Fernando J. Mora, Jr.

Vespa.ai

• Our unique approach to hybrid search + retrieval: (1) tensor formalism (preserving spatial + temporal + token-level data), and (2) inverted architecture (compute + scoring + ranking runs directly on data, at inference), is perfectly designed for Retrieval Augmented Generation (RAG), Agents, and various other multi-modal GenAI applications, delivering sub-millisecond relevance for billions of requests across the world, every day.
• Built inside Yahoo! to power search, recommendation, and personalization at web scale, Vespa.ai spun out in 2023 to power today's most advanced AI applications with the fastest, most resilient multi-modal retrieval engine for companies like Spotify, Perplexity, Taboola, Vinted, and many others.
• Founding Head of Growth (Sales + Partnerships), joining at Series A, responsible for building out our US business by generating revenue, acquiring new customers, and increasing market awareness for Vespa.ai's Retrieval Engine.

Head of Growth

First Round Capital

Invite-only group of top operators who have witnessed greatness in early-stage start-up building, providing mentorship and advising to Founders.

GTM Mentor (First Hires)

The GTM Circle

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

Member (Partnerships + Enterprise Sales + RevOps)

Startup Growth Architects

GTM Advisor and Founder Coach to Seed Stage through Series B tech startups. Specializing in supporting technical Founders in the Data + AI/ML space.

Founder Coach + GTM Advisor

Yobi AI

• Yobi's Foundation Model of Behavioral Intelligence has been powering AI transformation in advertising by delivering 3X return on ad spend, and 60% lower costs, when compared to social & search.
• Responsible for growing our agency business by onboarding new partners and growing revenue within the largest advertisers in the world.

GM Revenue

• Yobi partnered with Microsoft + Databricks to assemble one of the largest consented behavioral datasets, to ethically democratize the development of advanced AI.
• Responsible for building the channel sales playbook by activating our strategic partnerships (Databricks + Independent Agencies) to onboard new customers and grow revenue with the most innovative companies in the world.

Sr. Director of Channel Sales

• Founding Head of GTM + Sales (Channel Partnerships + Enterprise Sales + Demand Gen), joining at Seed Stage (pre-Series A), responsible for building out our AI/ML and Cloud Partnerships + Enterprise Sales motion to drive revenue and new customer acquisition for a new AI/ML-focused product.
• Partnering with Founders to develop & release our training data for AI/ML teams, identify & recruit first paying customers, and find product-market fit.

Head of GTM + Sales (Founding AE + GTM Leader)

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)

RevOps Co-op

Member (GTM + RevOps)

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

• 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.

Sr. Sales Director, Emerging Verticals

• 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.

Sr. Sales Director, Western Region

Denodo

• 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.

Sr. Sales Director, Southwest & Latin America

• 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.

Sales Director, Southwest & Latin America

Founder Coach + Revenue Leader (Sales + GTM + Partnerships) with over 17 years of experience scaling high growth tech startups, from Seed Stage to IPO. 🚀

Primary focus has been company building (from 0 to 1), acquiring the first cohort of early customers, learning from their journey & feedback, aligning with product/eng to find balance between growth & run-rate, and achieving product-market fit. 🎯

This includes establishing repeatability in the enterprise sales cycle, 📓 scaling GTM motion + org, ✍🏽 establishing highly collaborative company cultures, 🤝🏽 and optimizing for long-term revenue + enterprise value. 💰

Specialty is in the machine learning 🤖 and AI infrastructure space.

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