Aurora Lugo

Enterprise Account Executive and Business Development professional with 15+ years of experience driving new business, new-logo acquisition, strategic expansion, and revenue growth across complex B2B environments. Proven success in full-cycle sales, consultative selling, pipeline development, C-suite engagement, and managing and expanding large enterprise relationships with global footprints. Combines a strong hunter foundation with recent experience in strategic account management, portfolio growth, cross-selling, and cross-functional solution development.

Seeking an Enterprise Account Executive or Business Development role focused on winning new business, expanding strategic relationships, and delivering sustainable revenue growth.

GLOBAL & LARGE MARKET/INTERNATIONAL CLIENT MANAGEMENT - American Express - Phoenix, AZ

(2024-09 - 2026-08)

• Drove portfolio growth and strategic expansion across approximately 100 enterprise clients with international footprints, identifying opportunities to increase spend, expand solutions, strengthen retention, and deepen client relationships.
• Identified underpenetrated and underperforming relationships through portfolio and spend analysis, developing targeted strategies to capture incremental growth across corporate travel, supplier payments, and commercial payment solutions.
• Conducted discovery with senior stakeholders to uncover business challenges, understand strategic priorities, and position solutions aligned with clients' financial and operational objectives.
• Partnered cross-functionally with global market teams, Risk/Underwriting, Legal, KYC/Compliance, pricing, and internal business partners to navigate complex client requirements and advance growth opportunities across markets.
• Navigated KYC, underwriting, contractual, and operational requirements, coordinating internal stakeholders to remove barriers and maintain continuity across multinational relationships.
• Leveraged Salesforce CRM and portfolio data to manage client activity, prioritize opportunities, track relationship needs, and maintain visibility across a complex enterprise portfolio.
• Led a multi-month client advocacy strategy after a customer's monthly credit capacity was reduced from $900K to $500K; partnered with the CFO and VP of Finance and coordinated with underwriting to secure $2.3M monthly line and significantly strengthening the executive relationship.

BUSINESS DEVELOPMENT MANAGER- STRATEGIC EXPANSION - American Express - Phoenix, AZ

(2023-01 - 2024-09)

• Drove strategic growth across a portfolio of commercial clients through consultative selling, account planning, opportunity identification, and executive-level engagement.
• Analyzed client performance and spend to identify underpenetrated relationships and opportunities to increase spend, expand solutions, and strengthen retention.
• Conducted discovery with senior stakeholders to uncover business challenges and align commercial payment solutions with clients' financial and operational objectives.
• Partnered with Risk/Underwriting, pricing, compliance, and business development teams to structure solutions and advance complex growth opportunities.
• Developed and negotiated client agreements and incentive strategies designed to deepen relationships and drive incremental spend.
• Achieved 135% of quota in Q4 2023, 176% in Q1 2024, 126% in Q2 2024, and 201% in Q3 2024.

SUPPLIER RETENTION CONSULTANT - JP Morgan Chase/Robert Half - Tempe, AZ

(2021-09 - 2022-11)

• Managed and retained a portfolio of 20+ supplier relationships through consultative engagement and tailored payment solutions.
• Drove adoption of virtual card payment solutions by identifying supplier needs, communicating value, and overcoming objections.
• Negotiated supplier terms and supported onboarding initiatives designed to increase revenue and strengthen program participation.
• Analyzed account performance and prepared strategic reporting to identify retention risks and growth opportunities.

ACCOUNT EXECUTIVE - AOT/Xerox - Phoenix, AZ

(2018-10 - 2020-03)

• Developed and executed territory sales strategies to generate new business, expand pipeline, and secure meetings with C-level decision-makers.
• Prospected and engaged target accounts through disciplined multi-touch outreach, including calls, email, networking, and direct engagement.
• Conducted discovery and needs analysis to identify operational pain points and position customized hardware and software solutions.
• Built business cases around operational efficiencies, cost reduction, security, and ROI to differentiate solutions and advance opportunities.
• Managed opportunities through prospecting, discovery, presentation, negotiation, and close while consistently working toward revenue targets.

HUMAN CAPITAL MANAGEMENT CONSULTANT - CBIZ Employee Operations - Phoenix, AZ

(2017-02 - 2018-05)

• Developed new business through prospecting, networking, strategic partnerships, and consultative sales.
• Built and managed a pipeline of prospective clients while developing relationships with executive decision-makers.
• Conducted discovery to understand workforce and operational needs and presented tailored service recommendations.
• Expanded existing relationships by identifying additional service opportunities and aligning solutions with client objectives.

DISTRICT MANAGER - Automatic Data Processing (ADP) - Phoenix, AZ

(2013-01 - 2016-06)

• Owned a protected territory and executed full-cycle new-business development for workforce management solutions, from prospecting and discovery through presentation, negotiation, and close.
• Built relationships with C-level decision-makers and maintained a disciplined 7–11 touch prospecting cadence to advance opportunities.
• Conducted comprehensive needs analyses to uncover operational inefficiencies and position tailored workforce-management solutions.
• FY2013: Achieved 107% of quota, closing $98,400 against a $92,000 target.
• FY2014: Achieved 111% of quota, closing $133,200 against a $120,000 target.
• Earned District Manager of the Month recognition after achieving 186% of quota (Nov. 2014), 208% (Feb. 2015), and 130% (Mar. 2015).

Bachelor of Science - Management - University of Phoenix (2003-08 - 2007-08)

Associates of Arts - General Studies - University of Phoenix (2000-01 - 2003-07)