As the Head of Revenue Operations, Rachel Pham is responsible for building out sales operations, sales enablement, data and analytics, and digital marketing. Her primary focus is on launching programs to help grow sales and retain revenue, while optimizing processes, analyzing trends, and improving productivity. Rachel holds a B.S. in Economics from the University of South Florida, and an MBA from Saint Leo University. She currently holds her Series 6 and 63 licenses.
Recently, in an exclusive interview with Digital First Magazine, Rachel shared her professional trajectory, insights on diversity, equity and inclusion in tech, the secret mantra behind her success, significant career milestone, future plans, words of wisdom, and much more. The following excerpts are taken from the interview.
Hi Rachel. What inspired you to pursue a career in technology and operations?
I’d say I kind of “luckily stumbled” into my career. I graduated in 2008 with a degree in Economics, and given the tough economic climate, I was open to any opportunity that came my way. My first role was at Raymond James Financial, where I worked on processing stock, bond, and mutual fund certificates. From there, I transitioned into different operational roles, eventually discovering my passion for managing go-to-market operations in financial services organizations.
At my core, I’m an analytical thinker—I love problem-solving and, of course, numbers. But where I truly excel is in execution. I have a knack for identifying challenges, crafting solutions, and building processes that keep things moving forward efficiently. It’s that combination of analysis and action that’s become my niche.
What aspects of your current role bring you the most joy and fulfillment?
I have a goal-oriented mindset. There’s a deep sense of satisfaction when I meet or exceed the targets I set for myself and my team. The process of tackling a challenge head-on and finding creative solutions gives me a sense of accomplishment.
I enjoy building something from the ground up. There’s something uniquely rewarding about contributing to the growth of an organization, especially in a dynamic, fast-paced environment. I thrive in growth companies where there’s room to innovate, adapt, and make a tangible impact.
Though it’s true that I wear many hats—often juggling multiple projects at once—this variety keeps me engaged and constantly learning. It can be overwhelming at times, but it’s that very challenge that keeps me energized and pushes me to think on my feet. Over time, I’ve become incredibly resourceful, finding solutions that are not only effective but also flexible enough to adapt as circumstances change. This flexibility forces me to think outside the box, which is something I truly enjoy and value.
How do you think diversity, equity, and inclusion can be better integrated into the technology and operations field, and what role do you believe leaders and professionals play in driving this change?
As a woman working in this industry, I can tell you that while the field is becoming more inclusive, there’s still a noticeable gender imbalance, and there are not nearly as many women in leadership roles as there should be. The good news is that this is changing, but there’s still a lot of work to be done. In our field, it’s vital that we continue to break down barriers for women and underrepresented groups. By creating environments that encourage diversity, we’re ultimately able to tap into a broader pool of talent, which can lead to more innovative solutions and better business outcomes.
One of the most effective ways to integrate DEI is by ensuring that all levels of an organization are aligned in their commitment to these values. This starts at the very top—leaders must not only be vocal in their support for DEI but must also back it up with measurable actions. If leaders are fully onboard and actively engage in DEI initiatives, they can set the tone for the entire organization, encouraging others to embrace these efforts. However, it’s just as important for professionals at every level to feel a personal responsibility to uphold these values, whether it’s through mentoring, advocating for equitable opportunities, or simply creating space for underrepresented voices in decision-making.
A crucial aspect of pushing DEI forward is that it shouldn’t just be an initiative that’s checked off once—it needs to be a continuous and evolving effort. This means regularly assessing our progress, recognizing areas where we can improve, and keeping the conversation about DEI alive. Celebrating diverse voices and promoting inclusive practices shouldn’t just be a one-off event, but an ongoing, integral part of a company’s culture. Whether it’s through celebrating milestones, sharing success stories of underrepresented individuals in the industry, or providing ongoing development opportunities, it’s vital that we keep driving this conversation forward.
You were recently recognized as one of the Top 50 Women Leaders of Maine for 2024. Our readers would love to know the secret sauce behind your success.
When I was recently asked to describe myself in one word, the word that immediately came to mind was resourceful. I believe that resourcefulness has been a key driver behind my success. It’s not that I have all the answers, but I have developed a strong ability to find solutions, regardless of the challenge at hand. This mindset has been particularly important in my role, where adaptability and problem-solving are crucial. Whether it’s forging and maintaining relationships with colleagues, past collaborators, or clients, staying informed about industry trends and the latest technologies, or finding innovative ways to use technology to my advantage, my approach is always to seek out the information and tools I need to succeed.
I can’t tell you how many times I’ve turned to platforms like YouTube or Google to learn something new. Instead of throwing my hands up in frustration, I see it as an opportunity to learn and grow. This persistence to figure things out, combined with a relentless drive to work hard, has shaped my professional journey.
In addition to my personal drive and determination, I also recognize the importance of collaboration and learning from others. Building a strong network of mentors, colleagues, and peers has been instrumental in providing guidance and perspective, especially in times of uncertainty. It’s a constant process of growing, adapting, and leveraging the resources at my disposal to ensure that I’m always moving forward.
Ultimately, I believe that success isn’t just about reaching a destination, but about continually finding ways to learn, adapt, and contribute. Staying resourceful and committed to my goals has allowed me to make meaningful progress, and it’s something I strive to carry with me in every aspect of my career.
What has been your most career-defining moment that you are proud of?
One of the most career-defining moments for me occurred in 2014 when I made the bold decision to uproot my life and move across the country. I relocated from Florida to Maine, a state where I had no personal connections, to join a company that was relatively unknown. I can’t count how many times I heard, “You’re moving from Florida to Maine to work for who?” or “Are you sure this is the right move?” It was a daunting leap, and I won’t lie—I was scared. I had no idea at the time that this decision would turn out to be one of the best I ever made for my career.
This move taught me so much about myself. It solidified my passion for working in growth organizations, and that’s where I truly thrive. I realized how much I enjoy solving problems and building solutions, and how deeply fulfilling that work is for me. It was in that environment that I discovered the power of perseverance and adaptability. Not only did I find a fulfilling career, but I also found lifelong friends and developed a deep affection for a state that I now consider one of the best-kept secrets in the country (aside from the frigid winters, of course).
If I had the chance to do it all over again, I would. And I would encourage anyone facing a similar crossroads to take that leap of faith. I remember having a conversation with someone during my moments of doubt. I asked, “What if the grass isn’t greener on the other side?” and they responded, “What if it is?” That simple answer gave me the courage to trust in myself and make the jump. It was that belief in my own potential that pushed me to take the plunge and has made all the difference in my career.
If you could have a one-hour meeting with someone famous who is alive, who would it be and why?
It would be Sheryl Sandberg. As a female leader in a growth company, she has faced many of the same challenges that I’ve encountered, and I admire how she has used her platform to advocate for women in leadership and business. Her transparency, resilience, and ability to build and scale organizations are qualities I respect.
I’d love to hear her thoughts on leading through change, especially in fast-paced industries like technology and operations. I’ve always strived to find that balance between making an impact at work while also maintaining a healthy work-life dynamic, and I think she would have advice on how to navigate that.
I like her leadership philosophy—empowering others, building confidence, and pushing people to step outside their comfort zones. This is something I focus on in my own leadership, and I’d love to hear how to scale this approach effectively, particularly as you move into senior roles. Her experience in navigating complex leadership challenges would provide incredible insights into how to drive growth while fostering a supportive, empowering work environment.
Is there a particular person you are grateful for who helped get you to where you are?
There are two individuals who have played a crucial role in shaping my career, and I am deeply grateful for their guidance: Emmy Bernard and Aimee Egan, both of whom served as Chief Revenue Officers. What is impactful about these two women is not just their leadership, but the fact that they occupy roles traditionally dominated by men, and they do so with remarkable confidence and authority.
What I find inspiring is the unwavering belief they have in their own abilities and the unapologetic way they claim their seat at the table. Their confidence has shown me that, regardless of the challenges or the barriers that might exist, if you work hard, produce high-quality work, and consistently deliver results, you absolutely deserve a seat at that table—and you have every right to “own it.” They have both been instrumental in teaching me that true leadership is not just about doing your job, but also about owning your contributions, acknowledging your worth, and making sure your voice is heard.
Through their mentorship, I’ve been encouraged to think beyond the status quo, to push myself creatively, and to always strive for excellence. Their guidance has been fundamental in helping me build my own confidence and realize my potential. It is because of them that I’ve learned to trust in my abilities, stand firm in my value, and never hesitate to claim my achievements. I am forever thankful for the lessons they’ve imparted and the inspiration they continue to provide.
How do you keep your mind healthy and stay resilient? And how do you motivate your team?
I believe that maintaining a healthy mindset and staying resilient is rooted in transparency—both with myself and with my team. I’m a firm believer in leading by example, and I’m transparent about my own challenges and the importance of self-care. It’s easy to fall into the trap of thinking that resilience means powering through at all costs, but I’ve learned that true resilience involves knowing when to take a step back, reset, and recharge. At work, I recognize when I’m not in the right mindset to produce my best quality work, and I give myself permission to step away and return with fresh eyes. I encourage my team to do the same. It’s about understanding that our productivity is directly tied to our well-being, and sometimes, stepping away is the best thing we can do to maintain long-term resilience.
As for motivating my team, I don’t believe in holding anyone’s hand. Instead, I prefer to empower them by setting challenging yet achievable goals. I push my team to step outside of their comfort zones and continually challenge themselves to grow. At the same time, I provide the support and guidance they need to succeed without micromanaging. I think it’s crucial to strike a balance between challenging them to stretch their capabilities and offering the space for autonomy and self-direction. My leadership style is about building trust and encouraging ownership of their work while knowing that I’m there to guide them when necessary.
The key to resilience is balance—maintaining a healthy mindset, setting goals that push you and your team to grow, and always remembering that your well-being is as important as your success at work.
Where do you see yourself in the next 5 years?
I see myself in an executive leadership role, ideally with the word “Chief” in my title! With my background in operations and revenue generation, I believe I’d be well-positioned for roles such as Chief Revenue Officer or Chief Operating Officer. My passion lies in driving growth and creating scalable processes that contribute to the long-term success of an organization.
Over the next five years, I aim to take on increasing responsibilities that allow me to have a deeper impact on both strategy and execution. I envision leading teams, guiding complex projects, and shaping the company’s direction through thoughtful decision-making and a focus on results.
More than anything, I want to be in a position where I can inspire others, contribute to a positive organizational culture, and drive meaningful change. As the industry evolves, I’m excited about the opportunity to keep learning and growing, while also helping my team and the company reach new heights of success.
What advice would you give to young professionals who are looking to build a career in technology and operations, and what skills or qualities do you believe are essential for success in this field?
My advice to young professionals looking to build a career in this field would be to embrace a growth mindset and remain adaptable. The field is constantly evolving, especially with the rapid pace of technological advancements. It’s important to stay curious, never stop learning, and always look for ways to innovate and improve. Don’t be afraid to dive into new challenges and stretch beyond your comfort zone. I can speak from experience—taking on “stretch roles” early in my career pushed me to expand my skill set in ways I hadn’t imagined, and those experiences have been incredibly valuable in shaping my growth.
One of the key skills that will set you apart in this field is resourcefulness. It’s not about having all the answers upfront, but about being able to find solutions and troubleshoot when things don’t go as planned. Being resourceful means knowing when to tap into your network, leverage technology, or simply take the time to learn something new on your own.
Another important quality is resilience. You’ll encounter setbacks and obstacles, but success comes from how you respond to those challenges. I believe it’s essential to maintain a healthy work-life balance—your well-being directly impacts your ability to perform. Don’t be afraid to step away when you need to reset. I’ve always encouraged my team to take time for themselves when needed, because when you’re in the right mindset, you’re able to produce your best work.
Finally, being able to set and work towards challenging yet achievable goals is a fundamental skill. I’ve always believed in pushing my team and myself to aim higher, but it’s equally important to ensure that those goals are realistic and that we have the right support and resources to achieve them. Creating an environment where people are empowered to grow and take ownership of their work leads to stronger, more motivated teams.
Confidence and the ability to own your contributions are essential. Don’t wait for permission to take on responsibility—if you’ve put in the work and you’re producing results, you deserve a seat at the table. Embrace your abilities, take risks, and keep pushing yourself to evolve, because the opportunities are endless for those who are committed to growth and continuous improvement.