Scaling Massive Digital Sales Teams with a High Talent Bar - Rakhi Voria

In this episode of The Emblazers: B2B Leaders Igniting Revenue, hosts Amanda and Tim sit down with Rakhi Voria to discuss what it takes to build and scale high-performing sales teams in today’s competitive landscape. With a track record of leading sales teams at Microsoft, IBM, and Procore, Rakhi shares how she has hired and developed top talent, many from non-traditional backgrounds like journalism, teaching, and the military. She also dives into the evolving role of digital sales, the impact of AI and sales technology, and why a structured, data-driven hiring approach is critical to scaling revenue. Rakhi’s leadership has helped take Procore from $500 million to $1 billion in annual recurring revenue in just three years. Her insights on sales enablement, training, and hybrid work models provide a playbook for revenue leaders looking to grow their teams and drive better results. Tune in to learn: The traits that make non-traditional candidates successful in sales How to scale sales teams quickly and effectively The AI-driven sales tech stack that fuels high-performance teams How hybrid and remote work models are evolving in inside sales Rakhi’s biggest lessons from building global sales teams at Microsoft, IBM, and Procore Links and Resources: Connect with Rakhi, Amanda, and Tim Subscribe to The Emblazers show for more expert insights Check out the Emblaze revenue community by Corporate Visions and start a free Insights membership today. You'll get instant access to research, resources, and members-only virtual events. Come see us in person at Emblaze Revenue Summit, April 15th-17th, 2025, in Denver, CO! Experience the ultimate, insights-driven conference for revenue growth leaders and their teams.  Learn about Rakhi Voria Our guest today, Rakhi Voria, is an enterprise tech veteran who brings transformational leadership experience from Procore Technologies, Microsoft, and IBM. She has built and scaled massive digital sales teams generating billions in revenue, and she's known for her data-driven approach to sales leadership and fostering people-first cultures. Beyond her impressive corporate achievements, Rakhi is a passionate advocate for advancing women in sales, regularly contributing to Forbes and speaking at conferences, while also serving as an executive sponsor of the women's employee resource groups at her various companies. Learn about Amanda DeVlugt A veteran of global learning and development, Amanda DeVlugt spent 15 years at Hilton crafting leadership programs and revenue growth strategies that transformed operations across international brands. Her expertise in delivering impactful training has reached over 5,000 professionals through 400+ workshops, while her innovative approach to learning has produced more than 200 educational videos on leadership, engagement, and technical processes. As a trusted advisor to top management companies and a skilled facilitator of agile methodologies, Amanda combines her passion for continuous improvement with a talent for creating transformative learning experiences that drive organizational excellence. Amanda is Director of Member Experience and Success at Emblaze, the revenue leaders’ community powered by Corporate Visions. Learn about Tim Riesterer As Chief Strategy Officer at Corporate Visions and Chief Research Officer at Emblaze revenue leaders’ community, Tim Riesterer is a pioneering force in developing customer conversations that break through the status quo and drive measurable business results. His innovative approach helps companies craft differentiated messages and deploy them through powerful self-service and sales-directed tools that consistently outperform traditional content strategies. A recognized expert in value creation and capture, Tim enables organizations to transform their customer conversations through proven methodologies that elevate their market position and drive sustainable growth.