Gabriel Pavão

Director of Sales @Brivia

🔥 Startup FounderBusiness Owner💼 C-level Executive👍 Sales & BizDev🗿 HR🧨 ConsultingCOOCustomer Success ManagerHR DirectorSales ManagerBusiness Development ManagerPartnerships ManagerHead of GrowthAssociatePartnerCEOCMOCSOAdvisorFounder

Gabriel Pavão is an experienced leader in the technology sector, specializing in digital transformation and innovation. He currently serves as the Director of Business at a major multinational technology company, where he leads strategic projects for global clients and develops innovative solutions in the B2C market. With a solid academic background from FIA, Gabriel has excelled in creating business partnerships that enhance efficiency and promote startup growth. Among his most notable achievements, Gabriel led the restructuring of sales and marketing for a technology startup, resulting in a 150% increase in annual revenue within just 18 months. He boasts a vast network of C-Level executives in major companies, which strengthens his ability to implement effective and sustainable strategies. In addition to his professional skills, Gabriel is committed to social responsibility and inclusion, aligning with values that seek positive societal impact. He is always looking for new challenges that allow him to apply his expertise in global and innovative environments.

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Work Background

Brivia | The Creative SmartechBusiness Director

Apr. 2024São Paulo, Brasil• Desenvolvimento de Negócios: Conduzo apresentações executivas para C-levels de TI, destacando nossas soluções tecnológicas inovadoras e casos de sucesso. Desenvolvo propostas comerciais e técnicas personalizadas, alinhadas às necessidades específicas de cada cliente. • Inovação em Estratégias: Desenvolvi um novo modelo de mapeamento da jornada do cliente, personalizado para as necessidades específicas de cada região, melhorando significativamente a retenção de clientes. • Gestão de Projetos e Equipes: Lidero equipes multifuncionais de vendas e projetos, promovendo uma cultura de alta performance e colaboração. Trabalho em estreita parceria com as equipes de Marketing, Produto e Sucesso do Cliente para criar estratégias integradas de go-to-market. • Desenvolvimento de Talentos: Implementei um programa de treinamento para executivos de vendas, focado em construção de relacionamentos e negociações complexas, elevando as habilidades de vendas da equipe. • Expansão de Mercado: Liderei iniciativas de expansão para novos segmentos de mercado, contribuindo para um crescimento substancial da receita em setores anteriormente inexplorados. • Liderança de Vendas: Gerencio uma equipe de alto desempenho em vendas corporativas, focada em clientes Fortune 1000. Implementei uma abordagem híbrida 'Hunter-Farmer' para otimizar a aquisição de novos clientes e a expansão de contas existentes. • Otimização de Processos: Liderei a implementação e otimização do HubSpot CRM, melhorando significativamente a eficiência do nosso processo de vendas. Realizo reuniões semanais de previsão para garantir alinhamento estratégico e cumprimento de metas.

Board ClubBoard Member

Nov. 2022São Paulo, BrasilBoard Club is a Professional Relationship Club composed of Advisors, C-Level Executives, and Entrepreneurs with the purpose of spreading Corporate Governance to all through networking, exchange of knowledge and experiences, supporting companies in the implementation or management of their Advisory or Administration Boards, as well as their committees.

HublieAdvisor Board

Oct. 2022 - Apr. 2024São Paulo, Brasil- Strategic Counseling Provides strategic guidance to help the company achieve its short and long term goals. Contributes with specific knowledge and experience in the IT and health recruitment industry. - Guidance and Support in Decision-Making Assists in making critical decisions, providing independent and unbiased perspectives. Supports management in solving complex problems and operational challenges. - Influence in Defining the Vision Participates in defining the company's long-term vision and business strategy. Assists in identifying growth opportunities and new markets. - Relationship with Stakeholders Helps build strong relationships with key stakeholders, including investors, customers, partners, and collaborators.

One ChoiceDirector of Operations

Apr. 2017 - Dec. 2021Brazil, São Paulo- Strategic Leadership Tasked with carrying out strategic planning, creating a short, medium, and long-term vision for the company. Conducted statistical data analyses, implemented technical recommendations, and made significant business impacts. -Technical and Administrative Management Acted as the owner of the strategy for each area, directing KPIs and OKRs. Experience in human resources management, including team structuring and the implementation of innovative projects. -Business Strategy Demonstrated experience in the B2B market, focusing on IT professional recruitment and selection. Responsible for setting goals, strategies, tactics, and specific actions to achieve established objectives. Monitored prices and margins, tracking results and trends through KPIs. -Business Development and Team Management Led the allocation of IT professionals and the management of international teams and projects. Developed new business innovation partnerships, managing a direct team of 250 multifunctional and multicultural collaborators.

DevoteamChief Revenue Officer (CRO)

Sep. 2013 - Apr. 2017Brazil, São Paulo- Leadership and Strategy Reporting directly to the Global Board of the Company, I developed and implemented the business strategy in the country, aligned with the global vision and objectives of the company. I was responsible for setting goals and KPIs, monitoring performance, and adjusting strategies as needed. - Operations I supervised all operations in the country, including sales, marketing, human resources, and finance. I managed relationships with customers and stakeholders, including prospecting for new customers and maintaining the existing portfolio. - Business Development and Growth I led the expansion of business in Latin America, resulting in a revenue increase of up to 60% and acquisition of new customers by up to 50%. I was responsible for service sales, including allocation of IT professionals, development and testing, and mobile projects. - Team Management I developed and led multidisciplinary teams, ensuring alignment with the global vision and objectives of the company. I implemented agile methodologies (Kanban and Scrum), promoting efficiency and adaptability within teams. - Additional Achievements I promoted an additional increase in revenue of up to 40% and an expansion in the acquisition of new customers by up to 30%. I have experience and skill in leading the implementation of complex projects, including SAP, Siebel, and Salesforce.

AltranCommercial Director

Aug. 2010 - Sep. 2013São Paulo Area, Brazil- Executive Leadership Reporting directly to the presidency, the professional led a team of 80 collaborators, fostering a positive and productive work environment. He coordinated and directed the commercial activity of the company, ensuring the implementation of commercial policies, objectives, and goals. - Business Development Responsible for market analysis and prospecting of new customers, contributing significantly to the growth of the company's customer base. He elaborated high-quality commercial proposals and performed post-sales monitoring to ensure customer satisfaction and long-term retention. - Account Management Monitoring of accounts and management of key accounts, ensuring a stable and long-lasting business relationship with customers. Responsible for redefining positions and functions, ensuring that the organizational structure is aligned with the company's business objectives. - Project Management Oversaw a project office, ensuring the effective implementation of commercial and strategic projects. - Key Achievements Achieved significant revenue increases, with a rise of up to 30% in sales and up to 20% in the acquisition of new customers.

CWI SoftwareSenior Business Executive

Jul. 2009 - Aug. 2010São Paulo Area, Brazil-Liderança Executiva Perfil sênior, com experiência em reportar diretamente à diretoria da empresa. Foi responsável por tomar decisões estratégicas, incluindo a definição de metas, planos e políticas comerciais. -Desenvolvimento de Negócios e Estratégia Liderou a análise de mercado, identificando tendências e oportunidades, fornecendo informações essenciais para a estratégia comercial da empresa. Definiu a estratégia comercial, focando na aquisição de novos clientes através da geração de leads e prospecção. Criou e implementou propostas comerciais eficazes, e realizou o monitoramento de pós-vendas para garantir a satisfação do cliente e retenção a longo prazo. -Vendas de Serviços Foi responsável pela venda de diversos serviços, incluindo Hunting, Alocação de Profissionais, Fábrica de Desenvolvimento e Fábrica de Testes. Demonstrou habilidades excepcionais em vendas, contribuindo para um aumento significativo nas receitas da empresa.

TQI ConsultoriaSenior Business Executive

Feb. 2007 - Jul. 2009São Paulo e Região, Brasil-Liderança Estratégica Perfil sênior com experiência em reportar ao Conselho da empresa, responsável por contribuir para a estratégia geral de negócios e crescimento. Usou a perspicácia comercial e a compreensão do mercado para influenciar a direção estratégica da empresa e impulsionar a mudança. -Desenvolvimento de Negócios Responsável pela análise de mercado, identificando oportunidades para crescimento e expansão. Definiu estratégias de negócios robustas e inovadoras, realizando a prospecção de novos clientes e geração de leads. Habilidades excepcionais em elaboração de propostas comerciais e monitoramento de pós-vendas, garantindo a satisfação do cliente e retenção a longo prazo. -Vendas de Serviços Encarregado das vendas de serviços, incluindo Hunting, Alocação de Profissionais, Fábrica de Desenvolvimento e Fábrica de Testes. Habilidades de negociação e vendas eficazes, resultando em uma maior conversão de leads e retenção de clientes.

5A ConsultoriaBusiness Manager

Jan. 2005 - Feb. 2007São Paulo Area, Brazil-Desenvolvimento de Negócios e Liderança de Equipe Em um perfil de Hunter, reportou-se à Diretoria Comercial e liderou uma equipe de 6 colaboradores de prospecção e 40 consultores externos. Foi responsável pela prospecção e desenvolvimento de novos clientes, bem como pela apresentação de propostas comerciais. -Recrutamento e Seleção Encarregado pelo recrutamento e seleção, atuou em estreita colaboração com o departamento de recursos humanos para identificar talentos de TI que se alinhassem com os objetivos estratégicos e culturais da empresa. -Vendas de Serviços de TI Gerenciou as vendas de serviços de TI, incluindo a caça e alocação de profissionais de TI para diversas funções e projetos. -Gerenciamento de Contas-Chave Gerenciou contas importantes como UOL, IG, Via Varejo, Amil, Omint, trabalhando para construir e manter fortes relações de negócios com essas empresas. -Realizações Impulsionou um aumento de faturamento de até 50% nas vendas e até 18% na aquisição de novos clientes, demonstrando habilidades excepcionais de prospecção e negociação.

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