Expert Details
Revenue Operations & SaaS Operations
ID: 739594
United Kingdom
His expertise lies in crafting and executing effective go-to-market strategies, surpassing aggressive growth goals, and fostering seamless collaboration across Sales, Marketing, Customer Success, Services, and Product/Engineering functions. He is highly skilled in optimizing sales processes, utilizing data-driven insights, and implementing impactful enablement strategies.
Throughout his career, he has consistently delivered exceptional results, whether it's increasing conversion rates, improving decision-making through comprehensive reporting, or enhancing net revenue retention. Expert has a strong ability to translate business needs into tailored solutions, mentor and develop teams, and drive revenue generation. With a customer-centric approach and a passion for delivering exceptional experiences, he brings a unique blend of strategic vision, operational expertise, and leadership acumen. Expert thrives in fast-paced, high-growth environments, and is eager to make a significant impact in any organization.
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 2017 | Degree: MBA | Subject: Branding and Consumer Behavior Specialization | Institution: Business School Sao Paulo, BSP |
| Year: 2017 | Degree: Executive Education | Subject: Marketing Strategy Planning & Execution | Institution: Harvard Business School |
| Year: 2016 | Degree: Executive Education | Subject: Business, Management, Marketing, and Related Support Services | Institution: Columbia University |
| Year: 2015 | Degree: Bachelor's | Subject: Marketing w Branding major | Institution: Escola Superior de Propaganda e Marketing, ESPM |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2023 to Present | Employer: Undisclosed | Title: VP Revenue Operations | Department: Operations |
Responsibilities:Lead and scale the RevOps teamConsultant |
|||
| Years | Employer | Title | Department |
| Years: 2022 to 2023 | Employer: Capmo | Title: VP Revenue Operations | Department: Operations |
Responsibilities:Lead and scale the revops teams |
|||
| Years | Employer | Title | Department |
| Years: 2021 to 2022 | Employer: Capmo | Title: Director of Revenue Operations | Department: |
Responsibilities:- Implemented clear opportunity qualification criteria, resulting in an increase in SDR conversion rate from 2% to 16%.- Developed a full-funnel reporting view to drive better decision-making based on replicable insights. - Designed an SMB program that contributed an average of 60% of total New Business revenue per month. - Introduced Customer Health Score, leading to increased Net Revenue Retention from 98% to 110%. |
|||
| Years | Employer | Title | Department |
| Years: 2021 to 2021 | Employer: Medallia | Title: Director of Global Sales Operations | Department: |
Responsibilities: |
|||
| Years | Employer | Title | Department |
| Years: 2020 to 2021 | Employer: Decibel (acquired by Medallia) | Title: Director of Global Revenue Operations | Department: |
Responsibilities:- Established a company-wide rules of engagement policy, promoting alignment across commercial teams.- Created a full-funnel forecasting report to predict close rates and opportunity probability. - Improved demo to close rates from 30% to 40% through business and pipeline enablement. |
|||
| Years | Employer | Title | Department |
| Years: 2019 to 2020 | Employer: DueDil | Title: Director of Revenue Operations | Department: |
Responsibilities:- Translated business needs into tailored sales processes in Salesforce, optimizing workflows.- Trained 30 Sales Reps on effective processes, enhancing efficiency and speed. - Revamped reports and dashboards, provided actionable insights for leadership and C-levels. - Developed and implemented processes for SMB, Renewals, and New Business teams. - Implemented Salesforce Lightning Data application, generating a revenue increase of up to 200k in one year. |
|||
| Years | Employer | Title | Department |
| Years: 2018 to 2019 | Employer: Beamery | Title: Global Head of Revenue Operations | Department: |
Responsibilities:- Successfully implemented Salesforce Sales Cloud with multiple sales processes and record types.- Collaborated with stakeholders to define roles, profiles, and forecasting structure. - Implemented Customer Success software, improving customer health tracking and renewals forecasting. - Enhanced customer usage data storage and extraction, facilitating decision-making. |
|||
| Years | Employer | Title | Department |
| Years: 2017 to 2018 | Employer: Thomson Reuters | Title: Regional Revenue Operations Lead | Department: |
Responsibilities:- Provided support to 400+ Sales Reps and 20 managers, delivering KPIs and addressing project needs.- Contributed to Salesforce development and regression testing to ensure operational efficiency. - Conducted requirements workshops, translating business needs into system enhancements. |
|||
| Years | Employer | Title | Department |
| Years: 2016 to Present | Employer: Undisclosed | Title: Revenue & SaaS Operations Advisor and Mentor | Department: |
Responsibilities:- Assisted over 50 customers with their Revenue Operations needs, providing guidance and advice on Tech and SaaS.- Mentored individuals and teams, sharing knowledge and best practices. |
|||
| Years | Employer | Title | Department |
| Years: 2014 to 2017 | Employer: Salesforce | Title: Regional Sales Strategy & Operations Lead | Department: |
Responsibilities:- Developed corporate business strategy, optimizing key metrics and increasing efficiency by 50%.- Trained over 200 Sales Reps on Salesforce best practices and operational processes. - Implemented a data quality program, organizing and managing 80,000 accounts across 22 territories. |
|||
| Years | Employer | Title | Department |
| Years: 2012 to 2014 | Employer: Kimberly Clark | Title: Senior Regional Operations Manager | Department: |
Responsibilities:- Managed a $2,000,000 budget and oversaw purchase orders and information extraction from SAP.- Led product line redesign and Brazilian market launch, resulting in a 13% increase in market share. |
|||
Career Accomplishments
| Licenses / Certifications |
|---|
| Salesforce Certified Administrator (ADM-201) Salesforce Certified Sales Cloud Consultant (CRT-251) |
Language Skills
| Language | Proficiency |
|---|---|
| English | Native |
| Portuguese | Native |