Carlos Gutierrez Borrero

Critic
DISC Type : C

Regional Sales Director at Salesforce

Colombia

Overview

Carlos is a Sales Director for Latin America with extensive experience driving revenue growth for SaaS, CPG, and tech companies. He is a strategic thinker with a background in leading high-performance sales teams and executing go-to-market plans. He holds a Bachelor of Business Administration and is a certified SIX SIGMA Green Belt.

Passionate about technology, Carlos focuses on collaborative coaching and results-driven leadership to develop his teams. His interests include leveraging AI to transform marketing strategies and promoting professional development within the sales community, particularly for women in the technology industry.

He was the national winner of the prestigious Procter & Gamble Scholarship.

Personality Overview

Information Seeker

ROI Driven

Critic

They prefer to do logical analysis and value evidence over emotions.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

LatAm Market Expansion
His career includes leading B2B expansion and sales growth across Latin America for companies like DiDi, HubSpot, and Salesforce.
B2B Sales Strategy
He has a proven track record of creating and executing sales strategies, go-to-market plans, and establishing key strategic partnerships in the B2B sector.
Leadership & Coaching
His professional summary and headline highlight his focus on "leading and coaching high-performance sales teams" and his "collaborative coaching" leadership style.

Media Appearances

Carlos has no verified media appearances

Work History

6-2025
Regional Sales Director at Salesforce
6-2022 - 4-2025
Sales Manager LatAm at HubSpot
5-2021 - 6-2022
Sr. Commercial Manager - B2B at DiDi
11-2019 - 5-2021
Regional Commercial Manager at Domicilios.com
4-2019 - 11-2019
Regional Manager at Grow Mobility

Education

Bachelor of Business Administration (BBA) from Universidad del Norte

More Information

Social Presence :

Prographics :

Exp : 6 Location : Colombia Job Level : Mid-senior Designation : Regional Sales Director at Salesforce
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Insights For Selling To Carlos

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Don’t forget to mention how you compare to competition on both features and pricing
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Don’t try too hard to build a relationship with them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Carlos is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Carlos

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Carlos move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Carlos take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Carlos

Personality Compatibility


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