Fabian Pantoja

TeamOhana is a workforce spend management platform designed to help finance and talent leaders better plan, manage, and reconcile headcount in one unified system.

• How I was connected: I was recruited by the Founder/CEO for my domain experience in People/Tech and early-stage GTM.
• ICP: High-growth SaaS companies (750–3,000 employees). Buyers: CFO, CPO,CHRO - VP of Talent & FP&A
• ASP: $50K–$70K ACV depending on company size and complexity.
• Quota: $1M
• Highlights:

Doubled the team's ASP in under 7 months. (ASP was $28k)
Influenced GTM strategy and improved conversion across the funnel (Stage 0 to Close) 8% >17%
Improved conversion rates in key pipeline stages (Stage 2 to Close) - 34%> 59%

15Five is a performance management platform focused on continuous feedback, OKRs, and employee engagement to unlock manager effectiveness and organizational growth.

• How I was connected: Warm intro from VP of Sales who had seen my work at People.ai.
• ICP: Mid-market companies (500–2,000 employees). Buyers: CHROs, CFO, and Talent/People Ops leaders.
• ASP: $70K–$120K depending on seats and modules.
• Quota: $900k
• Highlights:
  Top 2 AE in expansion revenue (119% attainment) within my book of business FY 2023
  President’s Club: FY 2023.

People.ai is a revenue intelligence platform that uses AI to automate CRM data capture and deliver actionable insights to boost GTM efficiency and deal execution.

• How I was connected: Approached by VP of TA who I sold TopFunnel into their org. (First Multi-Year Deal)
• ICP: Enterprise tech and SaaS orgs with multi-stakeholder, complex sales motions. Buyers: CRO, CFO, CMO, and Sales Ops Leaders.
• ASP: $100K–$160K ACV.
• Quota: $1.1M

TopFunnel is a recruiting automation platform that accelerates candidate sourcing and outreach using AI to help fast-scaling companies win top talent.

• How I was connected: I was introduced to the founders by the Demand Gen leader.
• ICP: High-growth tech companies (Forbes Top 100–500). Buyers: CHRO, CPO, Talent and Recruiting Leaders
• ASP: $40K–$75K depending on hiring volume and usage
• Quota: $900k
• Highlights:

Spearheaded partnership programs with VC firms like Lightspeed, Accel, Kraft, and SignalFire.

127% Attainment Book of Business: Renewals + Expansion FY 2021

President’s Club: FY 2020 & FY 2021

Shyp was a last-mile logistics platform offering on-demand pickup and streamlined shipping services for SMBs and retail businesses.

• How I was connected: Joined as a founding AE, referred by an investor familiar with my work at New Relic.
• ICP: SMBs and mid-market retail/e-commerce brands with frequent shipping needs.
• ASP: $30K–$65K annually based on shipping volume
• Quota: $800k
• Highlights:

Promoted to Senior Sales Lead

Built AE team of 4 from scratch with VP Ops; implemented foundational sales process.

New Relic delivers full-stack observability software, empowering developers and engineers to monitor, troubleshoot, and optimize system performance in real-time.

• How I was connected: Applied via LinkedIn
• ICP: Cloud-native, high-growth software and SaaS companies. Buyers: Engineering managers, DevOps leads, and IT operations
• Highlights: DEI ERG nominee; early-career launchpad.