Fame Podcast Host

Sales Director at Ebsta

Adam Roberts

“While the SaaS industry once thrived in a period of easy capital and bullish growth, it's now entering a phase of introspection, optimization, and innovation, adapting to the changing economic and technological landscape.”

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Adam Roberts rebooted his career as sales leader when he stepped in as Sales Director at Ebsta in September 2023. With over a decade of experience driving revenue growth and building high-performing teams across global professional services firms and cutting-edge tech startups, it was a well-judged hire. Adam stands at the very forefront of transforming sales forecasting and revenue intelligence at Ebsta, where he tackles the big challenges and opportunities presented by machine learning and AI.

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With his forward-looking approach, he helps sales teams decode the nuances of successful deals – analyzing personas, engagement, and key pipeline metrics to deliver actionable insights with 98% forecasting accuracy. Adam has become well known for his strategic acumen and mastery of sales methodologies like MEDDIC and Miller Heiman, and he’s got the Midas touch for turning data into impactful decisions, empowering both reps and leaders to consistently put up numbers above their targets.

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A committed team-builder and natural coach, Adam really flourishes when he’s able to get stuck in, helping businesses unlock their potential by understanding what it is that puts the top performers at the top of the tree. Off the clock, he’s a devoted dad, a passionate home cook, and a sports enthusiast, often found on the golf course or kicking a football around with his two sons.

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Ask me

1
In your experience leading sales teams across industries, what do you believe are the most underrated traits of a successful sales leader, and how do you cultivate them in your teams?
2
With Ebsta focusing on revenue intelligence, can you walk us through how machine learning and AI have transformed sales forecasting and decision-making for organizations?
3
The SaaS industry is navigating a shift from growth at all costs to efficiency and optimization. How do you think this will reshape sales strategies over the next five years?
4
With only 27% of reps meeting their quotas, what systemic issues do you believe are causing this, and how can sales organizations address them effectively?

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