Rafaella Fontes

Observer
DISC Type : ic

Director of Strategy and Operations at BackEngine

Santa Monica, California, United States

Overview

Rafaella is the Director of Strategy & Operations at BackEngine, focusing on their GTM approach. She is also a Venture Partner at Fulcrum Venture Group, investing in deep tech sectors like AI, energy, and cybersecurity. She holds an MBA from MIT Sloan and a BA from Columbia University.

Originally from a family of physicians and entrepreneurs, Rafaellas path has been shaped by diverse experiences, including living in Bologna, Italy. Her passion for innovation is influenced by her fathers medical work and her partners dedication to national security, sparking her interest in defense-adjacent technology.

Her professional journey began in the wine industry, where she worked across production, marketing, and sales before transitioning into venture capital.

Personality Overview

Value Driven

Example Seeker

Assertive

They are generally strong communicators and are not easy to convince.  They often ask many questions and rely heavily on information and documentation. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Go-to-Market Strategy
Her current role at BackEngine involves driving a new GTM approach via a community-first ecosystem, and she recently hosted a dinner for GTM leaders.
Deep Tech Investing
As a Venture Partner at Fulcrum Venture Group, she invests in breakthrough technologies including AI, energy, advanced manufacturing, and cybersecurity.
Defense Technology
She has a stated interest in aerospace and defense-adjacent technology, influenced by her partner's work in national security.

Media Appearances

Rafaella has no verified media appearances

Work History

11-2025
Director of Strategy and Operations at BackEngine
1-2025
Defense & Space Tech Vertical Lead at Emerging Venture Capitalists Association (EVCA)
7-2024
Venture Partner at Fulcrum Venture Group
6-2024
Member at Global Women in VC
1-2024 - 7-2024
Investor at SOUNDWaves

Education

2020 - 2022
Master of Business Administration - MBA from Massachusetts Institute of Technology
2-2022 - 6-2022
Cohort 10 from GoingVC

More Information

Social Presence :

Prographics :

Exp : 11 Location : Santa Monica, California, United States Job Level : Mid-senior Designation : Director of Strategy and Operations at BackEngine
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Insights For Selling To Rafaella

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Invite them for a social do but don’t rely solely on the relationship
  • Help them realize that there is no personal risk in making this decision

DONT's

  • Avoid making offhand commitments
  • Don’t brush off any concerns, take all questions seriously
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rafaella is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Rafaella

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Rafaella move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Rafaella take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Rafaella

Personality Compatibility


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