Mario Guzman
New York,United States
Summary
Goal-oriented, Sales enthusiast, and former Pro Athlete with 4 years of sales experience in the SaaS and finance industry. Passionate about creating trusting relationships with customers, that could lead to fruitful collaborations.
Experienced in different consultative and sales methods such as MEDDIC and Command of the Message, and proficient in fundamental CRM and outreach software tools such as Salesforce, HubSpot, Slack, Apollo, ZoomInfo, etc.
Fluent in Spanish and English languages with experience in Sales Enablement, Account Management, and Business Development
Overview
7
7
years of professional experience
1
1
Certification
Work History
Enterprise Sales Development Representative
Lokalise
10.2023 - Current
- Worked closely with the partnership team to develop strategies that could spark curiosity in companies interested in having their clients use our product - Last quarter of 2023, 4 partnerships were created, and 9 accounts came out of the initiative adding 85K to the ARR.
- Achieved between 80 to 130% of quota during the 4th quarter of 2023.
- Conducted discovery calls with stakeholders to evaluate pain points, negative consequences, and desired business outcomes.
- Conducted cold outreach initiatives in different channels such as LinkedIn, Facebook forums, Reddit, and Slack channels.
- Created a cold outreach strategy for the Enterprise team that increased the average quota attainment from 70% to 83%.
Sr. Sales Development Representative
Lokalise
04.2023 - 10.2023
- Helped train the SDR team in cold calling dynamics.
- Achieved between 90% to 120% of the quota.
- Led team in productivity and activities with 40 cold calls a day and 80 messages a day, including email, slack communities, and LinkedIn.
- Helped my assigned AE bring in companies such as Netflix, Uber, and Atlassian which resulted in 250k added to the ARR.
- Conducted discovery calls with prospects to identify pain points, challenges, and desired business outcomes.
- Leveraged prospecting tools to research and pursue new business opportunities to expand the
company's client base and market share leading to a pipeline increase of $2M in annual value.
Account Development Representative
RocketReach
03.2022 - 06.2022
- Worked alongside Strategic Account Executives to nurture and work Large Accounts
- Made 50 to 70 Outbound calls per day
- Responsible for the Full Cycle with SMB Spanish-speaking companies
- Created video content that helped me exceed quota by 40% in that quarter.
Sales Development Representative
RocketReach
11.2021 - 03.2022
- Responded and qualified inquiries to introduce products and services
- Started a video outreach initiative that helped the team over-achieve quota by 15% in that quarter
- Developed advanced understanding of products and services to react to customer objections, competitive questions, and other FAQs
- Maintained communication with account executives to facilitate the development of sales opportunities.
Account Executive
FundKite
09.2019 - 02.2020
- - Outbound/Full Cycle dynamic.
- Hit 80 - 150% of Quota month after month. Closed 175,00 in ARR.
- Build outbound sequences for the team resulting in a 40-50% open rate, and an 8-13% Reply rate.
- Kept CRM updated with Notes and a clear visual of the pipeline.
Sales Specialist
One Park Financial
07.2017 - 06.2019
- Working full-cycle deals ranging from 10k up to 1M.
- Helped the company increase revenue by a minimum of 5% for 3 straight quarters.
- Closed 70% of the deals that were assigned to me.
- Closed the biggest deal of the quarter, 285k, for a logistics company.
Education
Bachelors Of Business Management -
Berkeley City College
New York, NY08.2014
Skills
- Consultative selling
- Lead generation
- Stakeholder management
- Strategic Prospecting
- Lead Qualification
- Bilingual
Certification
- Command of the Message
Languages
English
Full Professional
Spanish
Native or Bilingual
Timeline
Enterprise Sales Development Representative
Lokalise
10.2023 - Current
Sr. Sales Development Representative
Lokalise
04.2023 - 10.2023
Account Development Representative
RocketReach
03.2022 - 06.2022
Sales Development Representative
RocketReach
11.2021 - 03.2022
Account Executive
FundKite
09.2019 - 02.2020
Sales Specialist
One Park Financial
07.2017 - 06.2019
Bachelors Of Business Management -
Berkeley City College