Pablo Grotewold

• Drive enterprise sales and account growth for IISS's SaaS and data platforms across government, financial, and multinational clients. Manage full-cycle sales, GTM execution, and strategic partnerships.
• Led complex enterprise sales engagements across public and private sectors.
• Delivered consultative sales to C-level and technical stakeholders (IT, Risk, Data).
• Executed GTM strategies for SaaS offerings, APIs, and platform integrations.
• Conducted demos, onboarding, and pilots to drive adoption and renewals.
• Maintained pipeline accuracy, forecasting, and CRM discipline.

Key Achievements

• Exceeded H2 2025 sales targets by 30%.
• Led API integrations that increased platform usage and retention.
• Closed strategic public/private partnerships expanding enterprise footprint.

• Direct end-to-end sales cycles by conducting discovery meetings, developing use cases, mapping stakeholders, and securing NDAs.
• Guide executives on optimising sales processes through effective relationship-building and collaboration with clients and cross-functional teams.
• Draft and present account proposals and deliver presentations on product quality and market comparisons during sales calls, webinars, and cyber security live events.
• Negotiated and secured partnerships with key clients such as KPMG, NHS, CROWE, and UBILIBET.

• Identified growth opportunities, analysed market trends, and developed business plans to steer account expansion and diversification.
• Monitored account engagement, assessed individual needs, and supported key touchpoints across customer journeys.
• Managed customer meetings, sales calls, and account management activities, developing strong relationships, addressing needs, and ensuring satisfaction.
• Communicated key product features and market comparisons through sales presentations.
• Collaborated with procurement teams to negotiate and secure profitable contracts with key clients.
• Developed and implemented targeted account development and management strategies to increase revenue growth from existing customers.
• Achieved 100% of sales quota within eight months.
• Secured top sales position within the team.

• Managed end-to-end sales lifecycle, including prospecting, selling, and closing deals.
• Built lasting relationships with prospects, customers, distributors, resellers, and Managed Service Providers (MSPs).
• Drove business growth and expansion within the EMEA region in collaboration with cross-functional teams, including field sales, marketing, engineering, Partner Account Managers (PAMs), and legal.
• Developed and communicated value propositions for products, services, and solutions.
• Recognized as 'Top Salesman' within team for two consecutive quarters.
• Achieved high customer engagement rates through networking and outreach efforts, including cold calling, scheduling and attending meetings, and following up with potential clients through traditional and social media channels.
• Secured partnership with high-valued account (Volvo).

• Guided lead generation and customer acquisition processes by researching, prospecting, and developing relationships with new clients.
• Managed existing accounts, ensuring delivery of high-quality financial services and support.
• Delivered persuasive presentations to potential clients, communicating value propositions of company's international finance services.
• Drafted and presented finance proposals and negotiated terms and conditions with clients.
• Monitored sales metrics and trends, and translated customer data into actionable strategies for maximizing outreach and expanding sales channels.
• Achieved 125% of the established quota by creating and maintaining pipeline of active clients and prospects.
• Established, trained, and led team of 12 Spanish-speaking brokers in Mexico and South America.

• Addressed inquiries, concerns, and requests over phone, providing exceptional customer service in Spanish and English.
• Assisted customers with placing orders, processing refunds, managing returns, and facilitating exchanges, while cultivating positive relationships and ensuring complete satisfaction.
• Acted as primary liaison between customers, retailers, and couriers, coordinating logistics for seamless product deliveries, returns, and exchanges.
• Assessed customer requirements and provided tailored recommendations.
• Collaborated with cross-functional teams to identify and resolve customer service issues, ensuring seamless customer experience and minimizing customer complaints.

• Organised and represented company at trade events and exhibitions to showcase products and services.
• Engaged with attendees and generated leads to expand company's network.
• Partnered with retailers to develop and implement visual merchandising strategies in alignment with customer demands and preferences.
• Built and nurtured long-lasting relationships with customers and distributors.
• Addressed customer inquiries and resolved issues to maintain complete customer satisfaction.
• Identified upselling and cross-selling opportunities to drive sales.
• Drove revenue goals by consistently achieving and exceeding monthly sales targets.
• Implemented updates and improvements on website, ensuring presence of accurate and targeted information.

• Oversaw logistical aspects of adventure and cultural tours across Mexico, Belize, and Central America, ensuring smooth border crossings, transportation, accommodations, and activities.
• Provided insights on history, nature, anthropology, and safety.
• Negotiated prices and agreements with tour providers and partners, building positive relationships to ensure high-quality experiences.
• Performed administrative tasks such as budget planning, expense reporting, and financial record-keeping.
• Addressed conflicts and created healthy group dynamics, while promoting positive tour experiences.