Carlos Favela

About Carlos Favela

I have over a decade of experience driving revenue growth in SaaS and cloud solutions, specializing in net-new business development, complex enterprise deals, and pipeline expansion.I began my SaaS career at Verizon Connect, where I ranked in the top 10% of performers nationwide (2016, 2017) before joining Interplay Learning as one of the first sales hires. There, I served as a Sales Architect to build the mid-market revenue motion from scratch and helped scale the company from $1M to $20M ARR. Today, I focus on helping leading organizations capture new revenue by creating repeatable sales processes, building multi-threaded account strategies, and securing executive buy-in.Key achievements include: Scaling revenue from $1M to $20M ARR as a founding member of the sales team at Interplay Learning. Serving as the Sales Architect to build the mid-market sales engine from scratch, including the CRM, deal stages, and go-to-market materials. Ranked as the #1 Account Executive in 2021 and in the top 10% of AEs nationwide in 2016 and 2017 at Verizon Connect. Achieving 180% peak quota attainment as a Mid-Market Account Executive at Interplay and being the 2nd in the company to produce over $1MM in ARR. Scaling the mid-market sales team from 3 to 8 AEs while driving 140% team quota attainment and a 50% average close rate. Doubled YoY pipeline production across sales development teams (20••••24) Generating over $1.1M in annual revenue at Verizon Connect by closing high-velocity, multi-year agreements. Generating $4M+ in net-new pipeline within nine months by launching a new industrial vertical with no prior brand presence.Beyond the numbers, my most proud achievement is hiring former K-12 teachers, developing them into consistent quota carriers, and helping them triple their income to change the trajectory for their families.I’d love to connect!

Experience

1. Strategic Account Executive

   Interplay Learning

   Jan 2025 — Present · Austin, TX, US

   Lead enterprise sales in a new industrial vertical, establishing market presence and executing full sales cycles for SaaS solutions. Responsible for a $1.1M annual quota, focused on building scalable go-to-market (GTM) strategies and multi-threaded account penetration from the ground up. Built and executed the GTM strategy targeting plant-level decision-makers, resulting in accelerated market penetration for an undeveloped industrial vertical. Negotiated and closed 4 strategic Master Service Agreements, aligning legal, procurement, and executive stakeholders on complex, multi-year contracts. Developed account influence maps and ABM campaigns that increased engagement and secured executive-level buy-in for enterprise-scale deals. Equipped internal champions with ROI models and pitch decks, directly advancing deal progression across strategic multi-threaded accounts. Generated $4M+ in net-new pipeline within the first nine months of launching the vertical.

Education

• Texas State University

  Bachelor of Business Administration (B.B.A.), Business Administration and Management, General

  2012

Skills

• Sales
• Management
• Vehicles
• Dealers
• Automotive Aftermarket
• Lead Generation
• Training
• Finance
• Customer Satisfaction
• Sales Management
• Customer Retention
• Sales Operations
• Salesforce.com
• Account Management
• Business Development
• Customer Service
• New Business Development
• Sales Process