Javier C. - Senior Sales & Revenue Operations Coach

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El Boalo, Spain

Experience

Sep 2025 - Present

3 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.

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.