Juan Fonseca

Impact

• Promoted into AE role after top BDR performance
• Hit 107% of quota while closing deals across SMB to Enterprise product and engineering teams
• Generated 60% of pipeline through cold outreach
• Run personalized demos tailored to each team’s workflows, goals, and technical priorities
• Manage complex sales cycles with multiple stakeholders through consultative, value-based selling

Innovation

• Created a scalable Mutual Action Plan (MAP) framework to align stakeholders and improve win rates
• Developed a successful strategy for selling to executive stakeholders that was later adopted company-wide
• Influenced product roadmap decisions through feedback from discovery and post-sale conversations

Leadership

• Led team in outbound activity; facilitated trainings on outbound strategy and pipeline development
• Built custom objection handling and demo strategies now adopted across the sales team
• Own full sales cycles from prospecting to close, driving alignment with C-level decision makers
• Contribute regularly to cross-functional feedback loops and internal coaching to raise team performance

Impact

• Hit 112% of quota, generating 4–6 cold-sourced meetings per month targeting technical and product-led buyers
• Handled inbound lead flow and ran initial discovery calls to qualify opportunities
• Averaged 100–120 calls per day, consistently ranking among top activity performers

Innovation

• Helped build Zenhub’s outbound prospecting motion from the ground up, defining workflows and target profiles
• Created new talk tracks and messaging to improve cold call conversions and meeting quality
• Partnered with marketing to refine inbound qualification criteria and handoff processes

Leadership

• Shared outbound best practices with peers through informal coaching and team huddles
• Contributed feedback to product and sales leadership to improve positioning in technical buyer conversations
• Collaborated with AE team to align outbound outreach with active opportunities and key accounts

Impact

• Generated $93K in Closed Won ARR
• Focus was a mix of inbound and outbound prospecting
• Targeted marketing decision-makers at eCommerce brands using multi-channel outreach

Innovation

• Partnered with the cofounder and Head of GTM to develop new email messaging that improved engagement rates
• Tested and refined outreach strategies to increase meeting quality and response rates

Leadership

• Led training sessions for two other BDRs on outbound techniques and messaging best practices
• Shared feedback from prospecting with leadership to guide campaign direction and target prioritization

Impact

• Sourced $438K in pipeline and $67.5K in Closed Won ARR with a 67% meeting-to-opportunity conversion rate
• Prospected Marketing, Analytics, and IT stakeholders across mid-market and enterprise segments

Innovation

• Built all cold call talk tracks and email messaging sequences from scratch for the US BDR team
• Refined ICP targeting and outbound strategy to improve connection and meeting rates

Leadership

• Helped onboard new hires for both outbound and inbound teams
• Led cold call coaching sessions and email outreach workshops to improve team-wide performance