# Graham Moreno Head of GTM at Parallel Web Systems; ex-President of Windsurf and VP Worldwide GTM at Cognition Parallel Web Systems Austin, Texas, United States ## At Cognition - Role: Former VP, Worldwide GTM (Sales/GTM) - Joined: Feb 2024 - How they joined: With Windsurf (https://www.autumn.ai/resources/cognition/acquisitions/windsurf) - Before Windsurf: Area Vice President, Central, Southeast, & LatAm , Grafana Labs - Now: Parallel Web Systems (https://www.linkedin.com/in/grahammoreno) - Overlapped before Cognition with other Cognition people at: Codeium (Windsurf); Grafana Labs; MongoDB; Oracle (https://www.autumn.ai/resources/cognition/worked-together) ## Identity - LinkedIn: https://www.linkedin.com/in/grahammoreno - Domain: parallel.ai ## Notes - LinkedIn post announcing Cognition's acquisition of Windsurf (verbatim): "Hard to explain the last 72 hours. Thanks to the tireless efforts of Jeff Wang, Scott Wu, Russell Kaplan, Kevin Lu, Adam Mishcon, Adam Strouss, and a fleet of other people who haven't slept in days, I am thrilled to announce that Windsurf is being acquired by Cognition. The combination of brilliant founders, elite engineering, and elite GTM will allow us to bring unparalleled value to our customers across the entire SDLC. Far more to come here, but I have never been more grateful to my team or more excited about our future. Here's to a new era -- Surf's up!" (https://www.linkedin.com/posts/grahammoreno_cognitions-acquisition-of-windsurf-cognition-activity-7350596196056375296-cY9O) - LinkedIn post (verbatim): "Incredibly excited and happy to announce that I am joining Parallel Web Systems to lead GTM with Liam H. Mulcahy. Why Parallel? - People -- Travers Nisbet and Parag Agrawal are a rare combination --> have seen / done it before and have a clear view on what the future will be. Insanely excited to partner with them to build the next great GTM organization in tech. - Audacity of the mission -- we are rebuilding the internet for the new world of agents. The scale of ambition is massive. The goal isn't to be a dominant application -- it's to be the foundational building blocks that the new internet is built on as agents scale internet searches multiple orders of magnitude. - Technology -- The " (https://www.linkedin.com/posts/grahammoreno_incredibly-excited-and-happy-to-announce-activity-7444364223679229952-fSfA) - Current role is Head of GTM at Parallel Web Systems at Parallel Web Systems. (https://www.linkedin.com/in/grahammoreno) - LinkedIn post (verbatim): "I’m happy to share that I’m starting a new position as VP, Majors at Cognition! Looking forward to partnering with our largest customers on the future of software!" (https://www.linkedin.com/posts/grahammoreno_im-happy-to-share-that-im-starting-a-new-activity-7424122160891465728-U63h) - Graham Moreno leads go-to-market at Parallel Web Systems. (https://www.antoinebuteau.com/lessons-from-graham-moreno/) - He previously scaled Windsurf's GTM organization from three sellers to seventy-five in under a year. (https://www.antoinebuteau.com/lessons-from-graham-moreno/) - At Parallel, Moreno says AI-assisted CRM updates make accurate opportunity records easier for reps while giving leaders the data they need. (https://www.antoinebuteau.com/lessons-from-graham-moreno/) - At Parallel, Moreno says an AI-native buyer may traverse in five to eight business days a process that could take six to eight weeks in a conventional enterprise. (https://www.antoinebuteau.com/lessons-from-graham-moreno/) - At Windsurf, teams traveled to customer offices for discovery, training, and change management rather than leaving enterprise adoption to a software marketplace. (https://www.antoinebuteau.com/lessons-from-graham-moreno/) - Graham Moreno is VP Worldwide GTM at Parallel Web Systems. (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Graham hired Nicole Rettinger at Windsurf as an enablement hire who changed the company's trajectory. (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Danny McCabe, who came from Nicole Rettinger's team, now leads enablement at Parallel. (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - At Windsurf, Graham hired partner leader Gardner Johnson knowing it would take 18 to 24 months to get meaningful throughput from the partner motion. (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Graham said he got the data piece wrong at Windsurf, which he called 100 percent his responsibility. (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Graham said Windsurf went a little too wide on partners and could have been more effective a quarter or so earlier with bigger bets in fewer places. (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Graham said Windsurf chose to win the Fortune 500 rather than fight Cursor on product-led growth. (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Graham noted Cognition's partner org is now doing well. (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Graham said his best hires at Grafana and Windsurf often did not [text truncated in provided window]. (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Graham described Parallel's CLI pulling deep research briefs that connect to his calendar before meetings, and reps updating Salesforce by messaging Claude with their notes. (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Graham Moreno architected the GTM motion at Windsurf through its acquisition by Cognition. (https://review.firstround.com/listen-why-ai-makes-great-salespeople-matter-evemore/) - Graham Moreno is the head of GTM at Parallel Web Systems. (https://review.firstround.com/listen-why-ai-makes-great-salespeople-matter-evemore/) - While at Windsurf, Moreno collected data on the outcomes of structured rollouts and in-person enablement and found they were far more successful compared to when customers were given the tools and left to self-serve. (https://review.firstround.com/listen-why-ai-makes-great-salespeople-matter-evemore/) - At Windsurf, they heard feedback that no other AI company was sending people to roadshows or being that hands-on with customers. (https://review.firstround.com/listen-why-ai-makes-great-salespeople-matter-evemore/) - Graham Moreno is Windsurf's VP of Global Sales and stepped into the role of President. (https://devin.ai/blog/windsurfs-next-stage) - Graham Moreno has been the undeniable driving force for Windsurf's enterprise business, which has grown at a rate few enterprise software businesses have. (https://devin.ai/blog/windsurfs-next-stage) - Windsurf serves thousands of enterprises and millions of developers. (https://devin.ai/blog/windsurfs-next-stage) - Jeff Wang, Windsurf's Head of Business, stepped into the role of interim CEO; Jeff has been part of Windsurf's journey since mid-2023. (https://devin.ai/blog/windsurfs-next-stage) - Varun, Douglas, and some members of Windsurf's R&D team will join Google as part of an agreement between Windsurf and Google. (https://devin.ai/blog/windsurfs-next-stage) - Graham Moreno is VP of Worldwide Sales at Windsurf (previously Codeium). (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - Windsurf scaled its go-to-market team from 3 to 75 in just under a year. (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - Windsurf was recently valued at over $1 billion. (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - Codeium's initial team included talent from MongoDB, Grafana, Airtable, and Snowflake. (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - Codeium's earliest enablement leader had previously built programs at MongoDB and Datadog. (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - 7 out of 10 early sales hires exceeded their annual quotas at Codeium. (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - Codeium's first product generates 45% of the code written by developers. (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - Codeium's newest agentic IDE is Windsurf AI, allowing non-technical users to build applications in minutes. (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - Graham joined Codeium in early 2024, when the go-to-market team consisted of just three individual contributor sellers. (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - When Graham joined, Codeium had roughly 200 customers and low single-digit millions in revenue. (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - Quote: "Hire enablement early first. Like if you get a great enablement person and like Nicole Rettinger at Windsurf was amazing." (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Quote: "we were never going to win PLG. Cursor did a better job of that than any company in history but we knew early on that we could win Enterprise." (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Quote: "you can kind of make it up to 100 million or so and then after that it all breaks if you don't have the data instrumented correctly." (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Public headline says "Head of GTM at Parallel Web Systems". (https://www.linkedin.com/in/grahammoreno) - LinkedIn post about a Windsurf customer (verbatim): "The (mountain) man, the myth, the legend -- Gardner Johnson saved himself (and us) $150K in 6 hours using Windsurf. Tons of stories like this out there but this one has a special place in my heart." (https://www.linkedin.com/posts/grahammoreno_how-windsurf-saved-me-150k-in-6-hours-activity-7321606036417622020-W_Qd) - Quote: "90% of the 75 people we hired came from referrals and direct outreach from our leadership team" (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - Quote: "If you don’t own your own outcome, you’re going to struggle long term" (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - Quote: "If you’re scaling fast, don’t throw sand in the gears" (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - Moreno recounts a rep who taught a customer champion's child guitar over Zoom. (https://www.antoinebuteau.com/lessons-from-graham-moreno/) - Moreno says putting tools in an internal marketplace without guided training produced weaker enterprise adoption than structured rollouts. (https://www.antoinebuteau.com/lessons-from-graham-moreno/) - Graham described MongoDB's new-seller onboarding: first six weeks of e-learning with quizzes, a boot camp with a quiz on entry and competition attended by senior executives including the CFO, advanced sales training about six months in, then kickoff, with content split by role because an SE and an AE need different things. (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Graham uses Claude Cowork to draft his weekly company recap email from CRM and notetaker data via API, then spends an hour or two editing it. (https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm) - Graham Moreno was a global VP at Grafana Labs. (https://review.firstround.com/listen-why-ai-makes-great-salespeople-matter-evemore/) - Moreno describes how a sales cycle that takes six to eight weeks in enterprise compresses down to five business days with an AI-native buyer. (https://review.firstround.com/listen-why-ai-makes-great-salespeople-matter-evemore/) - Moreno says that when you split go-to-market into separate pillars, this creates organizational drift because no one person owns the full customer relationship. (https://review.firstround.com/listen-why-ai-makes-great-salespeople-matter-evemore/) - One of Moreno's core philosophies is that a great go-to-market system raises the floor and introduces predictability while still leaving space for exceptional people to use their judgment to delight the customer. (https://review.firstround.com/listen-why-ai-makes-great-salespeople-matter-evemore/) - Moreno's opinion is counterintuitive to how most sales organizations are operating right now — the fundamentals of great selling are becoming the only real edge in the age of AI. (https://review.firstround.com/listen-why-ai-makes-great-salespeople-matter-evemore/) - Brett Berson (First Round) publicly called him one of "a small number of elite go to market leaders", amplified by Parallel CEO Parag Agrawal. (https://x.com/paraga/status/2057520992541708596) - Building, scaling, and leading top performing GTM organizations; this comes from the profile summary and preserves the person's own positioning. (https://www.linkedin.com/in/grahammoreno) - The CRO Confidential episode was hosted by Sam Blond. (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - The article was authored by Amelia Ibarra. (https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/) - Previous roles include VP, Worldwide GTM at Cognition; President at Windsurf; VP, Worldwide GTM at Windsurf; Area Vice President, Central, Southeast, & LatAm at Grafana Labs; Regional Vice President, Central, Southeast, & LatAm at Grafana Labs; Regional Vice President, West & APJ at Grafana Labs; Director, Enterprise Sales, Western North America, APAC, ANZ at Grafana Labs; Regional Director, Enterprise (Central / Western North America) at Grafana Labs. (https://www.linkedin.com/in/grahammoreno) - Education history includes Bachelor of Science (B.S.), history, Boston College. (https://www.linkedin.com/in/grahammoreno) - Previous roles include Head of GTM at Parallel Web Systems at Parallel Web Systems; Investor / Partner at Rocky Mountain Watches; Limited Partner at GTMfund; VP, Worldwide GTM at Cognition; President at Windsurf; VP, Worldwide GTM at Windsurf; Area Vice President, Central, Southeast, & LatAm at Grafana Labs; Regional Vice President, Central, Southeast, & LatAm at Grafana Labs. (https://www.linkedin.com/in/grahammoreno) - Location is Austin, Texas, United States. (https://www.linkedin.com/in/grahammoreno) ## Experience - Head of GTM at Parallel Web Systems at Parallel Web Systems - Austin, Texas Metropolitan Area (Mar 2026 - Present): Building the GTM org that is changing how companies access and use the internet - Investor / Partner at Rocky Mountain Watches (Jan 2025 - Present) - Limited Partner at GTMfund - Austin, Texas Metropolitan Area (Jan 2023 - Present) - VP, Worldwide GTM at Cognition - Austin, Texas Metropolitan Area (Sep 2025 - Mar 2026): Building teams delivering the future of productivity to our customers. Responsible for sales, pre-sales, post sales, enablement, field marketing, sales development, and partner organizations. - President at Windsurf - Austin, Texas Metropolitan Area (Jul 2025 - Sep 2025): ***acquired by Cognition*** - VP, Worldwide GTM at Windsurf - Austin, Texas Metropolitan Area (Feb 2024 - Jul 2025) - Area Vice President, Central, Southeast, & LatAm at Grafana Labs - Austin, Texas Metropolitan Area (May 2023 - Feb 2024): 2nd and 3rd line responsibility for our teams covering TOLA, the Great Lakes, Southeast, and LatAm. - Q1 FY'24 -- #1 team globally - Regional Vice President, Central, Southeast, & LatAm at Grafana Labs - Austin, Texas Metropolitan Area (Sep 2021 - Apr 2023): 2nd and 3rd line responsibility for our teams covering the Rockies, TOLA, North Central, Southeast, and LatAm. - Q4 FY'22 -- #1 team globally - Regional Vice President, West & APJ at Grafana Labs - Austin, Texas Metropolitan Area (Apr 2021 - Sep 2021): 2nd line responsibility for 3 Enterprise Sales teams (20 sales reps) across Western NA / APJ - President's Club (1st President's Club @ Grafana Labs) - Q1 FY'22 -- #1 team globally - Q2 FY'22 -- #1 team globally - Director, Enterprise Sales, Western North America, APAC, ANZ at Grafana Labs - Austin, Texas Metropolitan Area (Nov 2020 - Apr 2021): Responsible for 15 sellers across three teams in Central / Western North America, APAC, and ANZ - Regional Director of the Year Award, FY'21 - #1 team globally, FY'21 - Regional Director, Enterprise (Central / Western North America) at Grafana Labs - Austin, Texas Area (Jan 2020 - Nov 2020) - Director, WW Sales at Grafana Labs - Greater New York City Area (Jul 2019 - Jan 2020): FY'20 - 147% average rep performance to quota - grew team from 1 to 14 Enterprise Account Executives - 4 largest deals in company history - 2x+ ASP - Director of Sales, Americas at Grafana Labs - Greater New York City Area (Jan 2019 - Jul 2019): H1, FY'20 -- #1 team globally, Average rep performance to quota of 180% - Investor / Board Member at Athletes.gg Inc - Austin, Texas Area (Jan 2019 - Dec 2022) - Senior Account Executive at MongoDB - Austin, Texas Area (Jan 2017 - Jan 2019): 152% attainment, FY'19 President's Club, FY'18, Top 5 globally - Head of Sales Development, North America at MongoDB, Inc. - Austin, Texas Area (Jan 2016 - Dec 2016): #1 SDR Team Globally (110% of annual number) - Decreased ramp time by 50% - Increased average productivity per rep 33% / decreased inbound response time over 10x - Grew team from 6 to 14 - Founding Team, VP of Sales and Operations at Help.com - Austin, Texas Area (Sep 2015 - Dec 2015): As VP of Sales and Operations at Help.com I am responsible for the strategy, execution, and outcome of all customer facing initiatives and goals. That includes business development, customer success, marketing, sales, lead generation, and people operations. - Founding Team, Business Operations at Help.com - Austin, Texas Area (Aug 2014 - Sep 2015): As the third employee at Help.com, I am responsible for all business related matters not directly dealt with by our CEO. From recruiting, to marketing, to product strategy, I'm heavily involved in all levels of the business. - Middleware Account Executive at Oracle - Austin, Texas Area (Jun 2014 - Jul 2014): Responsible for enterprise accounts in Canada, including the largest banking, energy, and insurance companies in the country. Tasked with growing Oracle's presence and relationships in key accounts and expanding Oracle's middleware footprint. - Account Executive at Oracle - Austin, Texas Area (Jul 2013 - Jun 2014): Responsible for fifteen key accounts and three hundred general accounts in Arkansas and Tulsa, Oklahoma. Instrumental in reviving an untapped territory and introducing Oracle into one of the largest accounts in the country. Carrying a quota that is 10% of the expected total revenue in the Texas, Oklahoma, Louisiana, Arkansas region for my line of business. - Intern at Achvr - Greater Boston Area (Apr 2013 - May 2013): Created the consumer response method specified to ACHVR's goals and methods. Collaborated with employees to create a dynamic, inclusive response system that allowed consumers concerns and ideas to be promptly dealt with. Inputted new data into the server to be added to the public site. - Strategic Planning Intern at MEC - New York City (Jun 2012 - Aug 2012): Gathered category info for CPGs and how they pertain to the Hispanic market. Did competitive research and POVs for Miracle-Gro's and Ortho's competitive landscape to help the Research & Insights Lead analyze the competitive landscape. - Talent Intern at Boston Casting - Greater Boston Area (Sep 2010 - May 2011): Planned and executed auditions. Vetted out and invited actors to audition. Helped facilitate day to day operations including but not limited to creating and implementing audition schedules, selecting talent for certain roles, and on set support during shooting. Responsible for sales, pre-sales, post sales, enablement, field marketing, sales development, and partner organizations. President's Club, FY'18, Top 5 globally ## Education - Boston College - Bachelor of Science (B.S.), history ## Sources - https://www.linkedin.com/in/grahammoreno - https://devin.ai/blog/windsurfs-next-stage - https://www.saastr.com/cro-confidential-how-codium-built-a-billion-dollar-ai-company-and-a-winning-sales-machine-with-vp-of-worldwide-sales-graham-moreno/ - https://review.firstround.com/listen-why-ai-makes-great-salespeople-matter-evemore/ - https://www.linkedin.com/posts/grahammoreno_cognitions-acquisition-of-windsurf-cognition-activity-7350596196056375296-cY9O - https://www.antoinebuteau.com/lessons-from-graham-moreno/ - https://x.com/paraga/status/2057520992541708596 - https://www.linkedin.com/posts/grahammoreno_how-windsurf-saved-me-150k-in-6-hours-activity-7321606036417622020-W_Qd - https://www.operatorssaid.com/episodes/419-sales-mafias-what-made-mongodb-great-w-graham-moreno-vp-worldwide-gtm - https://www.linkedin.com/in/grahammoreno?miniProfileUrn=urn%3Ali%3Afsd_profile%3AACoAAAfbLM0BBQNyd3tvBRj-yYgnVJ5vpX9nwa4 - https://x.com/sandeepDshah/status/1946386639854473347 - https://www.linkedin.com/in/fenilsuchak?miniProfileUrn=urn%3Ali%3Afsd_profile%3AACoAACA4xj0B8rKGyKWxtWJrl1m2lyo93Ef0gOQ - https://www.youtube.com/watch?v=iHzFgVS9ngM - https://www.youtube.com/watch?v=eB_ZISb4EWE - https://www.linkedin.com/company/parallel-web/posts - https://www.linkedin.com/posts/grahammoreno_incredibly-excited-and-happy-to-announce-activity-7444364223679229952-fSfA - https://www.linkedin.com/posts/grahammoreno_im-happy-to-share-that-im-starting-a-new-activity-7424122160891465728-U63h Researched with Autumn (https://www.autumn.ai) from public sources. Updated 2026-11-04. Profile: https://www.autumn.ai/resources/cognition/people/graham-moreno · Everyone at Cognition: https://www.autumn.ai/resources/cognition/people