“Scale doesn't happen to you — you build the system that makes it inevitable.”
Samuel Garcia Rio, Enterprise Account Executive
- 01
What's the biggest shift in how you work over the last year?
My pipeline used to be whatever I could manage manually — cold outreach, call notes, follow-up timing. Now I have an agent running behind every account. It surfaces buying signals from merchant engagement data, flags when a renewal risk is emerging, and drafts my follow-up based on the last three interactions. I close more deals with the same time because I'm not managing the workflow — the workflow manages itself.
- 02
Walk me through a problem you solved using AI that you couldn't have tackled the same way before.
I had a sixty-account enterprise book and no clean way to know which accounts were trending toward churn. I built an agent that monitored engagement patterns, GMV velocity, and support ticket volume across all sixty simultaneously. It gave me a ranked churn risk list every Monday morning. I focused my week on the top ten. Churn in that book dropped 30% over two quarters.
- 03
What would you tell someone considering joining Groupon right now?
Enterprise sales here is not relationship management dressed up as a quota job. You're operating a system — the AI layer, the merchant data, the product insights — and the merchant relationship is what closes when the system is working. If you like tinkering with how deals get structured and what information you're bringing to the table, this is a better version of enterprise sales than anywhere I've been.
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