Melissa Castillo
Summary
Strategic Account Executive with proven success increasing sales and revenue through developing loyal account relationships. Articulate communicator with exceptional negotiation skills. Known for understanding customer needs and delivering effective solutions.
Overview
9
9
years of professional experience
Work History
Founding Account Executive
Connected-Stories
02.2025 - 01.2026
- Opened U.S. market as first sales hire, facilitating onboarding, setup, and execution of advertising-driven programs for brands and agencies
- Managed a portfolio of 70 active customer accounts, serving as the primary day-to-day point of contact across timelines, stakeholders, and deliverables
- Monitored performance and delivered client-facing reporting tied to KPIs, recommending optimizations that enhanced outcomes and retention
- Identified upsell and expansion opportunities based on performance trends, seasonality, and customer goals
- Activated and scaled exclusive Google Cloud ISV partnership, aligning internal teams with Google field sellers to execute co-sell go-to-market strategies
- Partnered cross-functionally with Product and Growth to incorporate customer feedback, improve workflows, and improve conversion across the funnel
Founding Account Executive
Spothopper
01.2024 - 02.2025
- Architected and led an end-to-end sales strategy, from initial prospecting to closing, consistently exceeding ambitious growth targets, and driving unprecedented expansion of SpotHopper's client base across the Canadian market.
- Pioneered aggressive sales initiatives for SpotHopper, orchestrating a comprehensive market entry strategy across Canada, and firmly establishing a dominant presence in Canada.
- Executed high-stakes, in-person demos, meticulously customizing SpotHopper solutions to address the specific demands of major restaurant groups, ensuring flawless execution and surpassing client expectations.
- Designed and executed sales campaign decks that facilitated SpotHopper's successful market entry and rapid expansion across Canada.
- Leveraged Salesforce CRM to track and optimize sales activities while conducting competitive analyses and crafting strategic positioning for enhanced market impact.
- Led client onboarding processes to enhance satisfaction and retention through tailored support and effective communication.
Account Executive
SADA Systems An Insight Company
11.2021 - 01.2024
- Exceeded quotas by 280%, generating over $3M in quarterly pipeline across Public Sector and EdTech accounts throughout North America.
- Consistently exceeded revenue and performance goals by 143% through effective lead generation, opportunity cultivation, and a relentless focus on delivering a positive customer experience.
- Developed a comprehensive account strategy for a $7 million account that resulted in a 36% increase in revenue in 52 days.
- Identified and closed new business opportunities through strategic partnerships with Alliance Partner Program and Google, driving revenue growth and business expansion.
- Developed effective territory sales strategies in collaboration with Alliance Partners and Google sales representatives, contributing to organizational success by driving revenue growth.
- Spearheaded a customer segmentation strategy that increased up-sell and cross-sell opportunities by 50%.
- Collaborated closely with Google Cloud sales teams to identify, qualify, and close new opportunities, driving joint go-to-market success.
- Established initial sales framework for GTM strategies internally and externally, contributing to business expansion.
Founder
Ontario Recycled Material
01.2017 - 01.2020
- Secured venture capital funding from leading investors, enabling business expansion.
- Negotiated multi-million dollar contracts with key clients, resulting in doubled profits.
- Founded Ontario Recycled Material, exporting Canadian recycled resins for eco-friendly construction products at competitive prices.
Education
Certificate - Cloud Fundamentals
Sada Systems
09.2022
Bachelor of Arts - Sociology and Criminology
Western University
Certificate - Spanish Language and Literature
Western University
Skills
- Account management
- Sales strategy
- Account strategy
- Sales forecast
- Negotiation tactics
- Upselling
- Customer relationship management
- Market entry
- Effective communication
Timeline
Founding Account Executive
Connected-Stories
02.2025 - 01.2026
Founding Account Executive
Spothopper
01.2024 - 02.2025
Account Executive
SADA Systems An Insight Company
11.2021 - 01.2024
Founder
Ontario Recycled Material
01.2017 - 01.2020
Certificate - Cloud Fundamentals
Sada Systems
Bachelor of Arts - Sociology and Criminology
Western University
Certificate - Spanish Language and Literature
Western University