Tony Loaiza

San Francisco4.7k followers

Zesty

ex-People Power Company

ex-Covad Communications

I’m a Silicon Valley–based revenue and GTM leader with a background that blends operating experience, international expansion, and earlier work as an M&A attorney.
More
Over the past 15+ years, I’ve helped technology and industrial companies scale—whether that meant building an enterprise pipeline from scratch, leading global sales teams, or aligning product, marketing, and engineering around measurable revenue outcomes. Today, I lead Innovate Global, where we support founders and operators through practical GTM execution and Revenue-as-a-Service™ product launches. My work spans go-to-market strategy, pricing, RevOps, and commercial systems that help companies accelerate top-line growth and improve margin performance. I’ve carried this same approach into the roles I’ve held inside high-growth environments—driving $38M+ ARR at JFrog, delivering 25–43% yearly revenue growth at Winjit, and supporting clients through international expansion across the , LATAM, and India. Earlier in my career, I practiced international M&A law, which shaped how I approach growth, value creation, and cross-border execution. That experience adds structure to how I evaluate markets, build GTM plans, and translate strategy into operational results. I’ve led teams across SaaS, logistics, manufacturing, energy, and emerging-tech sectors, and I enjoy the hands-on work of strengthening sales systems, improving ACV, and building the operational rhythm needed for scale. While growing Innovate Global I continue selective advisory work with investors, PE/FO teams, and growth-stage founders. If your team is building, scaling, or repositioning a revenue engine—and you’re looking for someone who blends strategy with day-to-day execution—I’d be happy to connect.

LinkedIn Browse people

Claim profile

Career Timeline

JobSchool

GTM Index

ZESTYJOB
1. Head of Sales
  7M
INNOVATE GLOBALJOB
1. HEAD OF REVENUE & GTM STRA…
  1Y 7M
2. REVENUE LEADER (GTM & STRA…
  3Y 2M
JFROGJOB
1. Dir OF ENTERPRISE SALES
  1Y 2M
WINJITJOB
1. GENERAL Mgr (AMERICAS)
  2Y 1M
2. VP, SALES & GTM
  2Y 5M
PEOPLE POWER COMPANYJOB
1. VP, WORLDWIDE SALES
  1Y 2M
AEGIS CARGO SERVICES,JOB
1. Dir, SALES & BD
  4Y 2M
COVAD COMMUNICATIONSJOB
1. NATIONAL SALES Mgr
  2Y 2M
NOMINUMJOB
1. SALES & BD Mgr
  1Y 1M
MICRO FOCUSJOB
1. SENIOR TERRITORY Mgr
  6M

Job: People Power Company — VP, WORLDWIDE SALES · 2014-11 – 2016-01
Job: Covad Communications — NATIONAL SALES MANAGER · 2006-10 – 2008-12 — Led enterprise VoIP and hosted IT solutions for SMB and mid-market customers while managing multi-channel sales teams and driving revenue expansion across security, networking, and MPLS offerings. • Closed $21M in recurring revenue from new VoIP customers. • Managed $50M+ pipeline across 20 account executives and multiple sales teams. • Increased productivity-per-head by 150% and improved close rates by 40% through coaching and qualification frameworks. • Advised C-level teams on GTM strategy for four major VoIP product launches. • Served on Sales Advisory Council, Executive Sales Planning, and Operations Committees.
Job: Winjit Inc — GENERAL MANAGER (AMERICAS) — Winjit Americas · 2021-08 – 2023-09 — Oversaw revenue, sales operations, and regional strategy across the Americas while leading cross-functional teams and driving high-growth product initiatives. • Increased ARR by 25% and scaled global headcount from 300 to 1,000+. • Architected the flagship Internet of Business (IoB)™ SaaS platform. • Achieved 43% YoY revenue growth contributing to a Schneider Electric takeover. • Built GTM infrastructure using MS Dynamics, ZoomInfo, Sales Navigator, MailChimp. • Improved onboarding efficiency by 30% through new training systems.
Job: Micro Focus — SENIOR TERRITORY MANAGER · 2005-03 – 2005-09 — Led sales expansion for SOA integration and mission-critical data solutions supporting Fortune 500 legacy environments. • Managed $3.5M pipeline and closed $1.1M in direct solution sales. • Delivered value-based, ROI-driven selling frameworks to the sales team. • Improved customer satisfaction through solution alignment targeting productivity and scalability. • Strengthened VAR and reseller relationships through joint marketing and field collaboration.
Job: Zesty — Head of Sales · 2026-01 – present — Automated Optimization Platform for Modern Application Infrastructures Continuously addressing the infinite loop of application modernization → Kubernetes adoption → infrastructure growth → AI acceleration → cloud cost explosion → operational optimization → financial optimization → storage optimization → governance complexity → infrastructure changes. Solving for and maximizing business value related to application infrastructure performance → efficiency → governance → scaling → stability → cost/margins→ operations → infrastructure adaptation.
Job: Innovate Global — HEAD OF REVENUE & GTM STRATEGY · 2025-01 – present — I lead GTM strategy, revenue execution, and commercial systems for clients across SaaS, industrial-tech, and emerging markets. My work focuses on building repeatable revenue engines and aligning sales, product, and operations to drive measurable outcomes. • Created and scaled the Revenue-as-a-Service (RaaS) model using the F.A.S.T.™ Platform and IG Gateway™. • Helped companies reduce GTM cycles by up to 60% and lower CAC by 30%. • Delivered $28M+ in client revenue and built an active $60M+ pipeline. • Designed modular SaaS offerings generating $150–$200K ARR per customer. • Established partnerships with India and LATAM accelerators to expand market reach. • Built distributed sales/engineer…
Job: AEGIS Cargo Services, LLC — DIRECTOR, SALES & BUSINESS DEVELOPMENT · 2010-08 – 2014-10 — Led global sales operations, enterprise customer acquisition, and commercial expansion across supply chain and logistics technology. • Achieved 120% quota and generated $35M+ in recurring revenue with 31% YoY growth. • Managed multicultural teams of 20+ across 50 countries. • Expanded supply-chain reach to 150+ destinations, strengthening carrier partnerships.
Job: Innovate Global — REVENUE LEADER (GTM & STRATEGY) · 2016-01 – 2019-03 — Led revenue programs and GTM expansion for clients across SaaS, mobility, logistics, IoT, and cloud. • Achieved 115% of quota and built a $20M pipeline. • Closed $7.2M ARR for a VoIP platform launch. • Delivered $27M in new market expansion for clients.
Job: Winjit Inc — VP, SALES & GTM — Winjit Americas · 2019-03 – 2021-08 — Led GTM strategy, enterprise sales, and product expansion across U.S. and LATAM for AI, IoT, and Blockchain solutions. • Launched new SaaS/AI/IoT/Blockchain offerings across target markets. • Added 150+ enterprise customers and 50+ government partnerships. • Grew pipeline by $6.2M across Industry 4.0/5.0 verticals. • Contributed to a 15% equity investment by RIB Software at a 7× earnings valuation. • Built sales methodologies and trained U.S. and India teams on qualification and solution selling.
Job: JFrog — DIRECTOR OF ENTERPRISE SALES · 2023-11 – 2025-01 — Led enterprise revenue expansion across strategic accounts, improving ACV, pipeline quality, and GTM execution while managing multiple sales teams. • Delivered $38M+ in NNARR/ARR with 137.6% quota attainment. • Drove 220% ACV growth and maintained sub-4% churn. • Managed Enterprise, Mid-Market, and New Business teams, including Renewals. • Expanded account relationships with Microsoft, USAA, OpenAI, LinkedIn, Kaiser, Dolby, Shell, NFL, and others. • Strengthened BDR/SDR processes and built sales enablement programs. • Drove partner-aligned value propositions with Docker, GitHub/Microsoft, Nvidia, AWS, Azure, Kubernetes, and more.
Job: Nominum — SALES & BUSINESS DEVELOPMENT MANAGER · 2005-09 – 2006-10 — Drove global sales execution for carrier-grade DNS and network security solutions supporting major CSPs. • Managed $11M pipeline; closed $3.5M in new DNS-network business. • Worked directly with VP of Sales on methodologies, qualification, and forecasting. • Coordinated with senior executives to define regional sales strategies across global markets. • Delivered strategic GTM insights for new lines of business and rapid penetration into targeted markets.
School: The University of Texas School of Law — J.D., Law
School: Academic Law University under the Institute of State and Law of Russian Academy of Science — LL.M., Russian Business Law
School: The University of Texas at Austin — B.A. - Cum Laude, Post-Soviet and Eastern European Studies
School: Defense Language Institute — Russian Linguist - Cum Laude, Military Intelligence

Skills

Startup DevelopmentGlobal SalesSales ForecastingTerritory DevelopmentPipeline GrowthInternational BusinessNew Customer AcquisitionsAccount ExpansionSales MethodologyCloud ApplicationsPartner DevelopmentACVSales Pipeline DevelopmentRevenue GenerationSaaS SalesAccount Sales StrategiesReseller/VAR NetworksGovernment & Enterprise AccountsArtificial Intelligence (AI)Service-Oriented Architecture (SOA)

Playbooks

No playbooks indexed for this profile yet.

Tony Loaiza

Skills

Playbooks

More GTM Engineers