Juan A. Carbonell
Senior Vice President of Sales @Masabi
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WORK HISTORY
Senior Vice President of Sales @Masabi
Miami, FL, US
Masabi, an AKKR (Accel-KKR) portfolio company, is a fin-tech innovator and the global leader in SaaS full fare collection for public transit.• Remodeled Masabi’s revenue function, from its organizational structure to content and ways-of-working, successfully preparing the business to push into Tier 1 opportunities.• Elevated the NAM territory in Masabi, developing hundreds of millions of new pipeline and closing Masabi’s first $100M+ Tier 1 opp.• Created the Masabi partnership ecosystem model and quickly formalized over 160 relationships, building a new partnerships pipeline and closing millions in partner-funded opportunities in the first 12 months. • Managed several dedicated sales, marketing, bids, accounts and partnerships professionals through a scale-up business cycle, while implementing the Shipley Sales Methodology, MEDDPICC qualification methodology and an objective-based selling approach.
EDUCATION
UNSW
Master of Commerce, Business Strategy
University of Miami
Bachelor of Business Administration, Computer Information Systems
SKILLS
ABOUT JUAN A. CARBONELL
A proven growth executive with a successful history of scaling and exiting SaaS technology businesses. I\'ve secured major deals with both government and private clientele in the many tens of millions. My track record showcases consistent business growth and dependable account retention. Clients value my collaborative style and deep industry insights. My leadership approach focuses on results and fostering productive \"best employer\" environments for sales, marketing, account and partnerships professionals. With over 20 years of global experience from Sydney to London, I offer a distinct perspective on creating new business hand-in-hand with customers, always striving to surpass expectations- Select Accolades & Awards -Successfully exited 2x Transit Tech companies (to Intel $1B and to Uber $220M)** Consistently met growth targets as a Sales Exec ** GTM & Sales Advisor for several tech startups ** Leadership APTA (2025)** Author, The New Future of Public Transportation, Chap. 16 (2024)** TTG Best MaaS Initiative for Sydney’s Opal+(2023)** UITP Global Design Award for Melbourne’s FlexiRide (2022)** Delivered the most extensive demand-responsive transit system in the Southern Hemisphere at 1,350 vehicles (2018)** Graduated with High Distinction (4.0 GPA equivalent) from UNSW’s Masters program (2011).
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