Summary
Overview
Work History
Education
Skills
Interests
Timeline
Generic

Carolina Andrade

GTM Strategy & Planning Leader
Lafayette,CA

Summary

A seasoned leader with over 20 years of experience, including 12 years at Google, specializing in architecting GTM Strategy & Planning for high-growth businesses (Maps, Workspace & Security). Possesses deep market expertise in the cybersecurity sector, driving business growth and owning the end-to-end annual planning cycle, from strategy formulation and revenue targets to compensation plans. A highly data-fluent leader who bridges "big picture" strategy with deep operational rigor, demonstrating expertise in increasing sales productivity and thriving in fast-paced, ambiguous environments. Proven experience leading large-scale international teams, M&A integration and architecting FTE to vendor models.

Overview

21
21
years of professional experience

Work History

Head of GTM Sales Strategy & Operations

Google Cloud Security
San Francisco, California
03.2022 - Current
  • Lead, mentor, and scale a team of over 20 high-performing GTM strategy members. Foster a culture of excellence and professional growth, consistently achieving high manager effectiveness scores (4.93/5, top 5% of Google’s managers).
  • Possess deep subject-matter expertise in the cybersecurity industry, with a comprehensive understanding of the competitive market landscape, customer needs, and partner ecosystem.
  • Served as a key member of the core GTM team for three major acquisitions, including the largest in Google's history. Supported all aspects of post-merger sales organization consolidation and strategic alignment.
  • Develop and execute annual GTM sales strategies and LRP/AOP alignment, including comprehensive headcount planning and resource allocation to maximize market penetration and revenue growth.
  • Developed strategies that increased seller productivity by double-digit percentages for three consecutive years.
  • Oversee quota modeling and distribution, and manage the operational rhythm of the business by leading weekly forecasting meetings and presenting at executive-level Quarterly Business Reviews (QBRs).
  • Recognized as a top performer with two Cloud Club awards in three years for outstanding contributions to security sales success.

Head of GTM Sales Strategy & Operations

Google Workspace
Sunnyvale, California
05.2017 - 10.2021
  • Spearheaded the annual GTM strategy for Workspace, including LRP and AOP development, organizational design, coverage models, compensation, and headcount planning, presenting directly to the CEO of Google Cloud and leading to constantly securing double digit growth to the business.
  • Partnered with product leadership to steer the GTM launch of five key products (Drive, Cloud Identity, Cloud Search, Voice, and Google Meet), developing financial models, distribution strategies, and pricing analyses to drive market adoption.
  • Authored competitive analyses and win-loss reports that directly led to the creation of new sales plays, and a dedicated product incubation team.

GTM Strategy Lead

Google Maps
Sunnyvale, CA
01.2016 - 04.2017
  • Designed the 2016/17 product launch and monetization plan, spearheading the GTM sales strategy, pricing, and packaging for key new Google Maps products, in close collaboration with the PM team and the Android Business Development team.

Head of Americas Sales Development

Google Cloud
Sunnyvale, CA
10.2013 - 12.2015
  • Led a 70+ person international team (FTEs and vendors) across the U.S., Brazil, and El Salvador, overseeing the entire inbound pre-sales program for Google Cloud.
  • Spearheaded a key cross-functional initiative to develop a predictive model that optimized customer touchpoints and scored leads.
  • Developed a vendor model to scale Cloud’s pre-sales operations, including financial planning, vendor selection, and vendor management.

Head of Strategy

BTCJam (peer-to-peer Bitcoin Lending Startup)
San Francisco, California
01.2013 - 10.2013
  • Developed the foundational Bitcoin market study and GTM strategy that directly secured acceptance into the 500 Startups accelerator program, and raised $1.5M in seed investment.

Strategy Business Planning Manager

Arizona Marketing Automation & Media Services
10.2010 - 12.2011
  • Partnered directly with the founding CEO, and designed the company's long-term strategic plan and roadmap for market expansion and product releases.
  • Established foundational operational processes for budgeting, forecasting, and resource management to navigate the challenges of rapid growth.

Engagement Manager

Falconi Consulting
01.2005 - 09.2010
  • Engagement Manager with six years of international experience (Brazil, Canada, US) leading teams to deliver major financial and operational results. Highlights include preventing a plant closure by cutting costs by 48%, capturing $X million in logistics savings, and reducing customer complaints by 20% for Brazil's largest private bank as part of a historic M&A integration.

Education

MBA -

INSEAD
France, Singapore

Post-graduate certificate - Business Strategy

University of Toronto
Ontario, CA

BBA - Business Administration

UNA College Of Management
Belo Horizonte, Brazil
05.2001 -

Skills

  • GTM Strategy

  • LRP & AOP Planning

  • Compensation Plan Design

  • Building X-functional alignment

  • Cybersecurity market expert

  • Team Development

  • Vendorization models

  • M&A Integration

Interests

- Aerial silks enthusiast trained at San Francisco Circus Center for over 8 years

- Speaker at Expat Women in Tech events in San Francisco, with audiences of over 200 women

- Mentor and supporter to African & Brazilian Youth studying in the United States

Timeline

Head of GTM Sales Strategy & Operations

Google Cloud Security
03.2022 - Current

Head of GTM Sales Strategy & Operations

Google Workspace
05.2017 - 10.2021

GTM Strategy Lead

Google Maps
01.2016 - 04.2017

Head of Americas Sales Development

Google Cloud
10.2013 - 12.2015

Head of Strategy

BTCJam (peer-to-peer Bitcoin Lending Startup)
01.2013 - 10.2013

Strategy Business Planning Manager

Arizona Marketing Automation & Media Services
10.2010 - 12.2011

Engagement Manager

Falconi Consulting
01.2005 - 09.2010

BBA - Business Administration

UNA College Of Management
05.2001 -

MBA -

INSEAD

Post-graduate certificate - Business Strategy

University of Toronto

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Carolina AndradeGTM Strategy & Planning Leader