GUSTAVO MEDINA
San Francisco,CA
Summary
Over ten years of SaaS experience in account management and sales, particularly in maintaining and growing revenue. Successfully managed numerous high-touch accounts, ensuring maximum client satisfaction and retention while actively identifying opportunities for up-selling, cross-selling, and referrals.
Overview
16
16
years of professional experience
Work History
Account Manager
Silo
San Francisco, CA
01.2022 - 05.2024
- Managed over 50 accounts, each with an average ARR of $15k, totaling approximately $780k.
- Maintained a consistent 98% retention rate on a quarterly basis, resulting in only 3 account churns over a span of 3 years and approximately 14 renewals per quarter.
- Converted 25 freemium users, resulting in approximately 200% increase in ARR in my first year
- 2023 Customer Advocate Award
- Developed and implemented an efficient process for account ranking and business reviews, conducting two reviews weekly.
- Collaborated cross-functionally with product, sales, operations, and marketing teams to successfully deliver 4 major product releases at a regular cadence of approximately every 6 months.
BDR → AE
Airbase
San Francisco, CA
11.2019 - 01.2022
- AE = 90% attainment $405k new revenue
- Quota: $450k per quarter ~ avg 8 new accounts per quarter
- BDR = 150% attainment (first BDR hire)
- Quota: 10 sales qualified meetings per month ~ 30 meetings / quarter.
BDR → SDR
GetFeedback
San Francisco, CA
12.2018 - 11.2019
- SDR = 87% attainment
- Quota: 5 sales qualified meetings/ month = 15 meetings / quarter
- BDR = 120% attainment
- Quota: 30 sales qualified meetings/ month = 90 meetings / quarter.
Business Development → Account Executive
Questel
San Francisco, CA
03.2015 - 03.2018
- AE: Quota: $400k/ quarter (avg 4 new accounts per quarter)
- 2016 = 85% attainment
- 2017 = 90% attainment
- 2018 = 85% attainment
- Business Development: Quota: 4 sales qualified leads per month
- 2015 = 95% attainment
- Rookie of the year award.
Account Executive
Eye Care Prime - WebSystem3
Pleasanton, CA
01.2014 - 03.2015
- Quota $300k (avg 30 new accounts per quarter)
- 2014 - 105% attainment
- 2015 - 110% attainment.
Management Trainee
Enterprise Rent-A-Car
San Francisco, CA
07.2010 - 07.2011
- Transferred to Best of the Best Program at San Francisco International Airport within 3 months
- Ranked #1 Area Sales Performer of 35 management trainees
- 2011 - average $1.6k monthly upsells
- 2010 - average $1k monthly upsells.
Office Claims Representative
Farmers Insurance
Olathe, KS
05.2008 - 06.2010
- 3 Superior Customer Service Awards
- Led spanish speaking team of 20 adjusters in response to Hurricane Ike
- Managed 60 claims per month.
Education
Computer Science courses -
San Francisco City College
01.2024
Masters of Business Administration -
San Francisco State University
Bachelor of Arts in Business Global Studies and Spanish -
Rockhurst University
Spanish Study Abroad -
C.E.P.E. Centro de Estudios Para Extranjeros University
Skills
- Contract Renewal & Expansion
- Business Reviews
- Upsells & Cross-Sells
- Referral Generation
- Product Feedback
- Product Usage Analytics
- Customer Training
- Product Adoption
- Cross Functional with Product
Websites
Personal Information
Title: Customer Success Manager
Languages
English
Native/ Bilingual
Spanish
Native/ Bilingual
Timeline
Account Manager
Silo
01.2022 - 05.2024
BDR → AE
Airbase
11.2019 - 01.2022
BDR → SDR
GetFeedback
12.2018 - 11.2019
Business Development → Account Executive
Questel
03.2015 - 03.2018
Account Executive
Eye Care Prime - WebSystem3
01.2014 - 03.2015
Management Trainee
Enterprise Rent-A-Car
07.2010 - 07.2011
Office Claims Representative
Farmers Insurance
05.2008 - 06.2010
Computer Science courses -
San Francisco City College
Masters of Business Administration -
San Francisco State University
Bachelor of Arts in Business Global Studies and Spanish -
Rockhurst University
Spanish Study Abroad -
C.E.P.E. Centro de Estudios Para Extranjeros University
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