Carlos Pichardo

• • Lead and develop a team of 15 Renewals Specialists responsible for subscription retention across the EMEA Small Business customer segment.
• • Own, monitor, and optimize the end to end renewal cycle, ensuring consistent execution and reducing churn risks.
• • Implement structured, data driven renewal strategies that improve forecasting accuracy and customer engagement.
• • Drive expansion revenue by identifying and executing upsell and cross sell opportunities.
• • Oversee churn and dunning processes to recover revenue, reduce involuntary churn, and enhance customer communication.
• • Manage customer escalations and lead strategic negotiations to secure long term commitments.
• • Coach and mentor the team, elevating performance, deal quality, and operational excellence.
• • Collaborate closely with Sales, Customer Success, Finance, and Product to improve retention outcomes and streamline processes.
• Key Achievements:
• • Strengthened renewal predictability through improved forecasting and CRM pipeline management.
• • Increased expansion opportunities by embedding value driven renewal conversations in team workflows.

• • Executed global sales strategies generating a 45 percent increase in revenue within the first year.
• • Expanded operations into Spain and secured strategic partnerships driving brand presence.
• • Streamlined client acquisition processes, reducing the sales cycle by 30 percent.
• • Supported cross functional initiatives that improved customer retention by 25 percent.
• • Introduced tailored SaaS solutions, increasing upsell volume by 20 percent.
• • Consistently achieved 120 percent of annual sales targets.

• Managed an inside sales team and ensured consistent achievement of quota.
• Provided accurate forecasting and reporting using Salesforce.
• Supported negotiations and improved win rates through coaching and guidance.
• Strengthened cross departmental alignment to enhance pipeline flow and customer experience.
• Fostered a culture of accountability and recognition.

Key Achievement:
• Consistently exceeded targets through optimized sales strategy and team performance.

• Secured new accounts by strategically pursuing leads, generating over $2M in annual revenue.

• Generated new contacts through networking and cold calling.
• Built and cultivated healthy pipeline of customers interested in partnering with company.
• Worked with service and project management departments to provide total support to clients.
• Coordinated post-sales support efforts between technical teams and clients for smooth onboarding experiences.
• Streamlined internal processes related to account planning, reducing administrative burdens on the sales team while increasing efficiency levels overall.
• Negotiated contracts with key stakeholders, securing long-term partnerships and revenue growth.
• Collaborated with internal teams to develop tailored solutions for complex client needs, resulting in increased revenue.

• • Prospected and qualified new business opportunities across SMB accounts.
• • Delivered tailored solutions addressing customer needs and challenges.
• • Managed complex sales cycles and improved customer engagement.
• • Increased account profitability through upselling and relationship building.
• Key Achievements:
• • Top SMB performer in 2020, 2021, and 2022.
• • Achieved 150 percent of quota in 2021 and 340 percent in 2022.
• • Generated 2 million USD in revenue in 2022 from 66 closed opportunities originating from cold outreach.