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Pedro Lacerda
Experience

Nine years in frontline revenue

SDR to Account Executive to Head of Sales, across Brazil and Barcelona. Results, progression and impact, not a list of responsibilities.

ClassPass

Jan 2026 – Present
Field Account Executive·Rio de Janeiro, Brazil

ClassPass runs a global fitness and wellness marketplace. The role is full-cycle partner acquisition and marketplace expansion across Brazil, a WhatsApp-first market, running the funnel end to end in Salesforce.

148%
Peak monthly quota
25.1%
Reply rate (1,758 leads)
84
Partner contracts
Highlights
  • Full-cycle partner acquisition: outbound, discovery, negotiation and onboarding.
  • WhatsApp-first sales motion tuned to Brazilian buyer behavior.
  • Salesforce operations across the entire funnel.
  • AI and automation applied to support research, prioritization and follow-up.
Full-cycle salesPartner acquisitionSalesforceAI-assisted outboundMarketplace expansion
Why it matters for GTM engineering

This is the operating context behind the partner acquisition case: the place where I learned, hands on, which steps are repeatable and which need commercial judgment.

Amenitiz

Jul 2023 – Sep 2025
SDR → Account Executive·Promoted in 7 months·Barcelona, Spain · Portugal market

Amenitiz builds B2B SaaS for independent hospitality. I started as an SDR and was promoted to Account Executive; the focus was full-cycle acquisition in the Portugal market, the company's smallest territory, entered from zero.

#1
AE company-wide by MRR
€20k+
New MRR generated
~55%
Demo-to-close conversion
Highlights
  • Promoted from SDR to AE in seven months.
  • #1 AE company-wide by MRR for two consecutive months.
  • Roughly 55% demo-to-close conversion at volume.
  • Supported and coached SDRs on qualification and discovery.
  • SaaS sales experience in a European market.
Full-cycle salesDiscovery & demoQualificationObjection handlingNew-market entry
Why it matters for GTM engineering

The qualification and objection logic that keeps conversion high at volume is exactly what a GTM system should encode, instead of leaving it in one rep's head.

Vento Fresco

May 2017 – Jul 2023
SDR → Account Manager → Head of Sales·Six years, three roles·Rio de Janeiro, Brazil

Six years and three roles at a B2B services company: high-volume outbound, then strategic account management, then leading the whole commercial organization as Head of Sales.

30
Person sales org led
30%
YoY revenue growth
~40%
Faster new-hire ramp
Highlights
  • Led a 30-person sales organization.
  • Supported 30% year-over-year revenue growth.
  • Reduced ramp time by approximately 40% with a structured onboarding path.
  • Structured processes, forecasting, onboarding and commercial routines.
  • Improved sales conversion through funnel instrumentation.
Sales leadershipForecastingFunnel instrumentationCoachingAccount management
Why it matters for GTM engineering

Instrumenting a 30-person funnel, deciding what gets measured and where, is the same measurement instinct behind the systems I build today.