Randy Ray Email & Phone Number

United States

M&E Ray Capital is a dynamic family office that strategically invests across a diverse range of sectors, with a particular focus on the trades. At the heart of our portfolio is a growing collection of SERVPRO franchises in the upper midwest, which we have successfully rolled up and continue to expand. Our investment philosophy is grounded in long-term value creation, operational excellence, and the most important a commitment to the communities we serve. In addition to our work in the restoration industry we continue to expand our portfolio into construction and HVAC services. This multi-faceted approach allows us to remain agile, diversified, and impactful in the ever-evolving business landscape.

United States

Advising CEO and Executive Team on all things revenue.

United States

GTM Advisor to Avataar.ai a Series B visual disrupter for retailers and brands.

United States

Brought on to help stand-up the global sales organization for a Series A security software company.

United States

Supported a leading PE Firm on both advisory and interm GTM Roles across their portfolio.

Berlin, Germany

Relayr is a Munich Re wholly owned IOT company that was looking to bring in a CRO to help create a strategic transaction within a 24 month period. We completed the transaction within the first 8 months.

United States

• Supported due diligence for mid-cap PE firm specializing in sports and entertainment acquisitions.• Analyzed revenue streams and Go-To-Market strategies for two successful acquisitions.• Collaborated with cross-functional teams to optimize revenue generation and market positioning.

United States

Supporting Bessemer Venture and the amazing executive team on hyper growth across their business.

Austin, Texas, United States

Recruited right after Series B as the companies first CRO to optimize the entire GTM Organization and expand from PLG and inside sales motion focused on SMB's to an enterprise led sales motion. Responsible for the entire GTM Organization including, Marketing, Business Development, Partnerships, Sales, Solution Engineering, Customer Success, GTM Enablement and GTM Operations. Efficiently grew revenue 13x/$250M+ while growing total number of GTM employees 7x/171. SELECTED ACCOMPLISHMENTS:☑ Reduced ramp curve by 30% and accelerated top-line growth, by defining and re-organized the entire GTM Organization into solution pods with each pod focused on a set of products and persona's. ☑ Recruited key leaders who were held accountable to single and simple KPI's (Pipeline, Revenue, Net Revenue Retention) while leading and hiring over 170 GTM team members to drive over $150M of organic growth and an additional $79M of in-organic growth. ☑ Reduced sales cycle length by over 52% through moving from a quarterly forecast to a weekly forecast. ☑ Implemented a new sales methodology while building out a GTM Enablement Team which increased deal size by 240%.☑ Implemented a technology stack that increased win-rate by over 40%.☑ Helped the company raise $240M of Series B1.

California, United States

Recruited right after Series A and employee 31 to build from the ground up the entire GTM Sales Organization to grow the company into a tech unicorn. As a hands-on in the details leader in the first 24 months built out a sales, solution engineering, sales operations and partnerships organization that grew 12x the revenue to become a multi-eight-figure revenue company and four times the number of amazing customers we partner with every day. Led sales that contributed to an 10X increase in valuation from Series A to Series B. Participated in raising $30M of Series B Funding.SELECTED ACCOMPLISHMENTS:☑ Designed, recruited and hired the most diverse and extremely successful GTM Team from three to thirty - made up of over 80% female. As a dad of daughters I am very proud of this accomplishment and the amazing team I worked with day in and day out.☑ Transformed the company within the first six months from focusing on non-essential companies to expanding into construction, grocery and financial services which helped accelerate our growth during the Pandemic.☑ Implemented robust processes and key technology to improve the CAC to LTV ratio from 5.1 to over 10.☑ Expanded the TAM with large deals in other industries like Banking, Communications and Distribution.☑ Grew revenue 10x by significantly increasing ARR, implementing processes that increased win rate, and hired a team from 3 to 35 including partnerships, business development, GTM operations, and a robust sales team.

Greater Minneapolis-St. Paul Area

After a successful exit and recharging the batteries I was recruited by the CEO back to HighJump tasked with building out the organization to become a customer first organization. Responsible for building out the customer post sale to scale the business for future growth. Reported into the CEO. SELECTED ACCOMPLISHMENTS:☑ Defined and built out the entire customer success organization beginning with role definition, customer engagement model, processes and technology to support over 2000 customers. This included support, cloud operations, customer success and account management.☑ Defined KPI’s and comprehensive reporting to support the organization post sales.

Portland, Oregon Area

Participated early on as an outside investor and eventually joined as a Board Member to help drive the strategic direction of the business.

Greater New York City Area

Recruited by the C-Suite at Infor to join as employee #6 in a newly formed Retail Business Unit with the goal of creating a liquidity event for the company within the first 18 months. Built out the sales organization from 1 to 100 individuals responsible for all aspects of selling SaaS Solutions and Services to customers from $100M to $400B. Partnered with the C-Suite and GM of the Retail Business Unit to define the go to market strategy and execution of a business unit which had no products built at the time. Within the first seven months we creatively designed and sold over $100M of TCV to three major retailers under a co-development model to build next generation solutions to retailers on their digital transformation journey. Partnered with key leadership to build out a value based selling approach within Infor from a historical feature/function approach.SELECTED ACCOMPLISHMENTS:☑ Defined, implemented and delivered an enterprise selling methodology which contributed to average transaction price increase across all of Infor Business Units from $56K perpetual in 2015 to $320K SaaS in 2018.☑ Recruited, developed and trained a sales organization that created a brand new business unit within two years that was over $100M in SaaS Revenue and EBITDA Positive.☑ Part of the leadership team that sold the company in 2017 to Koch Industries.☑ Exceed quota and EBITDA target all 3.5 fiscal years.

United States

Promoted as first level sales management to lead an under performing team for half of North America. Within 9 months we had grown the pipeline to an average of 4x coverage. Through implementing formalized sales process and holding the sales team accountable 80% of the sales team had exceeded their number within 11 months. Partnered with Global Sales Management, Operations, Finance and HR to align regional territories based on key metrics (eg. Total Available Market, Total Addressable Market). In 2014, promoted to AVP from RVP leading multiple regional leaders as well as defining and executing the strategy to sell the retail portfolio of products to ancillary markets including CPG and Communications.SELECTED ACCOMPLISHMENTS:☑ Multiple promotions during a three year period.☑ Exceeded quota both full fiscal years.☑ President's Club participant in 2014 and 2015.☑ Created a successful organizational structure to drive quarterly predictable revenue while also pursuing and winning whale deals (eight figures).

United States

Heavily recruited to join Oracle as an individual contributor to drive strategy to execution of my named accounts within the sales organization of the newly formed Retail Business Unit. While Oracle continued to make acquisitions used my problem solving skills in collaboration with Pre-Sales, Consulting, Leadership, Value Engineering and Product Management to communicate an evolving Oracle Enterprise Story and Value Proposition.SELECTED ACCOMPLISHMENTS:☑Sold the largest single transaction to this day in the history of Oracle Retail.☑Business Unit Sales Rep of the year two of my six years.☑Global Oracle Sales Rep of the Year (2011) across all of the business units (1800 carrying quota individuals).☑Exceeded Quota - 2006, 2007, 2008, 2010, 2011, 2012.

Leicester, United Kingdom

Joined HighJump to bridge my career from consulting into pre-sales. Had the opportunity to work with midmarket manufacturing and life science customers in Europe and Asia expanding HighJump presence on a global scale after being bought by 3M. SELECTED ACCOMPLISHMENTS:☑Responsible for the first Asia and European Deployment of HighJump Software.☑Built out the first European Pre-Sales Organization to support the 3M Sales Organization.☑Partnered with 3M and HighJump leadership to formalize SOP's to support international sales pursuits.

San Francisco Bay Area

Recruited to join Deloitte to lead two teams responsible for the design and implementation of processes and systems supporting enterprise planning and logistics (WMS/TMS) for a $29B retailer on the west coast. Through crisp and honest communication fostered C-Level relationships with the EVP of Planning and EVP of Logistics.