Andrea Rosales Africano Business Development Director

Business Development Director, LatAm

Infobip

Mar 2025 - Current (1 year 8 months)

• Built and led the LatAm Business Development organization of 8 (5 Product Sales Experts, 2 RevOps, 1 Demand Manager), most of the team new to Infobip, lifting engagement from 77% to 84% in six months through structured onboarding, coaching, and individual Product Action Plans.
• Directed commercial domain strategy across 8 commercial teams and 5 Product Bases in LatAm, acting as the bridge between regional execution and HQ product and marketing priorities — balancing consistent regional standards with market-specific flexibility.
• Grew regional Gross Profit ~39% YoY and revenue 52% YoY across the WhatsApp, RCS, Voice, Email, and SaaS product portfolio.
• Scaled WhatsApp, the largest product in the portfolio, 67% YoY in Gro

Customer Growth Manager, Regional

Infobip

Jul 2024 - Feb 2025 (8 months)

• Led the Customer Growth function for Spanish-speaking Latin America, defining strategy and professional standards for the regional team.
• Grew Net Revenue Retention from 102.5% to 106.1% (+3.6 pts) across the Spanish LatAm portfolio in FY2024.
• Drove 13.7% YoY revenue growth across the region.
• Built account planning and forecasting frameworks in Salesforce that the broader Sales team adopted, improving forecast accuracy and giving leadership better visibility into pipeline risk.
• Partnered with the Revenue departments to co-create the annual go-to-market plan, tying regional execution to product growth priorities.

Sales Manager, Digital Natives LatAm

Infobip

Apr 2023 - Jun 2024 (1 year 3 months)

• Owned team performance against revenue, gross profit, new customer acquisition, and product mix targets for the Digital Natives segment, the fastest-growing vertical in the region.
• Led a cross-functional team spanning Account Executives, Customer Growth Executives, Customer Success Executives, and Sales Engineers.
• Ran the team as product owner under an Agile framework, leading sprint planning, reviews, and daily execution tracking.
• Built the Target Account List and territory plan in Salesforce, directing new-logo acquisition while partnering with Customer Growth on retention and expansion.

Sales Engineering Manager

Infobip

Nov 2020 - Mar 2023 (2 years 5 months)

• Built the regional Sales Engineering function: defined strategy, hired the team, and aligned its mission with corporate revenue and margin goals.
• Partnered with Sales to define technical feasibility strategy across every stage of the pipeline, supporting quota attainment for the region.
• Designed team processes and reusable presales assets, improving consistency and speed across the sales cycle.
• Directed people development for the function: role definition, onboarding, training, and technical/soft-skill growth planning.

Enterprise Presales Team Coordinator

Infobip

Nov 2019 - Nov 2020 (1 year 1 month)

• Coordinated presales execution across Latin America, keeping technical and commercial teams aligned on priorities and customer requirements.
• Set up standardized processes that improved consistency and cut time-to-proposal across distributed teams.

Presales Engineer

Infobip

Oct 2018 - Oct 2019 (1 year 1 month)

• Supported enterprise sales cycles as technical advisor, presenting platform capabilities and building solutions tailored to customer needs.
• Led technical discovery with customer IT teams and delivered proof-of-concept demos tied to real use cases.

Account Manager

PayU Latam

Aug 2017 - Apr 2018 (9 months)

● Establishment of close, long-lasting relationships with clients
- Understand the client's business model, economic sector, and particularities in order to define the solution that best suits their needs.
- Maintain current alliances and generate new projects to achieve the development
of the business in the medium and long-term.
- Generate continuous meetings and appointments with clients to monitor their
payment processing; answer client queries and identify new business
opportunities.

● Liaison with cross-functional internal teams
- Collaborate with sales team to identify and grow opportunities within a portfolio.
- Work together with customer service, product development, and finance

Integration Engineer

PayU Latam

Feb 2016 - Jul 2017 (1 year 6 months)

● Personalized support to businesses
- Make direct and constant contact with clients and development teams, promoting
the solution of technical and administrative concerns through established
channels (mail, Skype, calls, forums, and CRM).
- Understand customer needs based on a business model analysis.
- Certificate the integration with the platform allowing the processing of the client's
transactions.

● Generation of requirements related to the company's products
- Analyze products and services of the platform.
- Propose new functionalities that allow improving the perception of the client
against the company and its relation to it.

● Certification of technological allies

Andrea Rosales Africano

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