Bengie Escusa / Austin, Texas

Senior Mid-Market Account Executive · HubSpot

Clarity in complexity.
Confidence in
the decision.

I align stakeholders, build the business case, and guide complex SaaS purchases, from competitive platform replacements to strategic partnerships.

View selected deals Download résumé Digital business card LinkedIn ↗

177%: Quota attainment · Q1 2026
7+: Years across sales & leadership

Sales. Strategy. Curiosity.

Good decisions start with
a better understanding.

My perspective

Individual contributor.
Enterprise seller.
People leader.

Selected wins

Performance with perspective.

Exceeding plan as an individual contributor. Building better selling habits as a leader.

177%Q1 ’26 attainmentHubSpot

156%FY ’25 attainmentWinners Circle

#1of 13 repsHubSpot onboarding cohort

187%FY ’21 attainmentSureCo

Experience across

HubSpot

Miro

SureCo

Selected deal stories

The work behind
the result.

Three anonymous deal stories. Different buying groups, one consistent approach: understand the business, build alignment, and make the next decision clear.

HubSpot

01 / Competitive rip-and-replace

Orchestrating a platform replacement.

A five-month competitive replacement for a software company, aligning marketing, sales, service, legal, and procurement around the full HubSpot customer platform.

Cross-functional buy-inIC to CEO5-month cycle

Commercial outcomeFull customer platform competitor replacement

Read the deal storyClose the deal story

The business need

A software company was evaluating a full replacement of its incumbent customer platform. Marketing, sales, and service each had priorities to address, with legal and procurement involved in the purchase decision.

Multithreading the deal

Over a five-month sales cycle, I built buy-in across marketing, sales, and service, engaging individual contributors, managers, directors, and the CEO. I connected each department’s needs to a shared decision on the full HubSpot customer platform.

My contribution

I used a Trumpet deal room to give the buying group a shared place for the evaluation and next steps. I worked through each team’s questions and navigated legal and procurement to move the competitor replacement forward.

Intended customer impact

The full-platform switch aimed to generate more qualified pipeline at the top of the funnel, strengthen lead-to-customer conversion, and improve customer satisfaction (CSAT) by connecting marketing, sales, and service workflows.

Miro

02 / Enterprise consolidation evaluation

Building a coordinated buying motion.

A consolidation evaluation across two related organizations, connecting product and engineering needs with executive priorities and AWS partner co-selling.

Multi-departmentIC to CEOAWS co-selling

Commercial outcomeA key account win at Miro

Read the deal storyClose the deal story

The business need

Two related organizations were evaluating how to bring separate Miro environments together. Centralized administration and security had to be considered alongside cost, different renewal timelines, and continuity of access.

Multithreading the deal

I worked across departments and engaged individual contributors, managers, directors, and the CEO. The discussions connected how teams used Miro with leadership's questions about control, cost, and disruption.

My contribution

I led renewal and consolidation discussions, working through licensing, domain ownership, authentication, and migration questions. I also co-sold with AWS partners and incorporated the customer’s available AWS Marketplace credits into the commercial strategy, helping the buying group evaluate the proposal and its implications for their teams.

Intended customer impact

The consolidation case aimed to give product and engineering teams time back each week by reducing duplicated workspace administration and the friction of working across separate environments.

SureCo

03 / Enterprise benefits partnership

Developing an enterprise partnership.

An ICHRA evaluation with a 40,000+ employee insurer and a national brokerage of roughly 20,000 employees, exploring a technology partnership for large employers.

40,000+ employee insurerNational brokerageCo-selling

Strategic opportunitySureCo as the proposed technology partner

Read the deal storyClose the deal story

The business need

A national insurance organization with more than 40,000 employees was evaluating how the Individual Coverage Health Reimbursement Arrangement (ICHRA) model could serve large employers. It needed a clear view of the model and how a brokerage and technology provider could work together to support it.

Co-selling the evaluation

I worked alongside one of the nation’s largest insurance brokerages, with roughly 20,000 employees, to educate the insurer’s stakeholders on ICHRA. Together, we explored how the insurer, brokerage, and technology provider could each contribute to a large-employer offering.

My contribution

I helped shape the strategic partnership discussion, translating the benefits model into a practical enterprise use case and positioning SureCo as the proposed technology supplier. This gave the parties a clearer basis for evaluating a partnership focused on large employers.

Evaluation progress

Advanced an ICHRA partnership evaluation with a 40,000+ employee insurer and a brokerage of roughly 20,000 employees, positioning SureCo as the proposed technology supplier for large employers.

Selected experience

A career built
on forward motion.

From individual contributor to enterprise seller and leader of ten AEs and SDRs. Each chapter adds a wider view of how revenue teams grow.

126% FY2026 quota attainment to date, as of October 2026177% · Q1 ’26156% · FY ’25Winners Circle#1 onboarding cohort

Own expansion and growth conversations with mid-market customers, translating operational friction into clear paths for adoption and revenue impact.
Lead consultative, multi-stakeholder discovery across sales, marketing, service, data, and commerce priorities.

Buyer experience

Who I’ve sold to

My sales experience includes successfully selling to these executive and senior functional buyers:

CHROs and VPs of People
CFOs and VPs of Finance
COOs and VPs of Operations
CROs and VPs of Sales
CMOs and VPs of Marketing
CCOs and VPs of Customer Experience
CIOs and VPs of IT
CPOs and VPs of Product
CISOs and VPs of Security

Company segments by role

Miro: 100–500 employees, across new-logo and expansion sales.
SureCo — Senior Account Executive: 200–1,000 employees.
SureCo — Enterprise Account Executive: more than 1,000 employees.

How I sell

Understand deeply.
Move with purpose.

Gap Selling guides the diagnosis. MEDDPICC brings rigor to qualification and execution. Together, they keep the process human while making the path to a decision visible.

Discover the real problem

Go beyond the first request to understand the current state, business impact, constraints, and why the status quo is no longer good enough.

Align the decision

Build shared language across champions, executives, finance, IT, and legal so the buying process moves with fewer surprises.

Make value measurable

Connect the solution to the metrics that matter, define a credible path to outcomes, and keep the mutual plan honest.

Methods & frameworks

MEDDPICCGap SellingChallengerCommand of the Message

My sales superpowerTurning complex business challenges into clear paths forward while continuously improving my approach through curiosity and AI.

How I Use AI

A better-prepared seller.
A hands-on builder.

I use AI to improve the work I do every day, then build applications to better understand the technology and tradeoffs my customers face.

10+ hoursEstimated time saved each week

Across discovery prep, demo planning, deal reviews, and prospecting. A personal estimate, not a formal time study. More time to prepare thoughtfully, listen closely, and move the right opportunities forward.

AI in my sales workflow

AI collaboratorsChatGPT + Claude

Discovery call prep

I use AI to organize account research, develop hypotheses about business challenges, and prepare sharper questions. I arrive with context, while staying curious about what the buyer actually needs.

Demo prep

I turn discovery findings into a relevant demo story: the workflows to show, outcomes to highlight, and questions to explore. The focus stays on the buyer’s priorities.

Deal review

I pressure-test opportunities through MEDDPICC and Gap Selling, surfacing missing evidence, stakeholder gaps, and assumptions about urgency. AI offers another perspective; I own the judgment.

Prospecting

I use AI to draft prospecting emails, then review and refine them before sending. I check the relevance, accuracy, and tone so the message gives that person a reason to have a conversation.

From using the tools
to building with them.

Also in my toolkitGitHub · version control

Experimental CRM

VibesCRM

I’m using AI-assisted development to build a CRM with contacts, companies, deals, tickets, workflows, and reporting. Building it gives me a firsthand view of the decisions behind the software I sell.

ChatGPT + Claude: AI-assisted development
Supabase: Database & authentication
Vercel: Preview deployments

It also makes the build-versus-buy conversation more concrete: a working prototype is only the start. Data quality, integrations, permissions, adoption, and ongoing maintenance help explain why building a custom CRM isn’t the right choice for many organizations.

Sales copilot prototype

Discoball

An AI-assisted note-taking and live-transcription project built around sales conversations. I’m exploring how transcript-linked guidance can surface MEDDPICC gaps, deepen discovery with Gap Selling, and support objection handling.

ChatGPT + Claude: AI-assisted development
Deepgram: Live transcription
OpenAI API: Transcript-linked guidance

The goal: useful questions at the right moment, while the seller stays focused on the buyer. An evolving prototype, still being tested and refined.

AI-assisted prospecting workspace

ProspectOS

I built ProspectOS to bring account research, contact prioritization, and personalized outreach into one desktop workflow. Working on both Mac and Windows, it helps turn prospect data into structured, reviewable campaigns while reducing repetitive browser work.

ChatGPT + Claude: AI-assisted development
Electron + Node.js: Cross-platform desktop application
Playwright: Browser workflow automation

Built around the prospecting work I do every day: identifying relevant accounts, preparing thoughtful outreach, and making execution more consistent. The goal is less manual entry and more time for the research and judgment that make outreach useful.

Portfolio assistant · Live

A chatbot for this site

I built the portfolio assistant on this site with Codex and the OpenAI API. It answers questions using my public website and résumé, with source citations.

Codex: AI-assisted development & testing
OpenAI API: Source-grounded answers & server-side credentials
Vercel: Live chatbot backend

Building and testing it taught me how to connect useful context to an API-backed chatbot, keep API keys on the server rather than in browser code, and check answers against their sources.

Playable projects

Mobile games

I’m also using AI-assisted development to build playable mobile games. They give me a different way to learn by making, testing, and refining interactive experiences.

ChatGPT + Claude: AI-assisted development

A creative testing ground for turning an idea into something people can actually use.

My approach: use AI to create more room for preparation, curiosity, and judgment, then learn its limits by building with it.

Continuous learning

Always a student
of the business.

Ongoing learning in business, data, cloud, security, and AI helps me ask better questions and connect technology to the decisions buyers face.

Google

Google Cybersecurity

Security and risk literacy for enterprise buying processes.

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Google

Google Business Intelligence

Data modeling, reporting, and decision-ready storytelling.

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Google

Google Project Management

Planning, stakeholder alignment, and Agile delivery from idea to execution.

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Amazon Web Services

AWS Cloud Practitioner Essentials

Cloud fluency for credible conversations with technical buyers.

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Anthropic

AI Fluency: Framework & Foundations

Practical, responsible use of AI across modern GTM workflows.

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Microsoft & LinkedIn Learning

AI for Managers

Using AI to improve team meetings, coaching, and responsible decisions.

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Start a conversation

Let’s make the next
conversation count.

For opportunities, partnerships, or a conversation about complex selling, I’m easy to reach.

Connect on LinkedIn ↗Send an email Digital business card ↗↓ Download résumé

bengiedescusa@gmail.com

(714) 417-5804

Austin, Texas

Remote and hybrid collaboration

Clarity in complexity.Confidence in the decision.

Performance with perspective.

Orchestrating a platform replacement.

The business need

Multithreading the deal

My contribution

Intended customer impact

Building a coordinated buying motion.

The business need

Multithreading the deal

My contribution

Intended customer impact

Developing an enterprise partnership.

The business need

Co-selling the evaluation

My contribution

Evaluation progress

Who I’ve sold to

Company segments by role

Discover the real problem

Align the decision

Make value measurable

AI in my sales workflow

Discovery call prep

Demo prep

Deal review

Prospecting

From using the toolsto building with them.

Google Cybersecurity

Google Business Intelligence

Google Project Management

AWS Cloud Practitioner Essentials

AI Fluency: Framework & Foundations

AI for Managers

Let’s make the nextconversation count.

Clarity in complexity.
Confidence in
the decision.

From using the tools
to building with them.

Let’s make the next
conversation count.