Fabian Pulido
Verizon
East Wenatchee,WA
10
years of professional experience
Growth-focused GTM Sales Executive and USMC Veteran with 15 years of second-line leadership directing a 34-person GTM organization (5 Senior Managers, 29 Account Managers) across a 4-state West region territory. Proven track record scaling Connected Operations solutions—including fleet telematics, asset tracking, 5G FWA, and MDM—delivering new account growth through disciplined Salesforce forecasting and cross-channel sales execution.
Work History
Director SMB Sales
7 Years 7 Months- Second-Line Organizational Scale: Direct a 34-person GTM organization comprising 5 Senior Sales Managers and 29 Account Managers targeting small-to-medium business (SMB) and mid-market commercial accounts.
- High-Volume Funnel & Unit Growth: Drive a high-velocity acquisition and base retention engine delivering across 5G Fixed Wireless Access (FWA), fleet telematics, and mobility applications.
- Cross-Channel Strategic Integration: Spearhead joint GTM initiatives across Business Sales, Retail, and Indirect sales channels, aligning local field execution with national promotional elements and channel economics to maximize market share.
- Pipeline Hygiene & Retention Tools: Institutionalize strict funnel-management reporting, weekly forecasting cadences, and targeted customer retention tools to maximize lifetime value (LTV) and lower subscriber churn.
- Community & Leadership Bench Building: Champion local community relationship development while executing structured coaching models that elevated front-line and second-line managers into top-tier performers across the region.
Sr. Manager SMB Sales
1 Year 10 Months- Cross-Channel Retail Integration: Directed a 6-specialist SMB sales force partnering directly with regional retail stores to identify, consult, and close B2B opportunities—maximizing cross-channel lead development and retail-driven business growth.
- Complex Solution Selling & ROI Focus: Coached sellers on value-based positioning to deliver measurable business outcomes for customers—improving operational productivity, reducing expenses, elevating brand image, driving revenue growth, and enhancing safety/security.
- IoT & Remote Process Management: Architected and deployed end-to-end Mobile/Industrial IoT solutions, enabling commercial accounts to effectively manage, monitor, measure, and control remote processes and field assets.
- Advanced Infrastructure Project Management: Project-managed enterprise-grade deployments, including Private 5G/LTE Networks, Cloud Connectivity, Edge Computing, and Mobile Device Management (MDM) platforms.
- Funnel & Team Coaching Discipline: Utilized billing and POS system analytics to manage sales goals, optimize funnel progression, and train specialists on new product launches, consultative sales techniques, and customer satisfaction (CSAT) resolution.
Education
Associate of Arts
Skills
Executive Leadership: Second-Line Leadership
P&L Accountability
Cross-Functional GTM Strategy
Talent Acquisition & Bench Building
Commercial Growth: High-Velocity SMB & Mid-Market Acquisition
ARR Expansion
Net-New Unit Additions
Multi-State Territory Management (WA
OR
NorCal
AK
HI)
Sales Excellence: Salesforce (SFDC) Pipeline Hygiene
Sales Velocity
Funnel-Management & Forecasting Discipline
Samsara Portfolio Alignment: Fleet Telematics
AI Video-Based Safety Cams
Asset Tracking & Sensors
Equipment Monitoring
Driver Workflows & Compliance (ELD)
Industrial & Edge Tech: Mobile/Industrial IoT
Cloud Connectivity
5G Fixed Wireless Access (FWA)
Private Networks
Mobile Device Management (MDM)
Operational ROI: Remote Process Automation
Field Asset Monitoring
Fleet Safety & Security Optimization
Operational Cost Reduction
Timeline
Director SMB Sales
Verizon
01.2019 - CurrentRead More
Sr. Manager SMB Sales
Verizon
02.2017 - 12.2018Read More
Wenatchee Valley College
Associate of Arts
Read More