Austin, Texas Metropolitan Area
Building and scaling enterprise revenue systems that drive durable growth, market leadership, and category definition. I’m a 3-time CRO and enterprise GTM operator who has spent my career building and scaling high-performance revenue organizations across AI, cyber, and cloud. Over the past several years, I’ve operated in both venture growth and turnaround environments—consistently driving: - ~70% average CAGR across growth-stage companies - Scaling businesses from $20–30M to $90M–$140M+ - Rebuilding underperforming revenue systems and turning flat or declining companies into 30%+ annual growth engines - Expanding ACV to $300K–$450K+ and consistently winning 7–8 figure enterprise deals My leadership spans the full revenue system—including sales, marketing, partnerships, and customer lifecycle—and is grounded in a simple belief: Revenue performance is a function of system design and the people you build, not just execution. What I Do Architect GTM systems that align category, positioning, and enterprise motion Scale high-productivity teams with measurable output and disciplined execution Drive complex, multi-stakeholder deals through Champion-led strategy and buyer psychology Build leaders and organizations that sustain performance beyond any individual Operating Model: -Category & Revenue Architect — define markets and build systems that win them -Productivity Operator — convert headcount into measurable output and yield -First-Principles Thinker — simplify complexity into actionable strategy -Builder of People & the Business — scale leaders, not just teams Over the past two years, I stepped back from large-scale operating roles to codify these systems through The Champion Sell and applied them across high-growth companies including Cyera, Lightning AI, Reco, Zscaler, FICO, Smarsh, and others. I’m now focused on partnering with founders and investors to build the next category-defining enterprise company. 📘 Book: [The Champion Sell](https://a.co/d/9PDdrPy) ▶️ YouTube: [The Champion Sell Channel](https://www.youtube.com/@richardrivera-thechampionsell) 🌐 Website: [www.thechampionsell.com](http://www.thechampionsell.com)
- Author of sales excellence book, "The Champion Sell: The 5 E.LI.T.E. Sales Habits to Building and Winning with Buyer Champions" - Delivering masterclass enterprise B2B sales, leadership and customer success training, GTM consulting, and coaching - GTM advisory - Created The Champion Sell YouTube teaching channel
- Mar Tech growth turnaround of Enterprise and Gartner quadrant Leader - From -5% to 32% ARR YoY growth - 95% YoY bookings growth @ 350K ACV - 121% NRR - 50% churn reduction - 185% YoY Pipeline growth as CMO - implemented global partner program across Publicis Groupe and others
- EXIT to Vista Equity/Kibo Commerce, led mid-stage operational turnaround - 58% ARR growth in 18 mos with 1.5 CAC - Large ENT Martech - raised ASP 54% to 275K ACV - Implemented global partner GTM across Publics Groupe, IBM, and regionals