Richard Wallace

Enigma
DISC Type : ICD

Head of Sales and Partnerships, Americas at AiFi Inc.

San Francisco, California, United States

Overview

Richard is a senior leader at AiFi, spearheading sales and partnerships for its AI-powered retail solutions in the Americas. With a decade of success in retail tech, he excels at building high-value pipelines and securing large deals. Colleagues describe him as highly innovative, determined, and a hustler.

Outside of his professional life, Richard has a profound passion for adventure and global exploration. He once embarked on a significant six-month solo journey across Asia and South America, demonstrating a deep curiosity for diverse cultures and a courageous, independent spirit.

He took a self-funded, six-month sabbatical to travel solo to Nepal, India, Argentina, and Colombia.

Personality Overview

Friendly Yet Blunt

Challenger

Persuasive & Assertive

They are generally strong communicators and are not easy to convince.  They are likely to ask many questions and look heavily for supporting proof as well as information. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

AI in Retail
As an AI evangelist at AiFi, he focuses on how AI-powered platforms can provide spatial intelligence and autonomous shopping solutions for brick-and-mortar retailers.
Frictionless Commerce
He is actively involved in implementing frictionless commerce solutions in venues like sports stadiums to eliminate lines and improve the customer experience.
Strategic Partnerships
His career focuses on cultivating partnerships with global technology companies and major brands, having previously secured seven-figure international contracts.

Media Appearances

Richard has no verified media appearances

Work History

1-2022
Head of Sales and Partnerships, Americas at AiFi Inc.
1-2021 - 3-2022
Senior Account Executive at AiFi Inc.
6-2020 - 1-2021
Analytics Consultant at OLIPOP PBC
5-2018 - 9-2020
Head Of Partnerships at Stockwell
10-2017 - 4-2018
World Travel at Sabbatical

Education

Bachelor of Science Degree from Northeastern University
Bachelor of Arts (B.A.) from Dublin City University

More Information

Social Presence :

Prographics :

Exp : 10 Location : San Francisco, California, United States Job Level : Mid-senior Designation : Head of Sales and Partnerships, Americas at AiFi Inc.
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Richard

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Richard take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Richard

Personality Compatibility


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