MOMENT: ‘I joined Meta at 900, left at 90,000’ — Rick Kelley on Building and Scaling International Sales Teams

This bonus episode dives into how Rick Kelley helped scale Meta’s global sales organization (from 900 employees to 90,000) and the playbook behind building high-performing international teams.Rick Kelley is the former SVP of Gaming and App Monetization Solutions at Meta and Managing Director of Meta Ireland, where he led a $1B+ revenue organization and played a pivotal role in building out Meta’s go-to-market teams across North America and EMEA. Over his 15-year career at Meta, Rick was instrumental in driving international expansion, especially across Europe, the Middle East, and Africa—helping to localize strategy, scale high-performing sales teams, and bring new ad products to market. Today, he advises founders on global GTM execution, sales hiring, and how AI is reshaping the future of commercial organizations.This is a clip from the full episode with Rick, an inside look at how Meta built its $1B EMEA business and the lessons every GTM leader can apply to scale globally.Discussed in This Clip:The exact framework Rick used to decide which EMEA markets to enter firstHow Meta built a $1B+ regional business from just three salespeopleThe power of centralization in early-stage go-to-marketWhy you should plan every headcount allocation before hiringCreating “optionality” in your sales org to weather changeHow gaming became Meta’s fifth global regionWhen to localize sales teams versus staying centralizedWhy AI can make sales more efficient—but can’t replace relationshipsHighlights00:12 — Scaling Meta: from 900 to 90,000 employees01:22 — How Rick Kelley built Meta’s mid-market sales org from scratch02:15 — The data-driven framework Meta used to prioritize global markets04:50 — Why startups should build expansion plans before executing07:52 — Centralized vs. in-country hiring: Rick’s take for startups09:49 — The importance of sales ops and forecasting discipline13:32 — Hiring leaders who scale with you, not limit you14:59 — How AI will reshape (but not replace) sales relationships16:09 — From zero to $1B: lessons in efficiency, cost, and cultureThis Episode Is Brought to You ByZoomInfo is the GTM Intelligence Platform built for sales, marketing, and RevOps. By unifying data, workflows, and insights into a single system, ZoomInfo helps revenue teams find and engage the right buyers, launch go-to-market plays faster, and drive predictable growth. With industry-leading accuracy and depth of data, it gives your team the intelligence advantage to win in competitive markets.It’s trusted by the fastest-growing companies and has become the category leader in GTM Intelligence.Learn more at zoominfo.com.Follow Rick KelleyLinkedIn:https://www.linkedin.com/in/rickkelley/The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.Visit gtmnow.com for more episodes and other interesting content.