Driving Revenue Through Strategy & Execution.
A selection of key commercial initiatives and case studies from my career — from AI-powered sales automation to billion-dollar pipeline management. Each represents a real challenge tackled with strategy, data, and relentless execution.
2023
AI-Powered Sales at Mercado Livre
Led the implementation of AI-driven lead qualification within Mercado Livre's Inside Sales operation for SMB and Long Tail segments. The initiative delivered a 35% reduction in Customer Acquisition Cost (CAC) while maintaining conversion performance — proving that intelligent automation and human sales execution are more powerful together.
2022
R$1 Billion GTM Strategy — Mercado Livre SMB
Designed and executed a comprehensive Go-To-Market strategy for Mercado Livre's SMB and Long Tail segments, managing a sales pipeline of R$ 1 billion in annual TPV. Built and led a team of 50+ inside sales representatives across televendas, digital funnel, and consultative sales channels using SPIN Selling and Predictable Revenue frameworks.
2020
SMB Growth & CRM Strategy — Cielo Pequeno Varejo
Managed the full customer lifecycle for Cielo's small retail (Pequeno Varejo) segment, covering acquisition, activation, revenue growth, digital engagement, churn reduction, and NPS improvement. Developed pricing models through rigorous P&L and NPV analysis, using A/B testing (addressed base vs. control groups) to validate commercial hypotheses before broad rollout.
2021
Digital Transformation — Cielo Partner Ecosystem
Led the digital transformation of Cielo's partner ecosystem, spanning both physical and e-commerce channels. Conducted feasibility studies, defined MVP and End Game scopes, and evaluated business cases, implementation costs, and technical requirements for each partner integration — accelerating Cielo's digital revenue capture from new and existing merchant relationships.
