Francisco Tonarely

Business Development Representative

Francisco Tonarely is a Business Development Representative at Ardoq, where he helps organizations understand and manage their technology and enterprise architecture. He moved into enterprise technology sales after building a background in commercial finance, bringing a financial analyst's discipline to pipeline building, prospecting, and early-stage sales conversations.

The Story

Francisco started his career in commercial finance with Webb Banks, which was later acquired by Southern Glazer's Wine & Spirits. He was promoted to Senior Commercial Financial Analyst within its Travel Retail and Exports division, supporting pricing, budgeting, forecasting, financial reporting, and profitability analysis across international markets. That work trained him to read a business through its numbers before he ever had to sell into one.

He now applies that same rigor as a Business Development Representative at Ardoq, where his focus is helping organizations get a clearer picture of their technology and enterprise architecture. The shift from finance to enterprise technology sales is deliberate: he sees curiosity, discipline, resilience, adaptability, and strong communication as the traits that carry over between the two, and he has spoken publicly about what it takes to build credibility while making that kind of change.

Francisco has also written and spoken about where artificial intelligence fits into sales work. His view is that the goal isn't to compete with AI on speed, but to get sharper at the things that still require context, judgment, and understanding other people — the parts of a sales conversation that software can't run on its own.

Outside of his day-to-day work, he holds certifications in Excel and Bloomberg Market Concepts, markers of the same financial foundation that now informs how he approaches enterprise deals.