Tom Riley

About Tom Riley

Experienced and effective leader and contributor in the Sales Enablement, Training, Readiness, and Strategy profession. Instrumental in building highly effective infrastructure, teams, process, programs, and initiatives to support sales efforts, along with the overall strategy for go-to-market and growth for Fortune 500 and private equity SaaS companies, both U.S. and international. Extensive experience working with multiple levels of executive leaders and key stakeholders for Sales, Operations, Product, Marketing, Technology, HR, and Commercialization teams to consult with, stay aligned, and achieve objectives of the company. Regularly report and strategize with the C-Suite; primarily CEO, CRO, and CSO.Recent Strategic Achievements- 2024 Achiever for President’s Club Award and Hustle Award for excelling in supporting sales growth.(1 of 7 recipients out 500+ eligible)- Designed/deployed a new onboarding program customized by sales channel that improved YOY retention and revenue (avg +100%) for Enterprise, Mid-Market, and Account Managers- Implemented in-person AE Boot Camp development event to accelerate sales effectiveness improving speed to first sales during ramp by 200%- Lead planning, facilitation, deployment, and MC for 2024 and 2025 Sales Kickoff Events- Strategic plan and successful implementation to certify all current and future sales reps of new company positioning and brand, creating an aligned and consistent go-to-market language for representing TCP Software- Strategy and successful implementation for new MEDDPICC and JOLT sales methodologies- Strategy and successful implementation for Sales Manager Boot Camp & Leadership Development ProgramsEarlier professional experience as a highly successful B2B SaaS sales professional has been a key ingredient to leading Sales Enablement programs that are relevant, relatable, and inspire salespeople to maximize their success.

Experience

1. Director of Sales Enablement

   TCP Software

   Jul 2023 — Present

   Leading the sales enablement and training strategy for enterprise, mid-market, SMB, account manager, and business development sales teams to maximize sales effectiveness and organic revenue growth. The enablement team specializes in new hire training, veteran rep development, product launches, sales methodology training such as GAP, J Barrows Prospecting, Doing Discovery, MEDDPICC, and JOLT, and sales tech SFDC, Outreach, and Sales Navigator to support TCP revenue objectives. Team coverage and support for both U.S. based and international sales enablement.Key Accomplishments- Design and implementation of a 3-month new hire onboarding program consisting of remote training, self-study curriculum, and in-person boot camp to accomplish a shorter ramp and increased rev/sale for new hires. Proven effectiveness and reporting of results following the Kirkpatrick Model for L&D- Strategic plan and successful implementation to certify all current and future sales reps of new company positioning and brand- Strategic plan and implementation for product launches, new sales methodologies, new sales tech, and marketing campaigns, effectively enabling sales with tactical training and tools to maximize sales results- Lead organizer and strategist for 2024 and 2025 Annual Sales Kickoff and Awards Event

Education

• Appalachian State University

  Bachelor of Arts (B.A.), Economics

Skills

• Salesforce.com
• Employee Benefits
• Crm
• Sales Process
• Direct Sales
• Payroll
• Cold Calling
• B2b
• Sales
• Sales Management
• Account Management
• Time Management
• Entrepreneurship
• Customer Service
• Training
• New Business Development