FC
SaaS partnerships & business development Bangkok, UTC+7

Fabrizio Cataldo

I build the partnerships, and then I build the systems that run them. Open source, DevTools and AI-native platforms, across EMEA, APAC and the Americas.

Available now · Global remote See the work

The ledger

  • Years in tech, all of them in SaaS11
  • Cities lived and worked in5
  • Countries4
  • Languages, two of them native3
  • Pipeline generated$23M+
  • Qualified opportunities250+
  • Cumulative new ARR closed$4M+
  • Commercial people trained150+
  • Partner sourced deals180+
  • Revenue growth on one partnership350x

The trail

Bangkok

UTC+72025 – 2026Fully remote

Copenhagen → Bangkok · 2025

Partnerships is sales with the leverage turned up

Good Tape taught me zero to one on a six person team. Supabase was the same job at ecosystem scale: instead of selling to one customer, building the channel that sells to thousands of them. I took it fully remote and moved the base to Bangkok.

Supabase

2025 – 2026

Partner Development Manager · Partner Enterprise Growth · Partner Operations Manager

The operational backend for the integration marketplace

Partner lifecycle from intake through revenue share processing, with enablement and co-sell collateral attached. Designed the process, then built the system that runs it.

Intake to revenue shareSelf serve motionLaunch cohort of six
An in-house partner relationship management system

Built from scratch with Claude Code and agentic workflows after a four vendor evaluation, then rebuilt as a working MVP on Lovable and Supabase with MCP integrations across Notion, Slack, Linear and Zapier.

Claude CodeLovableSupabaseMCP serversFour vendor evaluation
One partnership, 350x in five months

Owned the largest AI builder partnership end to end: commercial, technical and operational. Renewal structuring, credit models, SLA terms, pricing transitions. Carried the account through a four incident reliability month.

350x billable revenue growth3.2M projectsCEO level escalation
AWS as a pipeline source

Co-sell, partner enablement and a self serve marketplace listing. Staffed the booth at re:Invent, then ran Firebase migrations as a joint campaign with AWS partner development managers.

180+ partner sourced dealsAWS Marketplacere:Invent 2025Firebase migrations
Pricing strategy for a credit based bundle

Authored the enterprise pricing RFC, grounded in 15 customer interviews and 24 strategic documents, aligning Sales, Product, Finance and executive leadership. Wrote the Corporate Innovation Bundle GTM playbook alongside it.

15 customer interviewsScenario modellingeXp Realty proof point

Copenhagen

UTC+12021 – 20252 companies

Berlin → Copenhagen · 2021

I could sell. I had never built sellers.

Two Berlin roles proved I could carry a number alone. The gap was leverage. Templafy gave me a team first, then the whole EMEA commercial organisation.

Good Tape

2024 – 2025

New Business Developer

Employee six, and the first commercial hire

No playbook, no ICP, no pricing logic. Wrote all three, then A/B tested pricing against inbound conversion.

Zero to oneMedia, government, academiaNordics
Won a competitive RFP against incumbents

Bonnier News is one of the largest media groups in the Nordics. Structured procurement, competitive RFP, master services agreement signed.

MSA up to €200K/yrStampen MediaSanomaTT NyhetsbyrånNACC Philippines
A quarter of everything I opened, closed

Built the pipeline from cold: chief editors, journalist unions, universities and legal institutions, through account based outbound.

€557K+ pipeline25% close won

Templafy

2021 – 2023

Account Development Director, then Sales Excellence Manager EMEA

I stopped selling and started teaching

Promoted out of a quota role to run learning and development for the EMEA commercial organisation. Rolled Command of the Message and MEDDPICC across four offices, then rebuilt new hire onboarding.

150+ trained70+ coachedTwo weeks off ramp timeFour offices
First time the number was not mine

Took over a team of six account development reps. Moved them off activity metrics and onto expansion strategy.

Team of six125% of 2022 goal+20% pipeline+15% net retention
The money was already inside the building

Ran CRM white space analysis across the installed base to find upsell and cross sell in existing accounts.

MaerskNovo NordiskAonPwCVolkswagen

Berlin

UTC+12016 – 20202 companies

London → Berlin · 2016

From qualifying deals to owning them

The BDR ceiling arrives fast and it is low. Berlin was where I went full cycle: Dynamic Yield for personalisation, then AppsFlyer for mobile attribution, where the account stayed mine after signature. Both technical products sold to measurement obsessed buyers.

AppsFlyer

2019 – 2020

Full-Cycle Sales Executive

The first time the account stayed mine after signature

Full cycle plus the post-sales half of it: renewals and expansions on top of new business, so the customer relationship was mine end to end. Ecommerce, gaming, finance and security.

$400K+ ARR closed32 SQOs per quarter120% of targetAviraAllegroSuperbetTatra Banka

Dynamic Yield

2016 – 2019

Market Development Manager

Selling personalisation to people who measure everything

Full cycle from cold outbound to signature across three years of enterprise ecommerce and retail, selling into organisations with their own analytics teams.

$3.0M ARR deliveredJabraElkjøpMarc O’PoloKupiVIP

London

UTC+02011 – 2016Study, then Apttus

Caracas → London · 2011

Study where the customers are

Hult in London for international business administration, concentration in finance and accounting. Then straight onto a sales floor at Apttus as a business development rep.

Apttus

2015 – 2016

Business Development Representative

The least glamorous job in software, and the one I would keep

Cold outbound into enterprise legal and finance buyers. No brand recognition, no warm list, a dial target and a qualification bar.

$3.5M pipeline held$1.7M+ converted to qualifiedFull cold outbound
Nobody in my family had done this job

I arrived into enterprise software with no template for it. No relatives to explain what a quota was, what a good manager looked like, or which parts of the culture were real. I learned by watching closely and asking questions that sounded naive.

First generation in techLearned by asking

Hult

2011 – 2015

BSc International Business Administration

Concentration in finance and accounting.

The finance concentration still earns its keep

Pricing models, rebate structures and consumption forecasts sit inside my remit rather than next to it.

BSc, LondonFinance and accounting

Caracas

UTC−4OriginVenezuela

Venezuela · before all of it

I grew up expecting to leave

In Venezuela the question was never whether you would end up somewhere else, only where and how soon. Five moves across four countries is the setting I was raised in.

Left at eighteen

Moved to London to study. Berlin, Copenhagen and Bangkok came after.

Four countries sinceFive cities

Three languages before I knew they were an asset

Spanish at home, English at school, Italian at my grandparents. Growing up switching register depending on who was in the room.

Spanish nativeEnglish nativeItalian conversational

Everything commercial I know started at this table

A Venezuelan kitchen is a negotiation room. You learn to read a table, to know when to push and when to let someone finish, and to feed people before you ask them for anything.

Three languages at homeRead the room first

The stack

Pipeline in London. Closing in Berlin. Leading a team and then teaching an entire organisation in Copenhagen. Zero to one at a six person startup. Ecosystem partnerships and the operations underneath them at Supabase.

Show the evidence in the trail

  • Carrying a number2015 – 2020

  • Cold outbound into enterprise legal and finance buyers at Apttus. $3.5M pipeline held, $1.7M+ converted to qualified opportunities.

  • $3.0M ARR at Dynamic Yield, $400K+ at AppsFlyer at 120% of target, then a competitive RFP win at Good Tape.

  • Carrying a team2021 – 2023

  • A team of six account development reps to 125% of goal, +20% pipeline and +15% net retention.

  • Command of the Message and MEDDPICC rolled to 150+ people across four offices, 70+ coached directly, two weeks off new hire ramp time.

  • Carrying an ecosystem2024 – 2026

  • The largest AI builder partnership owned end to end at 350x billable revenue growth, plus 180+ partner sourced deals through AWS co-sell.

  • A partner relationship management system built with Claude Code, then rebuilt on Lovable and Supabase with MCP integrations. Also this site.

Built, not briefed

Partner operations

An in-house PRM

Four vendors evaluated, demoed and documented. None of them fit, so I built it: a full stack operational backend running partner lifecycle from intake through revenue-share processing, with enablement and co-sell collateral attached.

Claude CodeLovableSupabaseHubSpot
Agentic workflows

The automation layer under the job

Intake scoring and triage, revenue reporting pipelines, agreement drafting, partner record creation. MCP servers wired across the operational stack.

MCP serversClaude SkillsNotionSlackLinearZapier
This site

Specced, designed and shipped in a session

Static HTML, hand-written CSS, two canvas elements doing their own projection maths. No framework, no build step, no dependencies. Deployed on Vercel, source public.

Static HTMLCanvas 2DZero dependenciesVercel

What is next

  • FunctionPartnerships and ecosystem, or broad GTM. Senior individual contributor or leading a small team.
  • CompanyGlobal SaaS, DevTools, open source, AI-native platforms. Technical products sold to technical buyers.
  • ModelFully remote, distributed or async-first.
  • BaseBangkok, UTC+7. Full overlap with APAC, most of the afternoon with Europe, early mornings with US Pacific.
  • AvailabilityImmediately.

Contact

Fabrizio Cataldo
Bangkok, me--:--UTC+7
Where you are--:--UTC
Shared working day—09:00–18:00
Book a call fabinbkk@gmail.com LinkedIn Read the CV