Tulio Magalhães

Coordenador de Inteligência de Negócios

2024

Limited Partner

2022

Limited Partner at SaaSHolic Fund II. Saasholics is a Venture Capital firm that specializes in investing in early-stage Latam SaaS companies.

Sales Manager

2023 - 2024

SaaS Sales Manager Leading the growth of TuTo through a highly effective sales and pre-sales team. Currently leading: A team of 5: 2 salespeople and 3 SDRs. Main responsibilities: - Creating and implementing sales and pre-sales playbooks (Inbound and Outbound). - Defining the sales team's framework (BANT, SPIN, GPCT or SPICED). - Developing the CRM Blueprint, mapping phases and important data in HubSpot. - Generating qualified lists for prospecting through Apollo.io. - Setting goals and monitoring team performance. - Strategically analyzing the pipeline and implementing measures to achieve the desired results. Achievements: - Implementation of the Outbound project: - Developed the ICP (Ideal Customer Profile). - Created the Value Proposition Canvas. - Defined personas in conjunction with Rev2b consultancy. - Developed the SDR playbook. - Increased the volume of activities by 88.3% compared to the previous period. - Increased the volume of diagnostic meeting scheduling by 20%. - Reduced the average lead contact time by 30%. - Reduced the average meeting scheduling time by 43%. - Sales results since the beginning of management: - 833k in the last 5 months. Skills and qualifications: - Proven experience in managing SaaS sales teams. - Deep knowledge of B2B sales techniques and strategies. - Ability to create and implement sales and pre-sales playbooks. - Analytical and strategic skills to drive team growth. - Excellent communication and leadership skills.

Senior Account Executive

2023 - 2023

Enterprise Account Executive

2023 - 2023

Tired of stapling countless receipts and expense reports, getting lost in envelopes full of receipts, or spending hours analyzing expenses? Meet Espresso! Espresso is a platform that streamlines and makes transparent the entire process of employee reimbursements, advances, and expense reporting. Just take a photo of the receipt and Espresso automatically fills in the information. The system then verifies if company policies are being followed, preventing fraud. Finally, the approver reviews expenses directly on their phone and can also receive this information in any ERP on the market. Key activities: - Responsible for developing the enterprise sales strategy within Espresso; - Co-participation in the development of prospecting strategy alongside the Espresso outbound team; - Development of enterprise sales playbooks; - Develop sales through customer relationship building, using sales techniques such as: SPIN Selling, SPICED (Winning by design), GPCTBA & CI, BANT, etc; Tools used: - Ploomes CRM; - Speedio.

Senior Account Executive & Account Manager

2022 - 2022

At BossaBox we help companies to scale the development of their products through Squad as a Service. Our community is made up of over 27,000 product professionals who are recruited through our platform and operate through the best software development processes. The result of these factors is a complete product team ready to help your business in 2 weeks. Main activities: - Full Cycle sales: Outbound prospecting, discovery, negotiation, closing sales and alignment with the CS team; - Creation of the Full Cycle playbook; - Product methodologies; - Account Management; - Enteprise Sales: Account Based Marketing, Outbound sales, Inbound Sales;

Sales Manager - Brazil

2021 - 2022

eStoreMedia™ is the leading provider e-commerce analytics and content management solutions for product manufacturers. Our e-commerce solution set consists of four integrated products; e-commerce research and analytics solutions eStoreCheck™, eStoreJourney™ and eShopper Review Analysis™; and online content management and distribution platform eStoreContent™. Delivered within the e-Commerce Perfect Store methodology they enable product manufacturers to identify gaps, prioritize actions, and execute in the online channel, to engage shoppers and grow online sales. Find out more at estoremedia.com As a Brazil BDM, I will be responsible of: - Building and scalling Brazil Pre-sales and Sales strategy; - Understand and structure an Enterprise approach; - Account Based Sales and prospecting; - Build sales playbook and Brazilian strategy playbook;

Enterprise Account Executive - Senior

2021 - 2021

- Development of a new sales channel at Pipefy; - Construction of Outbound campaigns; - Support and Coaching of the BDR team; Results: - Team growth from 5 to 12 people; - Responsible for participating in the hiring, onboarding and coaching new members; - Generated 12k MRR USD in 1 year <> 144K ARR; - 100% of monthly quotas achievement; - Perfomance grade over a year: 125% - Hiring new AE's in the Outbound team; - Account Mapping, Account Based Marketing, BANT strategies, etc;

Global Account Executive

2020 - 2021

Pipefy is the workflow management software that increases team productivity and standardizes processes for teams like Finance, HR and Customer Service, so those requesting services, processing requests and managing the operation are more efficient. Through a low-code/no-code platform, Pipefy allows workers to independently automate manual tasks, move fast with ready-to-use, customizable workflows and deploy their own solutions. Digitally transform your processes in a matter of hours, not weeks or months. Responsible for the full-life sales cycle, including: - Delivering product demos to provide the client with a better understanding of our service; - Running proof of concept (POC) with companies that have more complex processes; - Recommending creative ways to get the most out of Pipefy. - Experience with tools: SalesLoft, SalesForce, Apollo.io, etc; - Working with global accounts around the world; Ramp-up goal achievement: - 177% of expected

Senior Account Executive

2019 - 2020

Responsible for the growth and development of Rock Content's new business unit: - Creation of Commercial Strategy, tactical development, and execution - Chat, Email and Phone Sales - Inbound Sales and Outbound Sales - Sales team development - Mentoring and coaching new staffs - Set and achieve growth goals Results: 720.000,00 ARR 108% Retention

Sales Development Representative - Outbound Enterprise

2019 - 2019

Account Based + Inbound sales + Outbound sales focused on corporate companies (more than 1000 employees): - Account Mapping Development for corporate companies; - Analysis / evaluation of digital marketing strategies for companies; - General analysis of corporate financial and administrative data; - Discussion of companies' digital marketing strategies with area managers; - Participation in the development of the Account Based Marketing strategy; - Outbound Sales; - Inbound Sales;

Outbound Sales Development Representative

2018 - 2019

Critério de promoção: desempenho médio em 5 meses> 135% < Prospecção Outbound conversando com gerentes comerciais/marketing das principais contas para parceria com o Rock Content: - Prospecção Multicanal (E-mail, Telefone, Whatsapp, Linkedin); - Análise / avaliação de estratégias de marketing digital das empresas e discussão com os responsáveis ​​pela área; - Auxiliar na definição de um método de prospecção mais eficaz para vendas externas, definindo prioridades e processos; - Participação no curso "Vendas e Marketing para Agências Parceiras". Palestra sobre Processos de Prospecção Outbound

Sales Development Representative

2018 - 2018

- Inbound and Outbound Prospecting - Business Intelligence - Indicator Evaluation - Inside Sales - Strategic Support - Dynamics CRM Tool Management Support - Consultative and Transactional Sales - Proposal Development - Customer Service