Built for founders between hustle and scale.
Mark Rice is an executive sales and commercial leader with more than two decades of experience across industrial manufacturing, aerospace, technical markets, U.S. Navy operations and consulting. Rice Revenue brings that operating experience to founders building the commercial organization their next stage requires.
Leadership first. Commercial systems second. People always.
Mark's career has moved through very different environments, but the work has had a consistent theme: understand the mission, build the system, develop the people and create accountability around execution.
U.S. Navy Leadership
Fourteen years as a Surface Warfare Officer developed Mark's approach to operational planning, team leadership, training, readiness, accountability, resource stewardship and decision-making when the conditions are not simple.
Technical + Industrial Sales Leadership
Mark moved into complex B2B commercial environments spanning aerospace, industrial manufacturing, engineered products and industrial minerals—leading strategic accounts, sales teams, pricing, pipeline, forecasting, channel development and go-to-market execution.
Rice Revenue
Rice Revenue brings that operating background to founders and growing B2B companies that need stronger commercial systems, stronger sales leadership and a clearer path between founder-led selling and a mature revenue organization.
Experience with real scope.
Numbers do not tell the whole story, but they show the scale of the commercial environments Mark has been responsible for.
The work behind the advice.
Rice Revenue is built on experience doing the commercial work founders eventually need someone else to own.
Revenue + Growth
Led top-line growth across large account portfolios and multi-region markets while balancing acquisition, retention, strategic-account development and profitable growth.
Sales Teams + Operating Rhythm
Established team goals, pipeline stages, forecast cadence, CRM governance, KPI reporting, coaching and accountability systems for geographically distributed commercial teams.
Pricing + Financial Fluency
Owned pricing and worked closely with finance around profitability, budget alignment, forecasting, margin and the commercial decisions behind the revenue number.
Go-to-Market Building
Built regional go-to-market organizations, channel programs, sales process, pipeline discipline and operating practices across multiple business units and territories.
Complex B2B Selling
Worked through technical discovery, RFQs, quotations, pricing, negotiation, strategic accounts, multi-year opportunities and cross-functional commercial execution.
Leadership + Development
Developed people across military, commercial, entrepreneurial and teaching environments—because a sales system only works when the people inside it understand how to operate it.
Built in businesses where the sale is rarely simple.
Mark's background is especially relevant to companies where products are technical, buyers involve multiple stakeholders, sales cycles take time and commercial success requires coordination across sales, operations, engineering, finance and leadership.
You are not hiring a résumé. You're hiring judgment.
The point of Mark's background is not to recreate a large-company sales organization inside a smaller business. It is knowing which pieces of commercial discipline matter now, which can wait and what tends to break as a company grows.
Sales decisions look different when pricing, forecast, margin and the actual number are part of the job.
Process, CRM governance and pipeline discipline have to work in practice—not simply look good in a framework.
Coaching, training and accountability matter because the goal is not founder dependence or consultant dependence.
Fractional leadership should help build a company that is eventually ready to hire the right permanent leader—not create a permanent need for Rice Revenue.
Teaching is part of the work—not a side note.
Mark's approach has always included developing the people who have to carry the work forward after the meeting ends.
Commercial Education
Mark develops and teaches practical commercial material for founders, startups and salespeople working through real business situations.
Founder + Community Development
The same teaching mindset shows up in Founder Leadership, sales team development and Mark's work in the local entrepreneurial community.
Strategy backed by continued learning.
Mark's formal education spans business, strategy and history alongside the operating experience that shaped Rice Revenue.
Practical enough to use Monday morning.
Rice Revenue is intentionally built around operating alongside leadership rather than delivering advice from a distance.
Understand First
Learn the business, customer and actual sales motion before deciding what needs to change.
Build for This Business
Use commercial fundamentals without forcing the company into a generic playbook that does not fit.
Work Alongside the Team
Coach, build, review and implement with the people who have to carry the system forward.
Build Toward Independence
The goal is a stronger organization—not a business that stays dependent on a consultant forever.
The résumé matters. The fit matters more.
Tell Mark where the business is, what is happening with sales and what leadership is trying to build. The first step is simply determining whether Rice Revenue is the right fit.
Talk With Mark