, sales consistency, and revenue performance across organization • Onboarded and certified 100+ reps in 1 year SYMMETRYC, 1/2023 - 2/2024 • Built enablement function from scratch for 300 employees during hypergrowth stage • Led enterprise-wide enablement transformation for an AI and automation-driven finance platform, deploying GTM Buddy LMS/CMS infrastructure and scalable onboarding programs • Accelerated deal velocity by 40% through improved qualification, discovery, and opportunity management through implementation of Command of the Message and MEDDPICC methodologies • Increased average deal size by 60% by enabling strategic account planning, value-based selling, and expansion opportunity identification across the sales organization