Rafael Obando

Critic
DISC Type : C

HubSpot For Startups BDM - East Coast, Canada, and LATAM Partnerships at HubSpot

Cambridge, Massachusetts, United States

Overview

Rafael Obando leads partnerships for HubSpot for Startups across the East Coast, Canada, and LATAM. He specializes in go-to-market strategy and founder-led sales, drawing from his experience launching ventures for private funds. He holds an MBA from Babson College.

Outside of his direct role, Rafael is passionate about mentoring founders and helping the broader startup ecosystem grow. He frequently dedicates his time to speaking at events and mentoring at programs like Techstars, aiming to help early-stage entrepreneurs build strong foundations for their businesses.

He was recognized with the "Remarkable Award" at HubSpot, given to team members who go above and beyond.

Personality Overview

Objective Thinker

ROI Driven

Critic

They like to do things independently and don’t look for support from others.  They choose to analyze logically and value facts to emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Founder-led Sales
He teaches early-stage founders how to build lean sales pipelines and scalable, customer-centric processes to drive sustainable growth.
GTM Strategy
He has extensive experience mentoring founders on creating the right go-to-market foundations and systems to scale their businesses.
Inbound Marketing
He frequently leads webinars and workshops on implementing inbound marketing fundamentals to attract customers and generate traffic.

Media Appearances

Rafael has no verified media appearances

Work History

10-2022
HubSpot For Startups BDM - East Coast, Canada, and LATAM Partnerships at HubSpot
3-2019 - 10-2022
HubSpot For Startups BDM - LATAM at HubSpot
5-2016 - 12-2018
Director at Acord Capital, LLC
11-2015 - 12-2018
Director of Strategy and Business Development at Industrial Distributors International Co. - IDICO
6-2015 - 11-2015
Consultant (Internship) at Khronos LLC

Education

Master of Business Administration (M.B.A.) from Babson F.W. Olin Graduate School of Business
Baccalauréat from Lycée Francais Louis Pasteur

More Information

Social Presence :

Prographics :

Exp : 11 Location : Cambridge, Massachusetts, United States Job Level : N/A Designation : HubSpot For Startups BDM - East Coast, Canada, and LATAM Partnerships at HubSpot
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Insights For Selling To Rafael

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be ready to answer many clarity-seeking questions and requests for information
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don't give superficial answers, they are easily rattled by them
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rafael is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Rafael

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Rafael move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Rafael take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Rafael

Personality Compatibility


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