Fernando J. Mora, Jr.

Yobi AI

• Founding Go-to-Market Growth hire (Sales + Partnerships + Ops), joining at Seed Stage (pre-Series A), responsible for building out our AI business by driving market awareness & demand, developing partnerships & alliances, acquiring new enterprise customers, and growing revenue.
• Yobi spent 4 years developing The World's First Foundation Model built on Consumer Decisions (by Twitter, Spotify, Meta, Amazon, and Uber alums), to empower companies to enrich their data estate with external behavioral features to solve ML problems.
• Partnering with Founders to find product-market fit, create a repeatable playbook, and then scale the GTM motion to become the next great AI company.

Sr. Director of GTM Strategy + Execution

The GTM Circle

Invite-only network of today’s top Seed through Series D B2B GTM leaders

Member

Startup Growth Architects

Advisor (GTM + Growth + Ops)

Arize AI

• Part of Founding Sales Team, joined at Series A, responsible for helping build out our Enterprise West Region (SoCal, Bay Area, PacNW, Mountain West), Strategic Segment, and Latin America Territory, by driving market awareness & demand, developing partnerships & alliances, acquiring new enterprise & strategic customers, and growing revenue.
• Arize ML Observability empowers the most advanced ML teams to quickly identify & resolve model issues (in minutes vs weeks), increase confidence in production AI, and prevent business losses due to poor model decisions that fly under the radar.
• Collaborating with Founders on scaling GTM motion via strategic narrative alignment & messaging, value engineering & framework construction, identifying repeatable sales motions & helping develop the sales playbook, and streamlining the buyer's journey.

Sr. Sales Director, Enterprise Lead (Founding AE)

Armory

• First Sales Rep in LA, joined at Series C, responsible for building out our West Coast Region (California, Oregon, Washington) & Latin America, by driving market awareness & demand, developing strategic partnerships & alliances, acquiring new enterprise customers, and growing revenue with our most strategic accounts.
• Armory provides Developers with a true GitOps platform with built-in guardrails (e.g. blue/green deploys, canary analysis, automated rollbacks, policy enforcement) and service ownership (e.g. automated infrastructure provisioning, progressive rollouts) to ensure stable releases with low failure rates.
• Collaborated with Founders & Exec Leadership on scaling GTM motion by developing disciplined sales process (qualification + discovery + evaluation + licensing), creating a sales enablement program, establishing a value engineering practice, and operationalizing & scaling sales success.

Sr. Sales Director, West Coast

Domino Data Lab

• First Sales Rep in LA, joined at Series D, Responsible for building out our Western Region (California, Oregon, Washington, Utah, Nevada, Arizona), by driving market awareness & demand, developing strategic partnerships & alliances, acquiring new enterprise customers.
• Domino Data Lab is a virtual data lab built by data scientists, for data scientists, that empowers teams to increase their AI/ML output by centralizing & governing their work, automating version control, foster collaboration & reproducibility, and providing self-service access to data & compute.
• Collaborated with Leadership on scaling GTM motion by developing disciplined sales process (qualification + discovery + evaluation + licensing), creating sales enablement program, establishing value engineering practice, and operationalizing & scaling sales success.

Sales Director, Western Region

Denodo

• First Sales Rep in LA, joined pre-Series A, Responsible for building out our Southwest Region (Southern California, Arizona, Nevada) & Latin America, by driving market awareness and demand, developing strategic partnerships and alliances, while also acquiring new enterprise customers.
• Denodo is perfectly positioned to capitalize on the explosion of data from all channels (e.g. cloud, web, mobile, device, IoT), the maturation of self-service analytics & data science tools (e.g. Tableau, Alteryx, Power BI, Looker, Qlik), and the emergence of big data & cloud ecosystems (e.g. Hadoop, NoSQL, Snowflake, AWS, Azure, Google Cloud).
• Collaborated with Leadership on developing best practices for demand generation, territory development, customer onboarding, revenue forecasting, and scaling sales operations, while growing annual recurring revenue in my regions by over 225% annually for 2 straight years.

Sales Director, Southwest & Latin America

Alteryx

• In the 4 years preceding IPO, Alteryx grew ARR by 800%+ and new customers by 3,500%, was named to Forbes Cloud 100 List in 2016, and Deloitte's Technology Fast 500 in 2017.
• Part of Founding Commercial Sales Team (later promoted to Founding Expand Team), joined after Series A, responsible for acquiring new customers across the Central Region (TOLA & Midwest) and growing revenue within strategic mid-market and enterprise accounts across the US.
• Managed the entire sales process, developed go-to-market partnerships, and mentored newer team members on product positioning, deal management, and closing new business.
• Collaborated with sales, marketing, and customer success leadership to refine sales processes and methodologies, identify and define the customer journey, and establish repeatable sales and onboarding playbooks during rapid growth.

Strategic Account Executive

Edgecast

• EdgeCast Networks was ranked 13th on the Deloitte Fast 500 in 2012, and acquired by Verizon in 2013 to form Verizon Digital Media Services (along with Uplynk, AOL, and Yahoo!), and then spun-off as Yahoo Edgecast.
• Part of Founding Outbound Sales Team, joined after Series C, responsible for acquiring new clients across the Globe in the SaaS, Ad-Tech, and Ecommerce industries by targeting start-up and enterprise internet companies across the globe, identifying opportunities, and closing new accounts.
• Managed the entire sales process and mentored newer sales reps on product positioning and sales strategy for business & engineering leaders within Tech Ops, Cloud Infrastructure, and DevOps.

Commercial Account Executive

iMeet Central

• Central Desktop was acquired by PGi and re-branded as iMeetCentral.
• Part of Founding Outbound Sales Team, joined after Series A, responsible for acquiring new clients across the US, in the marketing and advertising space, by cold calling executives, identifying opportunities, and closing new accounts for our cloud-based social collaboration platform.
• As a part of the SocialBridge™ launch team, I targeted agencies I found online, gathered contact information, identified decision makers and key stakeholders, and established strategy accordingly.

Outbound Account Executive

GTM Leader & Startup Growth Advisor with over 15 years of experience scaling high growth tech startups, from Series A to IPO. 🚀 Core responsibilities have included driving product-led growth, 🔥 strategic narrative alignment & messaging, 🎯 GTM category design & creation, value engineering & framework construction, ✍🏽 identifying repeatable sales motions & developing playbooks, 📓 building user communities, streamlining the buyer's journey, accelerating enterprise adoption, 🤝🏽 maximizing value creation & capture, and growing annual recurring revenue (ARR) 💰 within the AI/ML, data science & analytics, data management & architecture, and cloud & infrastructure space. ☁️

Taplio

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