Marco Lembo
Enterprise SaaS sales leader with 15+ years of experience across Europe and LATAM — specialising in international expansion, enterprise deal strategy, and partner ecosystem development.
EMEA & LATAM
$10M+ in deals
Founder, Channel As A Service
Track Record
CDP infrastructure deal in the telecommunications sector, Italy. 24-month sales cycle with Softlab as ecosystem partner.
Across telecom, banking, airline, and retail sectors in Germany, Spain, Italy, and LATAM markets.
Recognised for top sales performance at Shutterstock and Mastercard — two separate organisations, two different markets.
English, Spanish, Italian and German — covering DACH, Italy, Spain and LATAM without hiring four separate people.
Enterprise SaaS Sales & International Expansion
Marco has spent more than 15 years working in enterprise SaaS environments across Europe and Latin America — helping technology companies build pipeline, navigate complex enterprise buying dynamics, and expand into new international markets.
His career spans global technology vendors and enterprise consulting firms, with first-hand experience in how enterprise customers evaluate, select, and implement software platforms across different markets and cultural contexts.
This includes hands-on work with Oracle, Mastercard, Tealium, ContentSquare and Shutterstock — covering enterprise sales cycles, partner ecosystems, and international go-to-market strategies across EMEA and LATAM.
Organisations Worked With
The Multilingual Advantage
Enterprise software buying dynamics vary significantly between regions. Marco has worked directly with organisations across Europe and Latin America — navigating cultural buying differences, partner ecosystems, and enterprise procurement processes in the native language of each market.
Native-level German. Direct enterprise engagement with German-speaking buyers, procurement, and technical stakeholders.
Native Italian. Deep understanding of Italian enterprise buying culture, relationship dynamics, and SI partner ecosystems.
Native-level Spanish. Enterprise deals closed with Tier 1 banks and regional SIs including Accenture Spain.
Spanish-speaking LATAM coverage — Mexico, Colombia, Argentina and beyond. Enterprise deal closed with Tier 1 airline in Mexico.
Most SaaS companies trying to expand into Germany, Italy, Spain and LATAM simultaneously would need to hire three or four separate people. A fractional engagement with native-level multilingual coverage removes that cost and complexity entirely — while keeping execution quality high in each market.
The Problem This Solves
Many SaaS companies attempt international expansion by hiring a local sales leader and expecting immediate results. In reality, enterprise pipeline development takes time and requires local relationships, partner ecosystems, and a deep understanding of regional buying behaviour.
A senior enterprise sales hire in Germany or Italy costs €80–100K+ in base salary alone — before employer taxes, benefits, and payroll costs. That’s before they’ve opened a single conversation, let alone closed a deal.
Channel As A Service provides an alternative. Instead of building a full regional organisation immediately, companies work with an experienced enterprise seller to validate markets, build pipeline, activate partners, and close first deals — before committing to full local headcount.
This is not consulting. It is hands-on commercial execution.
Partner Endorsements
Marco is one of those professionals who are a pleasure to work with. He is extremely competent but also always treats the issues with a warm atmosphere. On top of that, Marco is like a Swiss Army Knife of contacts. If you don’t know Marco, you don’t exist.
Working with Marco on the telco engagement was a genuine differentiator. He brought deep enterprise knowledge, the ability to navigate complex multi-stakeholder buying cycles, and strong local market credibility. Marco combines strategic thinking with real hands-on execution — he doesn’t just map the path, he walks it with you.
Let’s Talk About Your Expansion Strategy
If you’re evaluating international expansion or looking to build enterprise pipeline in Europe or LATAM, let’s discuss how Channel As A Service can help.
Book a 30-min Expansion Call →
No commitment. Just a focused discussion on your expansion strategy.