Enterprise SaaS · AI · IT Services Florida

Lino Quagliariello

Strategic Account Executive — 15+ years turning Fortune 500 and Global 2000 relationships into predictable, expanding revenue.

Former software engineer who moved into enterprise sales — I run MEDDPICC and Value Selling with the same rigor I once brought to shipping code, from first discovery call through renewal number three.

Email me LinkedIn ↗ 239 841 0779
Portrait of Lino Quagliariello
Lino Quagliariello

Results, on the record

The ledger
95% / 118%
GRR & NRR at Gartner, driven by a proactive renewal & upsell strategy
100+
SaaS renewals closed by aligning IT, Legal, and Procurement
$1.2M
ARR book improved +25 health points in six months, unlocking $150K in new revenue
300+
Executive QBRs delivered, surfacing multimillion-dollar cross-sell paths

Professional summary

Profile

Strategic Account Executive with 15+ years driving enterprise SaaS, AI, and IT services growth across Fortune 500 and Global 2000 clients — equally strong in new-logo acquisition and long-term account expansion.

Expert in MEDDPICC and the Value Selling Framework, leading complex deals from discovery to close with precision and ROI clarity, and skilled in enterprise procurement and negotiation across Legal, Finance, and IT stakeholders.

Known for strategic discipline and operational rigor that deliver predictable results in high-stakes environments — collaborative, data-driven, and relentlessly client-focused, with a reputation for simplifying complexity into long-term business growth.

Career timeline

2010 → Present
2024 – Present Sr. Account Executive — FluxOps AI
AI-driven business automation for small and midsize clients; built and executed GTM strategy for Codurance.com.
2022 – 2024 Sr. Account Manager — Info-Tech Research Group
Improved client health +25 points on a $1.2M ARR book; renewal and upsell leader.
2020 – 2022 Sr. Account Executive — MDxBlocks Inc.
Closed blockchain and automation projects with Fortune 500 clients.
2018 – 2020 Sr. Account Executive — Ephycent Inc.
IT placement services for startups and enterprise blockchain training / PoCs.
2016 – 2018 Sr. Account Executive — Resource IT
Delivered IT consulting services on a 50/50 hunter–farmer mix; delivered 70% of revenue on a four-AE team.
2010 – 2016 Account Manager — Gartner Inc.
95% GRR across $3.7M+ in contracts; 11 new logos.

Skills snapshot

Toolkit

Hard skills

  • Process- and data-driven sales execution with strong forecast accuracy and pipeline discipline
  • CRM: Salesforce, HubSpot, JD Edwards
  • Sales enablement & revenue intelligence: Gainsight, 6sense, Sales Navigator
  • MEDDPICC & the Value Selling Framework
  • Complex enterprise procurement, contract negotiation, stakeholder alignment

Soft skills

  • Consultative selling & active listening
  • Adaptable and curious — stays ahead of emerging technologies and sales methodologies
  • Cross-cultural communication & empathy across North America, LATAM, Europe, and the Middle East
  • Aligns diverse teams around customer outcomes, not titles
  • Strong rapport with IT executives; analytical rigor paired with creative solutioning

Education & languages

Background

Education

  • B.S. in Computer Science — State University of Londrina (Londrina, Paraná, Brazil)
  • MBA Coursework — University of Texas at Dallas

Languages

  • English — Fluent
  • Portuguese — Fluent
  • Spanish — Advanced

What clients say

Potential referrals

“Lino quickly became our trusted partner and delivered real value to my entire team.”

Kevin NeifertCIO, Thales Americas

“He understands both business and tech — a rare combination. It was key to advancing our projects.”

Geeta KapoorVP Information Security, MSC

“Consistent, consultative, and customer-first in every interaction.”

Chad AlbrightDirector, Project Management Office, OnPoint Group

“Lino developed a great rapport with my team and always delivered on his promises.”

Rogerio PerezCIO USA, JBS

“Lino was a key partner and contributor during a major IT transformation at Daifuku.”

DeVon LewisVP of Information Technology, Daifuku Americas

“Lino was consistent in his efforts to help us extract the most value from our partnership.”

David DousaIT Operations & Security Leader, Epson Europe
More about Lino

I believe trust and curiosity are the foundation of meaningful relationships — in business and in life. I'm a runner, traveler, and family-oriented father who thrives on new cultures, conversations, and continuous growth.

Having lived and worked across the U.S. and Latin America, I'm passionate about helping people grow — clients, colleagues, and friends alike. I'm also excited about the many ways AI can enhance both my personal and professional life, helping me work smarter and connect more meaningfully.

Work smart, stay curious, and build trust.