Camila Rivera

- Own Arizona / Southern Nevada territory for industrial MRO, safety, and facilities consumables; consistently deliver 108–124% of annual quota across FY22–FY25. - Grew territory revenue ~41% over four years by expanding wallet share at existing plants and winning 18+ new multi-site accounts above $75K ACV. - Build and coach a 3-person hunter/farmer pod; team win rate on qualified opportunities rose from 29% to 44% after instituting stage-exit criteria and mutual close plans. - Maintain a rolling $4.2M weighted pipeline in Salesforce; forecast accuracy within ±6% for eight consecutive quarters. - Lead enterprise RFPs with procurement, EHS, and plant ops stakeholders; average sales cycle on $100K+ deals cut from 96 to 71 days via structured discovery and sample programs. - Partner with distribution and customer success on onboarding SLAs; first-year churn on new logos held under 7%.

- Managed mid-market facilities and light-manufacturing accounts across the Phoenix metro; attained 112% of quota in 2019 and 118% in 2020. - Generated ~$2.1M in new ARR through outbound sequences, trade-show follow-up, and partner referrals from HVAC and electrical contractors. - Improved opportunity-to-close conversion by 11 points by tightening MEDDICC-style qualification and weekly pipeline scrub rituals. - Negotiated multi-year supply agreements with volume tiers and rebate structures that protected margin while unlocking plant-wide standardization. - Built territory playbooks for cold outreach to plant managers and MRO buyers; reused across two new AE hires during expansion.

- Booked 40–55 qualified discovery meetings per month for AEs covering Arizona SMB and mid-market industrial buyers. - Exceeded SDR activity and meeting-held targets for 6 consecutive quarters; promoted to AE track after converting a pilot book into closed revenue. - Ran LinkedIn + email cadences and trade-association lists; maintained CRM notes that AEs could action without re-discovery. - Supported proposal packaging (quotes, cut sheets, sample kits) that shortened AE prep time on first meetings.

Relevant coursework: Business-to-Business Marketing, Sales Management, Negotiations, Analytics for Marketing

- Salesforce Sales Cloud / Pipeline Management (advanced user) - Challenger Sale / SPIN-style discovery workshops - OSHA 10 awareness (customer-site safety protocol) - HubSpot Inbound Sales (prior role tooling)