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Carlos Rivera

@carlosrivera1

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Strategic sales leader driving net-new, renewals, expansions, and executive-led enterprise growth.

United States

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What I'm looking for

I’m looking to lead enterprise renewals and expansions as a trusted advisor—driving customer adoption, complex negotiations, and scalable go-to-market execution while coaching teams to hit and exceed revenue goals.

I’m a Strategic sales leader with 10+ years of experience serving as a trusted advisor to executive stakeholders across enterprise SaaS organizations. I lead with consultative selling and complex negotiations to build long-term strategic partnerships through customer retention, renewal strategy, and customer adoption.

I’ve driven measurable growth by managing portfolios exceeding $10M and securing enterprise agreements up to $4.5M Total Contract Value, including closing Neocase’s largest North American enterprise agreement with Altria ($4.5M TCV, $1.5M ACV). I’ve also led a $3M portfolio across 150+ K–12 school districts throughout New England, including a 3-year $408K Total Contract Value renewal with Hartford Public Schools and a $350K ACV expansion with New Bedford Public Schools.

I’m recognized for earning executive trust, recovering at-risk relationships, and developing scalable go-to-market initiatives that generate pipeline. From an Otus partnership campaign that produced 5 qualified opportunities, 5 executive meetings, and ~$500K in pipeline, to mentoring account managers on account planning and Salesforce best practices, I turn stakeholder alignment into sustained renewal and expansion outcomes.

Experience

Work history, roles, and key accomplishments

Manager, Education Partnerships

Discovery Education

Jan 2023 - Jul 2026 (3 years 6 months)

Managed a $3M annual portfolio across 150+ K–12 school districts in New England, driving renewals, expansions, and executive stakeholder relationships. Secured a 3-year, $408K Total Contract Value renewal with Hartford Public Schools, added $350K ACV expansion, launched a multi-channel go-to-market campaign with Otus, and recovered an at-risk partnership.

Strategic Account Management Customer Retention Expansion Sales Customer Adoption Contract Negotiation Mentoring and Coaching

District Partnership Manager

Newsela

Apr 2022 - Jan 2023 (9 months)

Managed a territory of 100+ prospective school districts across NC, SC, and VA and conducted consultative sales with district administrators and instructional leaders. Developed new business opportunities across a multi-state territory.

Consultative Selling District Partnerships Territory Planning Sales Development

Account Executive / Business Development Manager

Neocase Software

Mar 2020 - Apr 2022 (2 years 1 month)

Managed complex enterprise opportunities through executive buying committees and led Neocase’s largest North American enterprise agreement with Altria ($4.5M Total Contract Value). Promoted to Business Development Manager, leading recruiting, hiring, onboarding, coaching, forecasting, KPI management, and development for the business development team.

Enterprise SaaS Sales Strategic Account Management Consultative Selling Forecasting KPI Management

Account Executive

Access Information Management

Apr 2019 - Mar 2020 (11 months)

Managed a $10M customer portfolio across approximately 100 enterprise accounts, serving as the primary strategic advisor for retention, account growth, and long-term relationship management. Consulted with enterprise customers on compliance, information governance, and records lifecycle strategies.

Strategic Account Management Customer Retention Account Growth Relationship Management Customer Advisory Compliance Information Governance

Senior Account Executive

Empirix

Jun 2015 - Oct 2018 (3 years 4 months)

Handled progressively larger enterprise territories with annual revenue responsibility increasing from $750K to approximately $3M and earned President’s Club recognition for achieving 110%+ of annual quota. Converted annual contracts to multi-year agreements and transformed challenging accounts such as Mitel by moving to a three-year agreement, while mentoring new sales hires.

Enterprise Sales Contract Negotiation Renewal Management Consultative Selling

Account Manager

Ethos Consulting Group

Jun 2014 - Apr 2015 (10 months)

Led and coached a team of five representatives and conducted face-to-face consultative sales with business owners. Developed core skills in leadership, prospecting, negotiation, and objection handling.

Team Leadership Coaching Consultative Selling Prospecting Negotiation Objection Handling

CTT3 / Petty Officer 3rd Class

United States Navy

Oct 2007 - Jul 2009 (1 year 9 months)

Operated and maintained mission-critical intelligence equipment in support of U.S. Navy operations. Developed discipline, accountability, technical problem-solving, and teamwork in a high-security environment.

Mission Critical Operations Intelligence Equipment Operations Technical Problem Solving Accountability Teamwork