Rickey Guillory
Sales Manger
Woodland,CA
Summary
Regional Sales Manager with over 29 years of progressive sales leadership experience, specializing in territory management and sales team development. Demonstrates expertise in customer relationship management, sales strategy implementation, and revenue forecasting using Salesforce. Proven track record of mentoring high-performing sales teams while maintaining strong client relationships. Holds a Master of Management degree with a focus on strategic business growth.
Overview
29
29
years of professional experience
Work History
Regional Sales Manager
SpotOn
10.2023 - 11.2025
- Led a top-producing regional sales team, driving net-new account acquisition and long-term revenue growth across Northern and Central California.
- Delivered multiple millions in activated ARR annually and generated multi-million total revenue over my SpotOn career through disciplined pipeline management and accurate forecasting
- Coached and developed reps through hands-on field training, structured accountability, and performance planning
- Partnered with marketing to run targeted campaigns that increased territory engagement and accelerated deal velocity
Sales Mentor (Newly Created Role)
SpotOn
06.2022 - 10.2023
- Mentored sales reps in the field using Challenger fundamentals to teach, tailor, and take control in customer conversations.
- Delivered structured onboarding programs in partnership with the SOU curriculum, accelerating time to production for new hires.
- Led daily coaching sessions focused on advanced pipeline discipline, consultative discovery, and competitive positioning.
- Set clear performance expectations, and implemented tracking systems to reinforce accountability and continuous development.
Sales Director
SpotOn
01.2019 - 06.2022
- Led strategic sales expansion during a primary scale-up phase, directly supporting SpotOn's successful series funding efforts by driving territory growth, operational discipline, and team capability.
- Directed multiple regional sales leaders to hit growth targets, while strengthening pipeline quality and forecast accuracy.
- Designed forecasting models that improved visibility, supported investment decisions, and optimized resource allocation.
- Helped position the company for capital investment by delivering repeatable revenue motion, stronger field outputs, and scalable systems.
Sales Trainer (Newly Created Role)
SpotOn
11.2018 - 01.2019
- Promoted from field AE into a newly built training function to standardize sales skills, product knowledge, and go-to-market execution.
- Designed the first comprehensive sales training curriculum for new reps, aligning fundamentals with real-world field application.
- Built onboarding programs that shortened ramp time, and improved early pipeline generation.
- Developed role-play frameworks to strengthen storytelling, confidence, and closing skills.
Account Executive, Founding Field Team Northern California
SpotOn
05.2017 - 11.2018
- Joined at three weeks post-launch as one of the first field AEs in Northern California, building the territory from the ground up.
- Led full-cycle sales outreach, earning early market adoption through in-person prospecting, operator education, and community networking.
- Served as the voice of the field, providing product feedback that influenced early product roadmap decisions.
- Played a part in early growth that contributed to SpotOn's ability to scale, expand territory coverage, and pursue future investment rounds.
Sales Supervisor on Track
Northern California off track wagering, Inc (Golden Gate Fields)
01.1997 - 01.2017
- Oversaw daily operations on Track, supervising the selling staff, and maintaining accuracy, compliance, and strong customer service.
- Managed all cash-handling processes, including end-of-day reconciliation, variance controls, and payout verification.
- Trained new employees on wagering systems, racing workflows, compliance rules, and customer-first service standards.
- Resolved customer complaints and disputes regarding bets, payouts, and system errors to protect revenue, and ensure fairness.
On-Air Personality (Back-Up) and Commercial Sales
Sam Spear Enterprises
01.2004 - 01.2016
- Served as the backup on-air host for Today at the Races, a daily horse-racing recap show airing on KTSF Channel 26 in San Francisco.
- Delivered race analysis, segment transitions, and live coverage in a fast-paced broadcast environment.
- Sold commercial airtime to local business owners, generating revenue and building long-term sponsor relationships.
- Delivered engaging live broadcasts, enhancing audience interaction and loyalty.
Education
Master of Management - Business And Managerial Economics
University of Phoenix
Phoenix, AZ07-2023
Bachelor of Science - Business with a concentration in Management
University of Phoenix
Phoenix, AZ04-2016
Skills
- Territory sales management
- Data-driven forecasting
- Salesforce proficiency
- Clear communication in presentations
- Team development coaching
- Sales leadership
- Customer service
- Strategic planning
- Business development and planning
Timeline
Regional Sales Manager
SpotOn
10.2023 - 11.2025
Sales Mentor (Newly Created Role)
SpotOn
06.2022 - 10.2023
Sales Director
SpotOn
01.2019 - 06.2022
Sales Trainer (Newly Created Role)
SpotOn
11.2018 - 01.2019
Account Executive, Founding Field Team Northern California
SpotOn
05.2017 - 11.2018
On-Air Personality (Back-Up) and Commercial Sales
Sam Spear Enterprises
01.2004 - 01.2016
Sales Supervisor on Track
Northern California off track wagering, Inc (Golden Gate Fields)
01.1997 - 01.2017
Master of Management - Business And Managerial Economics
University of Phoenix
Bachelor of Science - Business with a concentration in Management
University of Phoenix