Stinson Fernandes

Scaling existing book of business through renewal motion and building new opportunities toward an $18M ARR target. Integrated AI-driven sales workflows and Salesforce CRM analytics to improve pipeline forecasting accuracy by ~30%.

Promoted to team lead within 15 months; managed a 4-person pod, standardised outreach cadences, and reduced ramp time for new hires by 25% through structured onboarding. Drove pipeline discipline, improving lead-to-opportunity conversion rate by 18%.

Maintained 92% gross revenue retention by proactively identifying at-risk accounts and deploying tailored success plans. Exceeded upsell/cross-sell targets by 15% by mapping customer usage patterns to expansion opportunities.

Defined and launched the inside sales GTM motion for a conversational commerce SaaS platform; built outbound playbooks and qualification frameworks from scratch. Drove early pipeline generation targeting D2C and e-commerce brands, achieving first-month qualified pipeline of ~20 accounts within 6 weeks.

Hired, onboarded, and led a team of 5 Senior BDRs; drove the team to generate 40+ qualified opportunities per month — a 35% improvement over the prior quarter's output. Designed persona-based outbound cadences across APAC, EMEA, and NA.

Built the B2B SaaS inside sales function from scratch, recruited a 4-member team, designed the sales process, implemented Salesforce CRM, and delivered the first closed deal within 60 days. Generated a qualified pipeline of $1.2M within the first quarter.

Consistently achieved quarterly revenue targets averaging $1.5M per quarter across 100+ accounts — meeting or exceeding quota for 7 of 8 quarters. Promoted to Senior SDR within 12 months; mentored 2 junior SDRs and co-developed the team's outbound email and LinkedIn playbook.

Promoted from SDR to full-cycle AE within 6 months; managed end-to-end inbound and outbound sales for the North American market. Increased lead-to-conversion rate from 23% to 42% within a single quarter by partnering with marketing to improve lead scoring and MQL quality criteria.

Managed full hotel operations for a 150+ room property — guest experience, revenue optimisation, online reputation management, and cross-departmental coordination across a team of 40+. Improved online review scores by 18% over 12 months.

Ranked in the top 10% of the team for upsell conversion; received 3 performance excellence awards for consistently exceeding customer satisfaction and revenue KPIs.

Delivered 5-star VIP guest experiences across a 40-cover Palace Lounge, earning consistent commendations from senior management for service excellence and discretion.

Grade: CGPA: 9.2/10

M.Sc. in Hospitality & Tourism Studies from Manipal University, Karnataka, from 2013 to 2015. Ranked 2nd in University with a CGPA of 9.2/10.

Grade: First Class

B.Sc. in Hospitality Management from Mumbai University – Sophia Polytechnic, from 2009 to 2012. Achieved First Class.

Completed HSC in Science from Cosmopolitan's Valia Jr. College, Andheri, from 2007 to 2009.

Completed SSC from Holy Family High School, Andheri, in 2007.