Madrid, Community of Madrid, Spain
Strategic Sales Leader | FinTech Prescriptor Strategic GTM Leader specializing in Credit Risk & Fraud Prevention. With over 10 years of innovation leadership, I design Go-To-Market strategies that transform complex data into engines for profitable growth. I specialize in positioning risk solutions for the Consumer and SME sectors, ensuring commercial agility coexists with unbreakable security. Mission & Strategic Vision My mission is to orchestrate the deployment of high-performance solutions, ensuring that excellence in risk management becomes a catalyst for scale. I enable financial institutions to optimize lending policies and mitigate fraud in real-time, turning Digital Risk from a barrier into a competitive advantage. Strategic Value & Expertise I bridge the gap between technological innovation and the operational reality of Tier-1 financial entities: Risk-Oriented GTM: Executing market entry plans that align product value with specific financial sector needs. Full-Cycle Risk Management: Providing 360° vision from digital onboarding to operational resilience, drawing on experience at Equifax, OneSpan, and HID Global. Compliance as a Driver: Leveraging deep knowledge of DORA, PSD2, and eIDAS to accelerate sales cycles. UX Optimization: Balancing robust security with minimal friction to ensure fluid credit processes. Core Expertise Strategic Sales: Specialist in Tier-1 acquisition and "Mega Deals" (>€1M). Risk Intelligence: Data-driven solutions for consumer and small business segments. Identity & Fraud: Advanced authentication (FIDO), Mobile App Shielding, and digital detection. I have a proven track record of developing multi-year pipelines with leading financial players across Iberia. Let’s connect to secure and scale your institution’s credit future.
• Spearheaded new logo acquisition by establishing high-value partnerships with Tier-1 financial institutions, securing "Mega Deals" worth over €1M. • Engaged strategically with C-level stakeholders to align data and cybersecurity solutions with their business objectives. • Managed complex sales cycles, overseeing the full process from pipeline development to negotiating multi-year enterprise agreements.
Leadership and Growth: Led commercial growth in the banking and financial services (BFSI) sector, achieving a 35% increase in the adoption of FIDO authentication and mobile security solutions. Key Account Management: Managed a strategic portfolio of Tier-1 accounts, developing a multi-year pipeline valued at €4.5M and reducing the sales cycle by 20% through value propositions centered on risk, compliance, and UX. Account Expansion: Identified and closed new upsell and cross-sell opportunities (hardware/software tokens, digital fraud prevention), increasing business volume with existing clients by 25%. Team Management: Coordinated pre-sales, delivery, and support teams to ensure adoption, integration, and renewal, successfully increasing customer satisfaction and reducing operational friction. Key Achievements: Achieved 115% of the sales quota, driving sustained growth in commercial activity and consolidating OneSpan as a strategic partner in the financial sector.
Head of Business – Consumer Authentication, Digital Onboarding & Risk Management, reporting to European and Global leadership. Business Development: Spearheaded end-to-end commercial strategies for banking, fintech, and large enterprises, engaging with CXOs to secure 6 new logos and drive account expansion. Channel Strategy: Defined channel strategies and developed value propositions aligned with regulatory frameworks (PSD2, eIDAS) and UX expectations, generating 40% of the total pipeline opportunities. GTM Execution: Led forecasting, go-to-market (GTM) execution, and cross-functional coordination with marketing, pre-sales, and partners. Impact: Accelerated qualified pipeline growth by 50% and increased recurring revenue (ARR) by 30% YoY, establishing HID as a market leader in consumer authentication in the region.
Managed sales and business development for risk, compliance, continuity, and audit solutions, optimizing investment levels for complex projects. Defined and negotiated advanced commercial terms, including pricing structures, non-price concessions, and framework agreements (MSAs). Identified growth opportunities within regulatory compliance cycles (ESG, ISO, GDPR, Business Continuity), generating a consistent recurring pipeline. Cultivated strategic key account relationships and coordinated cross-functional teams (internal and external) to ensure seamless project delivery and success. Impact: Expanded the strategic account footprint and significantly improved closing rates for compliance-driven projects.
Accelerated business growth by leveraging strategic relationships, data analytics, and actionable market insights. Spearheaded marketing initiatives, CRM strategies, partner management, and sector-specific engagement. Managed end-to-end sales opportunities, from initial prospecting to final closing, enhancing pipeline quality and revenue predictability. Impact: Increased commercial activity and significantly strengthened the partner ecosystem.