Luke Richardson
About
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Vice President of Strategic Sales
San Francisco, California, United States
Résumé
Jobs
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Vice President of Strategic GTMDeepgramJul 2026 - Current (3 months)- VP of GTM, North AmericaQuiqAug 2025 - Jul 2026 (1 year)
- VP of Enterprise, North AmericaObserveAIAug 2023 - Aug 2025 (2 years 1 month)
- VP of Sales, EnterpriseAiseraMar 2023 - Aug 2023 (6 months)
- VP, Video Collaboration SalesRingCentralFeb 2021 - Feb 2023 (2 years 1 month)
- SVP, Global Sales Strategy, Operations, and ChannelBlueJeans by VerizonMar 2020 - Feb 2021 (1 year)- Increase Channel sourced pipeline to 30%
- Led sales operations team responsible for: Compensation planning, Forecasting, Territory Planning,
and Deal Desk
- Led all business development activities signing large partnerships with Airtel & Lifesize
- Led Integration activities post-Verizon acquisition to enable the broader salesforce and scale the BJN footprint - Vice President of Asia PacificBlueJeans by VerizonFeb 2018 - Mar 2020 (2 years 2 months)- Relocated to re-build and scale the APAC market ultimately increasing ARR by 72%
- Rebuilt GTM team of 15 sales, sales engineering, Customer Success, and Channel organization
- Increased net retention by 5% and net new logos by 20%
- Increased channel sourced pipeline by 30%, signed on 30 new partners and changed the
GTM model from 100% channel to direct and channel
- Built new routes to markets such as Direct Sales and eCommerce, launched new products (Microsoft -
Gateway), and redefined the regional focus to tier 1 growth countries in Asia - Vice President of North America, Mid Market SalesBlueJeans by VerizonJan 2015 - Feb 2018 (3 years 2 months)- Drove 66% growth by creating new GTM strategy and execution in the Medium Enterprise Segment
(1000 to 5000 employees)
- General Manager of the Orange County office that planned, delegated, trained, and evaluated
the performance of a world-class team of 34 employees across management, engineering,
customer success, sales, and office staff
- Improved operational effectiveness of the team through CRM reporting, accurate forecasting,
sales process optimization, ongoing sales enablement (Morning Masterminds),
and mutual engagement plans (which increased win rates by 33% and reduced time to close
by 20 days)
- Consulted with potent - Manager - Orange County Commercial Sales TeamBlueJeans by VerizonJan 2014 - Jan 2015 (1 year 1 month)- Hired, developed, and supported a world-class sales team of 18 (260% YoY team growth)
- Assisted with deal structure, pricing negotiations, and legal reviews Irvine, CA
- Developed sales strategies to drive 100+ net new logo acquisitions per quarter,
200% YoY Growth and cross-sell, upsell opportunities in customer base (40% of revenue) - Enterprise Account Manager - Mid WestBlueJeans by VerizonOct 2012 - Dec 2013 (1 year 3 months)- Ranked as the #1 Enterprise sales representative in the company
- Identified and acquired 44 new Enterprise logos such as Santander Bank, Baker & McKenzie,
Sidley Austin, Grant Thornton, National Labs, Priceline
- Attained 117% against quota and drove 1M in Net New ARR in a greenfield territory
- Identified ideal customer profile to target through extensive research, prospecting,
and channel relationships - Account ExecutiveGovplaceDec 2010 - Oct 2012 (1 year 11 months)- Developed the greater Los Angeles public sector market, which was a greenfield territory
- Developed relationships with 30 Net New accounts in the first year
- Booked in excess of 2.5 million dollars in the first year (250% YoY)
- Overachieved against quota and generated over 3 million dollars of closable pipeline through February
2011
- Closed strategic, complex, and large opportunities at DWP, East Los Angeles, and HACLA totaling
$1.38M
- Strong relationships with major manufacturers such as HP, VMware, and McAfee led to
$1.8M+ in revenue - WAccount ExecutiveWaveSecure Data GroupApr 2007 - Dec 2010 (3 years 9 months)- Sales to Data-centers and Technical Services to Enterprise, Education and Government
users such as LACCD
- Managed the Top 3 Accounts, producing more than 6 million in revenue
- Landed a large, net new service account with a major retailer for a Data Center Relocation
Project which generated $200,000
- Developed strong ties with the top 15 reps across manufacturing companies such as EMC, Cisco, VMware, and Quantum - Account ManagerMTM TechnologiesApr 2005 - Apr 2007 (2 years 1 month)- Developed 20 new prospects per month for the sales team and was consistently over plan
- Promoted to outside sales after eight months based on performance
- Achieved sales appointments for Company business development managers with IT decision-makers in
target companies Promoted to outside sales to develop business with net new accounts
Education
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- BS, BusinessRegis University
- FForman SchoolForman School