Carlota Araque

Customer Enablement @lemlist

B2B Outbound Sales Expert - Account Executive (lemlist, lemwarm, lemcal, Taplio, TweetHunter)

We're all about helping sales and marketing teams connect with prospects using multiple channels in a personalized way that actually get replies

Cohesity

Leading the northeast strategic team at Cohesity. We're focused on helping the largest companies in the world secure and manage their data.

Sr Director, Strategic Accounts (New England / NY)

Pavilion

Member

Linx Security

- Series A 
- Built GTM from the ground up with responsibilities including: Sales, Pre-Sales, BDR, SalesOps, and Channel.
- Defined quarterly and annual targets aligning with board-approved growth model
- Defined and built comp plans and SPIFFs
- Established outbound, channel-first sales motion 
- Leveraged MEDDPICC for deal qualification and deal reviews
- Collaborated with AEs, Product, and founders on pitch decks, pricing and packaging, business proposals, executive read-outs, and competitive positioning
- Helped increase ARR by over 200%

Vice President of Global Sales

Tanium

- Launched and scaled a new mid-market GTM segment, helping take it from < $1m to > $20m in ARR through focused new-logo acquisition and a channel-first strategy.
- Developed a partner-first co-sell motion with key Partners & GSIs (Ahead, SHI, CDW, Optiv, Optum, PwC, Kyndryl) to craft and execute a strategic regional GTM plan.
- Co-chaired the rollout of MEDDPICC and Force Management, standardizing qualification and deal-execution rigor company-wide.
- Finished FY25 with the #1 team in the segment

Regional Vice President of Sales

- Collaborated closely with prospects, customers, partners, and internal stakeholders to build and deliver programs that deliver tangible enterprise value.
- Closed >$65m in TCV, winning 7 new Fortune 500 logos and expanding Tanium's footprint in several others.
- Orchestrated cross-functional pursuit teams, including sales engineering, marketing, product, customer success, legal, and services to steer complex, multi-million-dollar sales cycles from discovery through negotiation and post-sale success.
- Cultivated and maintained C-suite relationships (CIOs, CISOs), aligning Tanium with strategic business, technology, and security initiatives.
- Mentored and coached new AE's, reducing ramp time and elevating overall team performance.
- 4x Chairman’s Club recipient.

Director of Strategic Accounts - Northeast

Mimecast

- Architected and launched the first Large-Enterprise GTM strategy to more effectively compete with Proofpoint. 
- 1x Eagle's Club recipient.
- 128% of plan when I left in Oct, 2017.

Director of Strategic Accounts

Veracode

- Covered 30 strategic prospects and customers, driving retention, upsell, and net-new logo acquisition.
- Helped propel global revenue from $10m to $90m as a core member of the strategic field-sales team.
- Outperformed quota four consecutive years, securing multiple 6 & 7-figure partnerships within the Global 2000.
- 2x Founder’s Club recipient.

ClickFox

Territory Manager

• Hunted for new opportunities within an assigned territory of 90 installed accounts 
• Formulated strategies to grow opportunities by up-selling and cross-selling the EMC product line and revitalize non-producing accounts by building internal alliances
• Partnered with local resellers to build relationships with targeted accounts to drive sales growth for all EMC products, including hardware, software, and services
• Successfully managed territory generating $750,00 quarterly in new revenue
• Goaled quarterly on maintaining an accurate pipeline & the ability to forecast revenue to management
• Dealt with solution selling to C-level executives based on ROI and TCO

Corporate Account Manager

Aflac

New business agent responsible for managing a territory and generating net new revenue from cold calling on local business owners.

•Generated new sales from local businesses to handle corporate benefits
•Assessed client needs and prepared custom benefit packages for client review and authorization 
•Generated over $190,000 in new sales and facilitated the return of current clients
•Worked on budgeting and fiscal management

taplio

The Battle

Carlota Araque

Tyler Costello

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