Carlos Favela
SaaS Account Executive
5612 Adair Dr, Austin,TX
Summary
Sales professional with 10+ years of experience in pipeline generation, consultative software sales, and leading top-performing SDR and AE teams. Recognized for simplifying complex solutions and delivering clear, compelling business cases to C-level decision makers. Consistently ranked in the top tier of performers, generating over $1M in annual revenue. Now seeking to return to a full-cycle, hands-on sales role where leadership skills and proven closing ability can accelerate growth for a top-tier software organization.
Overview
12
12
years of professional experience
2
2
Languages
Work History
Mid-Market Account Executive
Verizon Connect
03.2015 - 04.2019
- Company Overview: A cloud-based telematics company specializing in fleet and asset management, DOT compliance, driver safety, and routing efficiency.
- Ranked in the top 10% in sales for 2016 and 2017 company-wide, achieving the Circle of Excellence and Diamond Club.
- Full-cycle new business across fleets in trucking, construction, trades, field services, and oil and gas. Sold GPS tracking, ELD and DOT compliance, algorithm-based routing, asset tracking such as heavy equipment and refrigerated trailers, and maintenance modules.
- Built C-level ROI cases around safety, fuel, and idle time, compliance risk, and accurate job time tracking.
- Closed 1-15 sales per month, responsible for prospecting, qualifying, presenting, and closing, generating more than $1.1MM in annual revenue.
- Led a team of four Business Development Representatives, providing coaching, mentoring, and support, ensuring they could identify needs and pull pain points with prospects.
Strategic Account Executive
Interplay Learning
01.2025 - Current
- Partnered with SDR to generate $2MM in new pipeline within 6 months from a zero base.
- Negotiated and closed agreements to develop and execute profitability strategies for key accounts.
- Delivered product and service presentations, showcasing product value propositions and compelling clients to take action.
- Monitored performance metrics and prepared reports and forecasts in HubSpot and Clari.
- Collaborated cross-functionally with Marketing and SDR teams to execute targeted sales strategies
- Applied data-driven tactics to improve account performance and maximize ROI.
- Expanded revenue by identifying growth opportunities and developing tailored account strategies.
Director of Sales
Interplay Learning
03.2023 - 12.2024
- Doubled pipeline generation from 2023 to 2024 for the sales team. Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Led our Mid-Market AE team, two SDR teams, and their respective sales managers to drive revenue growth and targeted outreach.
- Spearheaded the adoption of sales tools, such as Salesloft, designed to enhance team productivity and streamline workflow processes.
- Established minimum qualifying criteria for initial meetings and new opportunities.
- Leveraged data-driven insights to adjust sales strategies in real time, adapting to shifting market demands and competitive landscapes, including seasonality, average opportunity size, buying cycles, and other KPIs.
- Collaborated cross-functionally to optimize end-to-end sales processes, from prospecting through post-sales support services.
- Mentored team members to develop their skills, leading to increased productivity and successful promotions within the company.
Mid-Market Sales Manager
Interplay Learning
03.2021 - 02.2023
- Scaled the Mid-Market sales team from 3 to 8 AEs, leading hiring, onboarding, and ongoing coaching for reps with no prior sales experience, resulting in consistent attainment per AE.
- Designed and led a recurring training curriculum focused on core skills such as discovery, pipeline management, and next-step setting, improving team win rates, and accelerating ramp time.
- Established a 50% close rate average and an attainment of 140% team-wide.
- Drove market expansion into new verticals, including facilities maintenance and multi-family, while implementing recognition and incentive programs, such as quarterly sales awards and SPIFFs, that boosted motivation and morale.
- Developed a standardized sales pitch and process for the Mid-Market team.
Mid-Market Account Executive
Interplay Learning
05.2019 - 03.2021
- Company Overview: A virtual reality training company specializing in general trades, facilities maintenance, multi-family, and industrial.
- Built and optimized the mid-market sales funnel within HubSpot, introducing deal types, CRM best practices, and automation that improved lead-to-close visibility.
- Developed a sales pitch and process for the Mid-Market team.
- Exceeded 200% of the quota within the first 90 days. Over 180% attainment during my tenure in the AE role.
Business Development Rep - SaaS
Verizon Connect
03.2014 - 03.2015
- Made 50+ cold calls per day to generate new sales opportunities for our cloud-based platform
- Developed and managed a database of leads in Salesforce.com, fully mapping key stakeholders, business processes, and technical requirements on all deals
- Managed and trained over 200 Ford and Volvo/Mack dealers to generate new leads and develop secondary sales funnel
Education
BBA - Business Management
Texas State University
San Marcos, TX05.2012
Skills
- 2021 - Top AE, Mid-Market Team Interplay Learning
- 2017 - Diamond Club: Top 10% in sales company-wide Verizon Connect
- 2016 - Circle of Excellence: Top 10% in sales company-wide Verizon Connect
Websites
Accomplishments
- Doubled pipeline generation from 2023 to 2024
- Grew mid-market team at Interplay Learning from 3 AEs to 8 AEs with only 2 out of the 8 having sales experience. The rest were developed.
- Top-performing AE and sales leader
Timeline
Strategic Account Executive
Interplay Learning
01.2025 - Current
Director of Sales
Interplay Learning
03.2023 - 12.2024
Mid-Market Sales Manager
Interplay Learning
03.2021 - 02.2023
Mid-Market Account Executive
Interplay Learning
05.2019 - 03.2021
Mid-Market Account Executive
Verizon Connect
03.2015 - 04.2019
Business Development Rep - SaaS
Verizon Connect
03.2014 - 03.2015
BBA - Business Management
Texas State University
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