Carlos Fernández
Summary
Growth-focused enterprise sales leader with 15+ years driving SaaS and technology revenues across Latin America. Proven track record as both a top individual contributor and a builder of go-to-market engines — from scaling startups like Kuona (4X client growth in under 2 years) to delivering multi-million-dollar ARR growth at global leaders like Salesforce, Korn Ferry, and Oracle. Skilled at opening new markets, building channel partnerships, and leading complex enterprise deals (ACV $300K+). Recognized for consistently translating strategy into scalable execution, making me equally effective as a hands-on closer or a sales leader.
Overview
16
16
years of professional experience
1
1
Certification
Work History
Sales Director
KUONA
02.2023 - Current
Company Overview: SaaS – AI Pricing & Promotion Optimization
- Built and scaled go-to-market operations in Northern Latin America for an AI-driven SaaS startup serving global CPGs and retailers.
- Scaled enterprise client base by 4X in under 2 years, opening 5+ new enterprise accounts in
- Opened new partnership models (indirect sales, channels) while personally closing multi-market enterprise accounts.
- Balanced individual contribution with leadership by designing outbound cadences, CRM processes, and account expansion strategies.
Enterprise Sales Director – Mexico
SALESFORCE
04.2020 - 01.2023
Company Overview: SaaS
- Managed strategic enterprise accounts in CPG and manufacturing, with focus on multi-cloud expansion.
- Achieved annual sales of $1.5M (FY20), $1.8M (FY21), $2.5M (FY22).
- Led complex, multi-stakeholder sales cycles (6–12 months) with ACV >$400K.
- Partnered with senior executives (C-level and VPs) to align Salesforce solutions to digital transformation roadmaps.
Customer Partner
YALO
06.2019 - 03.2020
Company Overview: Artificial Intelligence Conversational Platform
- Expanded Coca-Cola FEMSA from Mexico to Brazil and Guatemala.
- Acquired new enterprise clients including Bimbo.
- Delivered $800K ARR in under 12 months through land + expand strategies.
Sales Director – Mexico (Productized Services)
KORN FERRY
06.2015 - 06.2019
Company Overview: Consulting / Tech
- Led P&L and sales for SaaS-based talent and compensation platforms in Mexico.
- Grew revenue from $1.3M to $2.5M over 4 years with 32%+ GPM.
- Introduced bundled offerings and developed new market segments.
Regional Sr. Sales Manager – LATAM & Caribbean
ORACLE
10.2014 - 06.2015
Company Overview: SaaS and On Premise software
- Directed direct and channel sales for Oracle SGD solutions across LATAM.
- Generated $1.1M in FY15 from net-new accounts in emerging markets.
Regional Business Development Manager – LATAM
INFOR
09.2012 - 10.2014
Company Overview: SaaS and On Premise software
- Managed 15-person team to generate pipeline for Infor SaaS offerings across Spanish-speaking LATAM.
- Drove $16M in FY13 and $20M in FY14 in influenced pipeline.
- Developed outbound campaigns and partner engagement strategies.
Regional Channel Manager – LATAM
EPICOR SOFTWARE
01.2011 - 09.2012
Company Overview: ERP ( On Premise)
- Managed 20+ consulting partners across 6 countries.
- Ranked #1 Worldwide in FY11, delivering $4.8M revenue in FY12.
Business Development Executive – LATAM
EPICOR SOFTWARE
12.2009 - 12.2010
Company Overview: ERP ( On Premise)
- Ranked #1 Worldwide in FY10, achieving 200% YoY growth.
Education
Master’s - Digital Business
ISDI
Diploma - Persuasive Negotiation
Yale University
BA - Marketing
UTM
Skills
- Enterprise SaaS Sales & GTM Strategy
- Multi-country / Cross-Border Expansion
- CRM Implementation & Outbound Cadences
- Indirect / Partner Sales Models
- Complex Multi-Stakeholder Negotiations
- Revenue & ARR Growth
- CPG & Retail Vertical Expertise
Accomplishments
- Acted as founding sales leader at Kuona, wearing multiple hats (sales, GTM design, partnerships, account expansion) to scale enterprise client base 4X in under 2 years, with 5+ new enterprise accounts in
- Delivered multi-million-dollar ARR growth at companies like Salesforce, Korn Ferry, and Oracle, through new logo acquisition and strategic enterprise upsells.
- #1 Worldwide Sales Performer – Epicor (2010, 2011).
Certification
Trained in Sandler, MEDDIC, SPIN, BANT, and CHAMP Sales Methodologies
Timeline
Sales Director
KUONA
02.2023 - Current
Enterprise Sales Director – Mexico
SALESFORCE
04.2020 - 01.2023
Customer Partner
YALO
06.2019 - 03.2020
Sales Director – Mexico (Productized Services)
KORN FERRY
06.2015 - 06.2019
Regional Sr. Sales Manager – LATAM & Caribbean
ORACLE
10.2014 - 06.2015
Regional Business Development Manager – LATAM
INFOR
09.2012 - 10.2014
Regional Channel Manager – LATAM
EPICOR SOFTWARE
01.2011 - 09.2012
Business Development Executive – LATAM
EPICOR SOFTWARE
12.2009 - 12.2010
Diploma - Persuasive Negotiation
Yale University
BA - Marketing
UTM
Master’s - Digital Business
ISDI
References ( LinkedIn Published)
“Carlos was recognized on a worldwide level, surpassing over 150 peers with outstanding results.” — Mitzi Boerger, Head of EMEA & LATAM, Infor,
"Our most successful player with over 200% YoY in 2011.” — Patrick Coulbourne, VP, Epicor Software
Similar Profiles
Zaheer Shabbir ButtZaheer Shabbir Butt
Sales Director at Object1Sales Director at Object1
Brandon GraysBrandon Grays
Sales Director at Body Fit TrainingSales Director at Body Fit Training
SAKHSHI MAHAJANSAKHSHI MAHAJAN
Sales Director at THE GALLERY OF EVERYTHINGSales Director at THE GALLERY OF EVERYTHING
Marcin BrzuszkiewiczMarcin Brzuszkiewicz
Sales Director at AMTR SystemSales Director at AMTR System
MARC SPITZENBERGERMARC SPITZENBERGER
Vice President, North American Enterprise Sales at Quorum SoftwareVice President, North American Enterprise Sales at Quorum Software