Javier Ramírez Lugo

Cuota

We help B2B SaaS companies across the U.S. and Latin America go from $2 to $20m ARR. 

Some Highlights:
- Advised 53 B2B SaaS companies transitioning from Founder-Led Sales to Sales-Led Growth
- The average client performance is a 36% increase in net new sales
- Net positive impact in revenue has allowed most companies to fundraise Series A & B rounds successfully
- Designed and delivered sales trainings to teams increasing conversion rates by over 15% post training

Founder

BrainHi

BrainHi (YC S18) is an AI driven communications platform for healthcare practices and hospitals in Puerto Rico and the U.S.

Some Highlights:
- Served as the company’s interim VP Sales managing AEs and SDR
- Restructured the sales process driving a 20% increase in revenue
- Assisted in Building the company’s expansion GTM
- Drove the Enterprise Playbook to go upmarket
- Responsible for interviewing and recommending key leadership hires

Board Advisor

WeWork

Director, Portfolio Sales

Sr. Sales Manager, Medium & Large Business : Southeast & Texas

Regional Sales Manager - Medium & Large Business : Florida

Sales Manager - Miami

Kalo

Head Of Sales

Rippling

First Sales Hire responsible for executing early Go-to-Market strategy; from designing demo process, pipeline & closing.

Founding Account Executive

Zenefits

Led paid products teams. Responsible for go-to-market strategy, hiring, forecasting, demand generation, sales operations, sales execution and contracting for new business, renewals, upsells, business development and partnerships for paid (non-insurance) products.

Enterprise Sales Manager

Sales Team Lead

Yiftee

Responsible for developing and executing Yiftee's enterprise sales strategy. Built team, managed reps and grew revenue by 3x in 10 months.

Sales Manager

Goldman Sachs

Latin America Derivative Sales

Standard & Poor's

Analyst : Gaming, Lodging, Leisure & Sports

Javier is the Founder of Cuota; a B2B sales consultancy that has helped over 50 venture-backed startups increase revenue by optimizing sales.

His B2B Sales experience comes from being a top-performing sales leader at 3 unicorns: Zenefits, Rippling & WeWork. 

Before tech, his career originated in Wall Street, first as a Credit Analyst then joining the Sales & Trading organization at Goldman Sachs.

Javier graduated from Northeastern University with a Bachelor's in Business Administration with a dual concentration in Finance and Entrepreneurship. 

He was born & raised in Mayagüez, Puerto Rico.

We help B2B SaaS companies across the U.S. and Latin America go from $2 to $20m ARR. 

Some Highlights:
- Advised 50 B2B SaaS companies transitioning from Founder-Led Sales to Sales-Led Growth
- The average client performance is a 36% increase in net new sales
- Net positive impact in revenue has allowed most companies to fundraise Series A & B rounds successfully
- Designed and delivered sales trainings to teams increasing conversion rates by over 15% post training

I've tried many things on Linkedin. 

...only one continually produces the best results: 

Authenticity ❗ 

My posts about: 

1️⃣ Struggles
2️⃣ How I became an entrepreneur after chasing high-flying startups
3️⃣ Entrepreneurship & Family Time
4️⃣ My experience as a Fractional CRO vs. Full-Time Sales Leader

...in my voice and based on my experience, is what makes me stand out. 

Anyone else can talk about talk-to-listen ratio and win rates, but no one can talk about my journey. 🤓 

The bottom line is to talk about what makes you different. 

Remote doesn't always get you the impact you want. 

Some conversations naturally don't happen over Zoom.

This week, I'm in Argentina, and I had dinner with two top reps from a client. 

The bond and alignment we created over a two-hour steak dinner is not something that can happen through a computer screen. 

If you're looking to increase client impact and/or build better relationships; 

...book that flight! 

Good to see you; Lucas & Ramiro!

I see many sales reps trying to make a qualitative sale and failing instead of using their metrics.

⌚When?
In larger deals, one of your biggest leverage points is to talk about your product's metrics.

📊But...
They need to be quantifiable. For example: If your software can help grow revenue by 10% and that equals $10M, but your product only costs $250k, then there is a very clear ROI.

🎯Why?
If you can build a business case around your product, it’s an easier sell than having a qualitative conversation. Especially for financial buyers.

Curious about what really matters to enterprise buyers? Understanding these three key factors could seal the deal for you.

1️⃣ Technical validation - Does your product meet the requirements to make the buyer successful?

2️⃣ Business validation - Will your product make sense from a business standpoint and improve metrics?

3️⃣ Papering process - How do you best go through approval or vendor risk to make sure the deal happens?

I know comparing yourself to others isn't great.

But as a rep, I always paid attention to what top reps at top companies were doing.

In many occasions I reached out to meet them.

I always asked about OTEs, Quotas and Sales Metrics like my personal favorite:

...drumroll...

The talk-to-listen ratio.

Top companies have reps talking less and listening more.

I found that their superb training and business acumen helped them uncover A LOT of pain.

By executing on great discovery and uncovering the right problems, top reps only talk 40% of the time while bottom reps do 70% of the talking, to later chase a lot of deals that go into their pipelines...to die. 💀 

Taplio

Javier Ramírez Lugo's Linkedin Analytics