Throughout my career, I've gained a deep understanding of cloud computing and IT software management. I've got a proven track record of success, including closing deals with major tech companies.

Seeking a new challenge, I founded 5FX Labs in 2022, a performance-based email marketing agency specializing in Klaviyo for DTC e-commerce. This entrepreneurial experience honed my adaptability and further developed my strategic sales skills. While it's was a challenging experience, I found out the full time founder route wasn't really my thing.

Now, I'm ready to dive back into the SaaS world and make an impact at the mid-market/enterprise level! I'm eager to find a role where I can unleash my full potential in a dynamic environment.

Currently Seeking: SDR/AE Role in SaaS/Cloud Computing

Open to: Relocation - Remote Work - 1099 Contractor

My Skills

Project Management: Jira, Trello, Confluence, Wrike, ClickUp, Airtable, Notion

ITSM: ServiceNow, Zendesk

Version Control: GitHubDevOps: Azure DevOps AWS

CMS & Web Platforms: WordPress, Shopify, Webflow

Programming Languages: HTML, CSS (basic) 

UX/UI: Figma, Canva

Editing: Davinci Resolve 

CRMs: Pipedrive, Salesforce, Hubspot, Close.io, Dynamics 365

Sales Methodologies: MEDDICC, SPIN, GAP, Sandler

Sales Intelligence: ZoomInfo, Apollo.io, ContactOut, Seamless, LeadIQ, LinkedIn Sales Navigator, Findymail

Data Visualization: Tableau, PowerBI

Sales Engagement: Outreach, Salesloft, Clay, Instantly.ai, Smartlead.ai, Lavender, Reply.io, Lemlist 

Dialers: Cloudtalk, Aircall, Five9, 8X8

Conversational Intelligence: Gong, Fireflies.ai

Certifications & Badges: 

• AWS Certified Cloud Practitioner
• AWS Knowledge: Cloud Essentials
• AWS Knowledge: Architecting
• AWS Knowledge: Compute

Languages spoken:

• Spanish 
• English
• Portuguese (Currently Learning) 

30 Days: Foundational Knowledge

• Product/Service Immersion:
  • Articulate the company value proposition.
  • Read all the case studies and success stories, product documentation
  • Shadow tenured AEs and understand the demo structure, common objections, pricing strategies, etc..
  • Review some current and closed deals to understand the cycle. 
• • Establish strong relationships with colleagues.

60 Days: Execution and Quota Attainment

• Achieve a highly effective demo framework
• Gain momentum and start building a solid pipeline

90 Days: Feedback and Measure results

• Analyze my sales activity data to identify areas for improvement.
• Start closing new deals and have a solid pipeline for the next quarter

30 Days: Foundational Knowledge

• Product/Service Immersion:
  • ABe able to articulate company value propositions clearly
  • Read all the case studies, documentation
  • Develop a solid call script based on my framework and insights from other SDRs
  • Book a meeting within the first month

60 Day Plan

• Achieve ramp quota for month 2
  
• Hit my daily activities (segmented into blocks)
• Adjust and work on the feedback received, master objection handling

90 Day Plan

• Check KPIs vs Actual numbers adjust accordingly
• Develop a personal SDR playbook
• Improve CRM Data Hygiene
  

Before Demo:

1. Ensure detailed handover from SDR—focus on pain points and objectives.
2. Conduct thorough company research—understand industry challenges.
3. Review the prospect's LinkedIn—identify key roles and relevant pain points.
4. Tailor a personalized agenda based on their role and company needs.
5. Anticipate common questions or objections to prepare answers.

During Demo

1. Warm welcome—confirm key participants and decision-makers.
2. Ask open-ended questions to uncover deeper pain points.
3. Align features and solutions with their specific challenges and goals.
4. Share relevant success stories to build credibility.
5. Invite interaction—pause for questions and encourage feedback.

Closing/Objections:

1. Recap main benefits tied to their pain points.
2. Ask qualifying questions to gauge interest and decision timeline.
3. Address objections by highlighting similar customer success stories.
4. Provide flexible pricing options if applicable.
5. Aim for a close, or confirm readiness for next steps if they're not ready.

Next Steps:

1. Set clear next steps—trial, proposal, internal discussion.
2. Mutual commitment—schedule a follow-up with specific dates.
3. Send personalized follow-up email with key takeaways and next steps.
4. Provide additional resources or use cases to keep engagement high.
5. Plan strategic follow-ups to include other stakeholders if necessary.

Permission-Based Opener

Hey {{Name}}, This is Emma with Company X, I know you didn’t expect me to call you this morning/afternoon, do you mind if I take one minute to tell you why I called you specifically, and then you can tell me whether or not it makes sense to speak?

----

𝗣𝗲𝗲𝗿 𝘁𝗼 𝗣𝗲𝗲𝗿 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻

A lot of {{Role/Industry}} folks I talk to who are {[doing X/Y]} tend to struggle with one major thing in particular

1) challenge w/ short description

Is that relevant to you or did I miss the mark?

---or---

• “I speak with a lot of (Role/Industry) professionals like yourself, and one challenge I often hear is around __________.
• “Does that sound familiar to you?”

Value Proposition

And that's exactly the reason for my call today, At Company X, we’ve helped companies like {{Client Example}} address these exact challenges. Our {{product/service}} simplifies {{specific benefit]}. We usually see results in {{timeframe or key ROI figure}}

𝗖𝗹𝗼𝘀𝗶𝗻𝗴

Awesome {{Name}}, well look I know I called you out of the blue. Would you be against taking a look tomorrow afternoon or Wednesday in the morning?”

𝗤𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻

{{Name}}, Before you hang up would it be alright if I asked 2 questions so we make the most out of our time tomorrow?

How are you currently handling {{specific challenge/problem mentioned earlier}}?

𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗛𝗮𝗻𝗱𝗹𝗶𝗻𝗴

"That's why I called."
E.g.: That’s why I called – most folks aren’t actively looking for a solution but thought you may be curious how similar [persona] is achieving [positive business outcome].
Eg.: I completely understand—it’s not always the right time. That’s exactly why I reached out today. Even if you’re not actively looking for a solution right now, I thought it might be worth a quick chat on how we’ve helped companies like {similar persona/company}} achieve {{specific outcome}}.

As an AE at Exalate

• Promoted from AE  to Presales Engineer after 5 months in the company. 
• Trained 3 SDRs and 1 Account Executive
• Closed new logos such as IKEA, Hewlett Packard, NVIDIA, MIT, Royal Bank of Canada, US Department of Justice, Texas Department of Transportation, and Brooks Sports Inc. 
• Developed the processes, and playbook for the team 

As a Cloud Support Associate at AWS

• Trained over 80+ new agents acting as a floor support agent.
• Helped over 20+ agents during their performance improvement plans.
• Achieved the AWS Technical & Business Professional Certs (Internal & Partner Certs only)
• Longest streak without negative ratings in a case (12 weeks)

Podcasts Thursday Night Sales (2022-2023)

Newsletters; The SDR Newsletter, Mike Gallardo (The best sales course)

People I follow on LinkedIn

• Scott Leese
• Mike Gallardo
• Amy Volas
• Josh Braun
• Kévin Moënne-Locco
  
• Chris Orlob
• Chris Lee
• Dale Dupree

Think and Grow Rich - Napoleon Hil

Outwitting the Devil - Napoleon Hill

Predictable Revenue  - Aaron Ross

Laser Sharp Focus - Joanna Jast

Never Split the Difference - Criss Voss

Good to Great - James C Collins

Zero to One - Peter Thiel

Atomic Habits - James Clear

The SaaS Playbook - Rob Walling

• Passionate cook and BBQ Enthusiast
• Chess Player
• I enjoy filmmaking & video editing
• Learning a bit of new technologies in 2024 
• Patiently waiting for the release of GTA 6