132-192%
Quota attainment range
Track record across upper SMB and mid-market sales motions.
2026 -
AI
Building practical AI operating systems around sales, memory, field work, transcripts, outreach, and day-to-day execution. The focus is simple: less busywork, more useful judgment, and workflows that actually survive contact with a real operator's calendar.
2022 -
Territory Account Executive at Toast, focused on restaurant growth, operations, and technology adoption. My work sits where owners care most: revenue, labor, guest experience, and clearer operating decisions.
2021 -
Partner at Talented, a network for ambitious builders, creators, and operators. I use it as a lab for community, content, events, and growth experiments.
2021 - 2022
Outbound business development at Klaviyo. Finished at 178% attainment in 2021 and 163% attainment in 2022, broke company records for opportunities generated and pipeline revenue, and earned Champions Dinner recognition three times.
2020 - 2021
A
Worked on agency partnerships and creator-led brand deals with names across YouTube, entertainment, sports, and direct response commerce. Learned how attention, distribution, and conversion fit together when campaigns have to sell.
2017 - 2019
S
Co-founded early sales and marketing ventures in Los Angeles, selling social media, restaurant marketing, and distribution services before having a polished playbook. It was the hands-on school for prospecting, trust, and closing.
USC
Studied economics at the University of Southern California after transferring from Riverside City College. First in my immediate family to go through that path, with early chapters in finance, trading, real estate, and sales.
bio
Efrain Sotelo is a growth operator based in Newport Beach, California. He works across restaurants, SaaS, creator partnerships, and AI-assisted workflows, with a bias toward systems that help real people sell, follow through, and make better decisions faster.
His public work is about the intersection of revenue, local business, creator distribution, and personal operating systems. The through line is practical growth: find the constraint, build the pipe, prove it in the field.
selected proof
$1.1M+
ACV closed
Revenue experience across restaurant technology, SaaS, and growth offers.
20x+
Restaurant ROI lens
Work shaped around owner outcomes: revenue, efficiency, and clearer operations.
writing
- soon Notes from the field: what restaurant owners actually care about.
- soon The founder's sales stack: memory, follow-up, and operator leverage.
- soon Why AI tools fail when they ignore the messy middle of work.
- soon The third path: curiosity, ambition, faith, doubt, and building anyway.
projects
Talented Network is a community and content engine for ambitious builders.
AI
Cael OS is a personal operating system for transcripts, reminders, memory, and execution.
SMS
Sizzle/TextLaunched experiments with local-business messaging, creative generation, and outbound infrastructure.
misc
- Newport Beach
- Restaurants
- SaaS
- Creator deals
- AI operators