Claire Marcelo

Go-getter
DISC Type : d

VP Commercial Sales at Fountain

Austin, Texas, United States

Overview

Claire Marcelo is the VP of Commercial Sales at Fountain, specializing in scaling sales organizations for Series C companies. A results-driven leader with a knack for fixing go-to-market strategies, she has a 20-year track record of driving repeatable revenue growth. People who have worked with her describe her as a leader of outstanding competence and evident authenticity.

While her career is deeply rooted in tech sales and strategy, her academic background is in the creative arts, holding a Bachelor of Fine Arts from the Academy of Art University. This unique combination suggests a creative and structured approach to problem-solving and leadership.

Unique fact: Claire successfully scaled her sales organizations ARR from $2M to over $5M in less than 18 months.

Personality Overview

Challenger

Decisive

Direct & Candid

They can be nudged to make faster decisions by offering what they value.  They care equally about the product and its potential impact. They don’t always try to control the conversation but neither do they like yielding it fully.

Topics They Care About

Go-to-Market Strategy
Identifies as a "GTM Fixer" focused on building repeatable outbound motions and aligning sales and marketing for companies in their growth stage.
AI in Hiring
Actively posts about the impact of Agentic AI and chatbots in transforming and scaling frontline hiring, a core focus of her current company.
Scaling Sales Teams
Her experience centers on taking sales organizations from Series C to exit, rebuilding teams, and implementing strategies for rapid ARR growth.

Media Appearances

Claire has no verified media appearances

Work History

2-2023
VP Commercial Sales at Fountain
7-2022 - 6-2023
Associate Vice President, Sales at Fountain
1-2022 - 7-2022
Group Director, Enterprise Sales at Fountain
9-2021 - 2-2022
Group Director, Midwest at DoubleVerify
3-2020 - 10-2021
Director, Advertising Sales at DoubleVerify

Education

2003 - 2007
Bachelor of Fine Arts from Academy of Art University
2001 - 2002
BA from San José State University

More Information

Social Presence :

Prographics :

Exp : 8 Location : Austin, Texas, United States Job Level : Senior Designation : VP Commercial Sales at Fountain
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Insights For Selling To Claire

During A Call Or A Meeting

DO's

  • Stress on the business value that your product offers
  • Get to the point quickly instead of spending too much time on pleasantries
  • Refer to testimonials from others in similar positions

DONT's

  • Don’t expect them to change their mind quickly if they say no once
  • Don't try too hard to get friendly, let it happen with time
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Claire is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Claire

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Claire move?

  • Their decision making speed is somewhere in the middle.
  • Can Claire take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Claire

Personality Compatibility


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