Matheus Santos

At Veriff, a global identity verification platform that helps businesses build trust online through AI-powered fraud prevention and user authentication, I focus on enabling the Go-to-Market organization by empowering customer-facing teams (including SDRs, Account Executives, and Account Managers) to perform at a high level across the entire revenue lifecycle. My role is centered on designing and executing enablement initiatives that improve productivity, consistency, and customer experience, while also owning and optimizing the sales tech stack to ensure scalability and data-driven decision-making. This includes aligning tools, processes, and methodologies to support a high-performing SaaS revenue engine, bridging strategy and execution across global teams.

In my role at Neogrid, a brazilian publicly traded company with a vast portfolio of BI solutions for supply chain, I oversee an Enablement team within the Revenue Operations department. I established my department with the responsibilities of designing onboarding and ongoing processes, as well as providing coaching and leadership support.

Living the challenge of driving the efficiency of the largest Big Data and Artificial Intelligence investment in Latin America, I was responsible for structuring alignment processes between sales and pre-sales areas, as well as participating in structuring a Knowledge Base and LMS implementation. The enablement work at Cortex was based on three pillars: onboarding, ongoing, and coaching. As a specialist, I have developed several processes between these fronts, such as the performance evaluation structure during ramp-up and scorecards, which are reference instruments for the "Cortex selling method". My main goal was to orchestrate product, process, and offering knowledge both from Cortex and Geofusion, a geospatial intelligence company which solution was integrated in the portfolio in 2022.

Responsible for structuring the onboarding processes and ramp up evaluation of new Account Executives, Sales Development Representatives and Customer Success Managers at LatAm and US.

Leads2b is a sales management tool with consultancy, focused on the brazilian small and medium business market. It is one of the most promising startups of the so-called "Vale do Pinhão", a group of startups from Curitiba. As Sales Enablement, my job consisted of structuring and creating onboarding processes, employee training and development, as well as mapping and documenting processes in Inside Sales. I was responsible for the onboarding of more than 40 employees (between pre-sales and sales), having more than 80 hours of recorded training and a Sales course focused on Closers, scripted and facilitated by me and my team.

Responsible for the highest average delivery in nMRR ​​over the year 2020, in addition to the highest value of nMRR accumulated in the same period.

Aldeia is geared to meet the demands of the new economy sector in Curitiba, and does so with solutions ranging from coworking spaces to courses for startup employees. These last products were sold directly by a team of 4 people that I had the task of coordinating. The leads received were mostly B2C, although we also dealt with some outbound prospecting with an enterprise profile.

Cupola is a very consolidated marketing agency that specializes in the real estate segment. Although I was the first account executive at the operation, I had support and a well-structured process from the beginning, which was based on outbound prospecting via cold calling and cold mailing. After some months working only with the pre-sale, I also took part in the closing meetings and collaborated with the construction of a training area aimed at customers, for whom we generated leads that were often not converted due to lack of expertise in the approach. It was with this experience that I took a liking to complex sales and, above all, to the training and qualification of sales teams.

ASID is a third sector organization that provides management knowledge for schools and service centers focused on the cause of people with disabilities. My job as a Sales Rep was to approach SMBs to offer what we call social investment, which generated the recurring revenue needed to maintain the projects developed by ASID in schools. My main legacy there, however, was to have suggested and validated a different way of generating revenue: crowdfunding. With it, I've organized a project that financed the adapted infrastructure necessary to take skateboarding to children with motor disabilities in in an institution in Curitiba.

Get Out was a startup focused on selling leisure experiences via e-commerce. These activities ranged from mountain camps to parachuting. Being the only responsible for the acquisition area, my routine activities included maintaining the brand's social networks and active approach to customers via telephone (B2C sale);

Inspired by the biggest career fairs in the country, Trajetória (Internship Fair and Trainee at UFPR) is a great way of bringing together participating companies and university students. The 2014 edition of Trajetória was the project I took on as General Manager and became the first successful case of my career. During the year, I managed a multidisciplinary team of 20 people that resulted in the largest edition of the event, with a passing audience of more than eight thousand people and 34 participating companies such as KPMG, Phillip Morris, Ambev and Prati-Donaduzzi. It was the edition of the event with record sales and profitability.