GTM Engineer · Revenue Systems

I turn complex sales motions into repeatable revenue systems.

GTM Engineer with 9+ years of frontline revenue experience across Brazil and Europe, combining sales strategy, CRM, data, automation and AI to improve how teams build pipeline, make decisions and scale execution.

I have carried the number, led sales teams and built the systems behind the motion.

View selected work Explore my experience View résumé

Rio de Janeiro, Brazil · Global remote · EU citizen · Portuguese · English · Spanish

148%

peak monthly quota attainment

Full-cycle partner acquisition at ClassPass, Brazil

AE company-wide by MRR

Two consecutive months at Amenitiz, Portugal market

person sales organization led

As Head of Sales at Vento Fresco

30%

year-over-year revenue growth

Under commercial processes I structured and led

Impact

How I create impact across revenue teams

Clarify the revenue motion

I map how revenue is actually generated, identifying ICP gaps, inconsistent qualification, unclear ownership, inefficient handoffs and hidden operational dependencies.

Problem: Teams execute hard without a shared picture of where the funnel actually breaks.
Outcome: Leadership and sellers agree on where the motion leaks and what to fix first.

Turn sales knowledge into systems

I transform individual seller knowledge, objection handling and qualification logic into repeatable processes, playbooks and decision systems.

Problem: Best practices live in the heads of a few top performers and leave with them.
Outcome: The playbook becomes organizational, so ramp is faster and quality is consistent.

Remove operational friction

I reduce repetitive research, follow-up, scheduling and CRM administration so commercial teams can spend more time on conversations and decisions.

Problem: Sellers spend most of the day on admin instead of selling.
Outcome: More time in real conversations, with the CRM staying current on its own.

Improve pipeline quality

I design clearer qualification, prioritization, routing and next-action logic to help teams focus on the right accounts and opportunities.

Problem: Pipelines fill with poorly qualified deals that consume time and distort forecasts.
Outcome: Teams work the right accounts, and pipeline reviews reflect reality.

Connect execution to measurement

I define the signals, funnel metrics and feedback loops required to understand whether a GTM motion is actually improving.

Problem: Activity is visible but nobody can say whether the motion is getting better.
Outcome: Decisions run on funnel evidence instead of anecdote.

Method

How I work

Diagnose

Understand how the motion really works before touching anything.

Map the customer journey
Review funnel data
Understand seller workflows
Identify bottlenecks
Interview stakeholders
Separate process problems from technology problems

Design

Decide the operating model before selecting any tool.

Define ICP and segmentation
Structure qualification
Establish ownership
Design handoffs
Create cadences
Define human decision points
Select the appropriate technical solution

Operationalize

Build the system and make it part of how the team works.

Build workflows
Configure CRM logic
Create playbooks
Implement automation
Integrate AI
Document the operating model
Train users

Measure

Prove the motion is improving, then keep improving it.

Instrument the funnel
Define success metrics
Review adoption
Analyze conversion
Identify failure points
Improve the system continuously

Capabilities

Skills and capabilities

Full capabilities

GTM Strategy

Applied when a motion needs direction before execution: defining who to sell to, in what order and with which play.

ICP definition · Market segmentation · Account prioritization · Territory planning · Sales motion design · Marketplace expansion

Revenue Operations

Applied when the funnel needs structure: clear stages, ownership, routing and numbers leadership can trust.

Funnel architecture · Qualification frameworks · Lead routing · Opportunity stages · Pipeline visibility · Forecasting

Sales Execution

Nine years of carrying the number across the full cycle, from cold outreach to close and onboarding.

Outbound prospecting · Discovery · Consultative selling · Objection handling · Negotiation · Closing

AI and Automation

Applied to remove repetitive work while keeping human judgment where it creates value, with guardrails and evaluation built in.

AI-assisted prospecting · Lead research · Account enrichment · Scoring and classification · Conversation support · Workflow automation

Data and Systems

The technical foundation: enough engineering to build working systems and read the data behind the funnel.

SQL · BigQuery · PostgreSQL · MySQL · Python · Data modeling

Leadership and Enablement

Applied when the constraint is people and process: making a team faster to ramp, easier to coach and aligned across functions.

Sales team leadership · Process documentation · Onboarding · Coaching · Stakeholder interviews · Cross-functional alignment

Selected Work

Systems and operating models designed to solve real revenue problems

Operational interface of the partner acquisition system: prioritized inbox, WhatsApp conversation, AI-suggested reply awaiting human approval and lead intelligence panel — Operational interface used to prioritize accounts, support conversations, coordinate follow-up and maintain CRM visibility.

GTM Systems · AI-Enabled Sales Operations · Marketplace Expansion

Scaling a WhatsApp-First Partner Acquisition Motion

A partner acquisition motion in Brazil relied heavily on WhatsApp, high-volume prospecting and significant manual seller effort. I redesigned the operating model and built an AI-assisted system to support research, prioritization, outreach, follow-up, scheduling and CRM synchronization.

During the measured 31-day production period, the system supported a motion that processed 1,758 leads and 11,925 messages, held a 25.1% reply rate and generated 84 signed partner contracts, with human approval required at the final contract stage.

Read the case study Interactive demo

All selected work

Experience

Nine years in frontline revenue

Full experience

ClassPass

Field Account Executive · Jan 2026 – Present

Full-cycle partner acquisition in Brazil at 120%+ quota, peak 148%.

148% Peak monthly quota25.1% Reply rate (1,758 leads)

Amenitiz

Account Executive · Jul 2023 – Sep 2025

#1 AE company-wide by MRR for two consecutive months; promoted from SDR to AE in seven months.

#1 AE company-wide by MRR€20k+ New MRR generated

Vento Fresco

Head of Sales · May 2017 – Jul 2023

From 80+ cold calls a day to leading a 30-person sales organization through 30% year-over-year growth.

30 Person sales org led30% YoY revenue growth

For hiring teams

How I can help your team

For Sales teams

Reduce seller administrative work
Improve account prioritization
Create consistent qualification
Turn best practices into repeatable workflows
Improve pipeline visibility
Accelerate onboarding and ramp

For Revenue Operations

Map and redesign funnel processes
Improve CRM structure and governance
Create routing and ownership logic
Connect fragmented tools
Define reliable reporting
Reduce manual operational work

For Growth teams

Connect acquisition strategy to sales execution
Improve lead quality
Build feedback loops between campaigns and revenue
Structure experimentation
Create better segmentation and personalization

For Partnerships and Marketplaces

Scale partner acquisition
Prioritize regions and account profiles
Improve onboarding flows
Build repeatable expansion motions
Connect partner activity to commercial data

For Leadership

Translate strategy into operating systems
Identify where processes break
Improve visibility without unnecessary bureaucracy
Determine where AI can generate value
Build systems commercial teams will actually adopt

What becomes better

Teams gain clearer processes
Sellers spend less time on repetitive work
Leadership gains better visibility
Commercial knowledge becomes less dependent on individuals
AI is applied with real business context
Strategy becomes operational and measurable

ToolsSalesforceHubSpotClaySupabase / PostgreSQLSQLBigQueryPythonn8nCloudflare WorkersTwilio WhatsAppCalendlyDeepSeekAnthropicWhisper (Workers AI)React / TanStackGit / GitHub

The tools support the strategy. They are not the strategy.

Looking for someone who can connect GTM strategy to execution?

I bring the perspective of someone who has carried the number, led a sales organization and built the systems behind the motion.

View résumé Contact me Explore selected work

Open to GTM Engineering, Revenue Operations, Sales Engineering and AI-enabled revenue roles.