Javier Cañestro - Senior Sales & Revenue Operations Coach

Q: Where is Javier based?

Javier is based in Madrid, Spain .

Q: What languages does Javier speak?

Javier speaks the following languages: Spanish (Native), English (Advanced), Polish (Intermediate) .

Q: How many years of experience does Javier have?

Javier has at least 27 years of experience. During this time, Javier has worked in at least 12 different roles and for 11 different companies . The average length of individual experience is 2 years and 3 months . Note that Javier may not have shared all experience and actually has more experience.

Q: What is Javier's latest experience?

Javier's most recent position is Senior Sales & Revenue Operations Coach at aidamo (member of Abeille.ai) .

Q: What companies has Javier worked for in recent years?

In recent years, Javier has worked for aidamo (member of Abeille.ai) , Microsoft , Santander Digital Services , and W.A.G. Payment Solutions (Eurowag) .

Q: Which industries is Javier most experienced in?

Javier is most experienced in industries like Telecommunication , Information Technology (IT) , and Automotive . Javier also has some experience in Transportation and Logistics , Banking and Finance , and Education .

Q: Which business areas is Javier most experienced in?

Javier is most experienced in business areas like Sales , Information Technology (IT) , and Product Development . Javier also has some experience in Strategy and Planning , Business Intelligence , and Finance .

Q: Which industries has Javier worked in recently?

Javier has recently worked in industries like Banking and Finance , Information Technology (IT) , and Transportation and Logistics .

Q: Which business areas has Javier worked in recently?

Javier has recently worked in business areas like Sales , Information Technology (IT) , and Product Development .

Recommended expert

Madrid, Spain

Experience

Sep 2025 - Present

6 months

Madrid, Spain

Senior Sales & Revenue Operations Coach

aidamo (member of Abeille.ai)

Building personalized consultative-selling frameworks tailored to enterprise needs using MEDDIC and SPIN Selling methodologies
Creating consultative playbooks mapped to the Revenue Operating System; improved early-stage qualification rate, proposal cycle days, and win rate per segment
Leading RevOps maturity and GTM design; raised forecast accuracy to ±5–8%, increased stage-to-stage conversion, and improved pipeline coverage to 3–4× bookings
Running discovery and qualification workshops; increased meeting-to-opportunity conversion, reduced no-decision rate, and cut sales cycle length in complex deals
Operationalizing data-driven selling; deployed account health and propensity models to grow expansion ARR, increase multi-threaded deals, and lift ARPA
Advising on scalable self-serve motions; increased activation-to-paid conversion, improved NRR and GRR, and extended customer lifetime value

May 2024 - Jul 2025

1 year 3 months

Madrid, Spain

COO Head of Commercial Operations (GiG+)

Microsoft

Scaled Copilot and Microsoft 365 adoption for 30 000+ SMBs (+40% activation growth)
Managed global freelance workforce and full P&L, doubling licence activations
Drove analytics governance improving insight quality +30%
Coordinated Copilot use-case pilots with engineering, product, CS internal stakeholders
Achieved 60% uplift in presales performance through PLG enablement

Oct 2021 - May 2024

2 years 8 months

Madrid, Spain

Head of AI Platform Architecture

Santander Digital Services

Designed Santander’s GenAI platform under EU AI Act and NIST RMF compliance
Authored Generative AI Handbook and Design Pattern Library for governance
Directed Microsoft Copilot EAP PoC ensuring transparency and traceability
Co-led Data Mesh Global Thesis improving data completeness and accessibility
Embedded Responsible AI governance across business and technology functions

Feb 2020 - Feb 2021

1 year 1 month

Madrid, Spain

Head of Sales – Western Europe

W.A.G. Payment Solutions (Eurowag)

Managed €100 M+ regional P&L across four countries, delivering +20% EBITDA growth
Chaired Data Steering Committee to unify governance and compliance
Led commercial integration post-acquisition across fleet and automotive accounts
Introduced telematics analytics improving fleet service actionability by 30%
Strengthened forecasting accuracy through data-driven pipeline modelling

Feb 2017 - Feb 2020

3 years 1 month

Madrid, Spain

Cofounder

GantaBI

Secured €4 M seed funding and scaled enterprise GTM to OEM and fleet clients
Directed 18-person team building analytics platforms for automotive and payment operators
Built alliances with Bridgestone, ZF Group, Mercedes, and Scania
Improved onboarding and retention by 35% via lifecycle automation
Positioned GantaBI as a trusted data partner for connected mobility ecosystem

Jan 2015 - Jan 2017

2 years 1 month

Santiago, Chile

Business Development Director LATAM

TomTom Telematics

Launched Mexico and Chile operations – fastest-growing region worldwide
Negotiated public-private contracts for fleet and public-transport digitalisation
Built reseller ecosystem to expand OEM and integrator distribution
Implemented SAP for order-to-cash efficiency and data consistency
Awarded “Best Growth Global Region” (2017)

Sep 2011 - Dec 2014

3 years 4 months

Madrid, Spain

Sales & Marketing Director Iberia

TomTom Telematics

Built Iberian business from zero to +200% revenue growth
Managed 20-person sales and partner team serving automotive and fleet operators
Expanded indirect channels via VAR and dealer networks
Launched data-driven retention programmes for fleet customers
Awarded “Best Growth Global Team” (2013)

Jan 2011 - Dec 2014

4 years

Valencia, Spain

Associate Professor – New Technologies in Transport & Logistics

Fundación Valencia Port

Lectured in international master’s programmes on IT adoption for port and logistics systems

Mar 2008 - Sep 2011

3 years 7 months

Madrid, Spain

Senior Sales Regional Manager Iberia (Country Manager)

Qualcomm Enterprise Services

Managed direct and partner sales across Spain and Portugal
Secured OEM contracts with Continental and fleet enterprises
Shortened sales cycles by 20% through structured qualification
Directed customer success to ensure long-term platform adoption
Led post-acquisition integration ensuring service continuity

Jan 2006 - Dec 2008

3 years

Business Development Manager

Bango Net Limited

Mobile payments and billing solutions provider

Jan 2000 - Dec 2006

7 years

Sales Director

Ronda-Qualcomm Wireless Business Solutions

Telematics and wireless business services provider

Jan 1998 - Dec 2000

3 years

Techno-Economic Manager

Movistar (via Amper)

Leading telecom operator in Spain

Industries Experience

See where this freelancer has spent most of their professional time. Longer bars indicate deeper hands-on experience, while shorter ones reflect targeted or project-based work.

Experienced in Telecommunication (13.5 years), Information Technology (9.5 years), Automotive (8.5 years), Transportation (7 years), Banking and Finance (6.5 years), and Education (4 years).

Telecommunication

Information Technology

Automotive

Transportation

Banking and Finance

Education

Business Areas Experience

The graph below provides a cumulative view of the freelancer's experience across multiple business areas, calculated from completed and active engagements. It highlights the areas where the freelancer has most frequently contributed to planning, execution, and delivery of business outcomes.

Experienced in Sales (22.5 years), Information Technology (6.5 years), Product Development (5.5 years), Strategy (5 years), Business Intelligence (4.5 years), and Finance (4 years).

Sales

Information Technology

Product Development

Strategy

Business Intelligence

Finance

Summary

Senior commercial leader with over 20 years’ experience driving international growth across SaaS, transport, automotive, mobility, logistics, banking, and technology in Europe and LATAM. Proven record managing €100M+ P&L, achieving sustained EBITDA gains, and leading multicultural teams. Expert in consultative frameworks (MEDDIC, SPIN), SaaS GTM strategy, and RevOps maturity. Skilled at scaling AI-driven sales models and embedding governance for compliant, data-driven growth.

Skills

Global Sales & P&l Management (€100m+)
Saas Gtm & Revops Strategy
Consultative Selling (Meddic, Spin)
Ai & Data Governance (Iso/iec 42001, Dcam, Eu Ai Act)
Forecasting, Kpis & Pipeline Management
Multicultural Leadership (Europe / Latam)
Strategic Partnerships & Channel Growth
Digital & Ai Commercial Transformation

Languages

Spanish

Native

English

Advanced

Polish

Intermediate

Education

Oct 1984 - Jun 1989

Tajamar Professional Institute

Associate Degree in Electronics · Electronics · Madrid, Spain

Certifications & licenses

CDMP – Certified Data Management Professional

Growth Hacking University – Growth Hacker

HubSpot Academy – RevOps

ISO/IEC 42001 – AI Governance

Meddic Full Certification

ISO 27001 & GDPR Internal Auditor

Profile

Created

November 2025

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Frequently asked questions

Do you have questions? Here you can find further information.

Where is Javier based?

Javier is based in Madrid, Spain.

What languages does Javier speak?

Javier speaks the following languages: Spanish (Native), English (Advanced), Polish (Intermediate).

How many years of experience does Javier have?

Javier has at least 27 years of experience. During this time, Javier has worked in at least 12 different roles and for 11 different companies. The average length of individual experience is 2 years and 3 months. Note that Javier may not have shared all experience and actually has more experience.

What roles would Javier be best suited for?

Based on recent experience, Javier would be well-suited for roles such as: Senior Sales & Revenue Operations Coach, COO Head of Commercial Operations (GiG+), Head of AI Platform Architecture.

What is Javier's latest experience?

Javier's most recent position is Senior Sales & Revenue Operations Coach at aidamo (member of Abeille.ai).

What companies has Javier worked for in recent years?

In recent years, Javier has worked for aidamo (member of Abeille.ai), Microsoft, Santander Digital Services, and W.A.G. Payment Solutions (Eurowag).

Which industries is Javier most experienced in?

Javier is most experienced in industries like Telecommunication, Information Technology (IT), and Automotive. Javier also has some experience in Transportation and Logistics, Banking and Finance, and Education.

Which business areas is Javier most experienced in?

Javier is most experienced in business areas like Sales, Information Technology (IT), and Product Development. Javier also has some experience in Strategy and Planning, Business Intelligence, and Finance.

Which industries has Javier worked in recently?

Javier has recently worked in industries like Banking and Finance, Information Technology (IT), and Transportation and Logistics.

Which business areas has Javier worked in recently?

Javier has recently worked in business areas like Sales, Information Technology (IT), and Product Development.

What is Javier's education?

Javier holds a Bachelor in Electronics from Tajamar Professional Institute.

Does Javier have any certificates?

Javier has 6 certificates. Among them, these include: CDMP – Certified Data Management Professional, Growth Hacking University – Growth Hacker, and HubSpot Academy – RevOps.

What is the availability of Javier?

Javier is immediately available full-time for suitable projects.

What is the rate of Javier?

Javier's rate depends on the specific project requirements. Please use the Meet button on the profile to schedule a meeting and discuss the details.