Paulo Mirabelli

Leading commercial strategy and sales operations across Grupo Primo businesses, with focus on revenue growth, operational scalability and data-driven decision making. Responsible for structuring high-performing sales teams, improving commercial efficiency and building intelligence frameworks to support performance management and executive decisions. Key responsibilities and focus areas: • Designing commercial strategies based on conversion, funnel performance, CAC efficiency and profitability analysis. • Building intelligence layers through dashboards, SQL, forecasting models and performance tracking to support business decisions. • Implementing AI and automation initiatives to increase sales productivity, execution quality and operational efficiency. • Structuring scalable sales processes, management routines and growth frameworks across different business units. • Leading hiring, team development and commercial execution in high-growth environments. • Driving cross-functional initiatives involving Sales, CRM, Operations and executive leadership teams. • Improving revenue generation through funnel optimization, process redesign and data-driven experimentation

Led customer acquisition initiatives focused on accounting services and health insurance solutions, with end-to-end responsibility for commercial execution, revenue growth, and team performance. Drove improvements in conversion rates, sales productivity, and commercial efficiency through process optimization, KPI management, and data-driven decision making, supporting scalable growth and operational excellence. Key focus areas: • Sales productivity and performance optimization • Funnel management and conversion enhancement • Forecasting, pipeline management, and commercial planning • Customer acquisition and sales execution in B2B environments • Cross-functional collaboration with Marketing, Product, and Operations • Team leadership, development, and performance management • Process standardization to enable scalability and sustainable growth

Led one of Stone’s Inside Sales operations during a high-growth stage, driving commercial strategy, operational scalability, and revenue growth across nationwide acquisition channels. Responsible for scaling teams, improving sales productivity and optimizing the end-to-end sales funnel, covering lead generation, conversion and performance management. Key responsibilities and achievements: • Led a structure of managers, supervisors, and sales teams, overseeing hiring, training, and performance management at scale. • Scaled Inside Sales operations from ~200 to 450+ salespeople while increasing monthly sales volume from ~10k to 35k+. • Built and standardized commercial processes, playbooks, KPIs, and execution routines to improve efficiency and predictability. • Worked closely with Operations, Enablement, Recruiting and Leadership teams to support sustainable growth. • Drove initiatives related to sales forecasting, pipeline management, CRM optimization, and productivity improvements. • Developed leaders and high-performing teams in a fast-paced fintech environment

Led regional commercial expansion and field sales operations during Stone’s accelerated growth phase, focusing on market expansion, team building, and execution excellence. Played a key role in opening new operations, structuring sales teams, and creating scalable processes to support geographic growth. Key responsibilities and achievements: • Led regional sales teams with responsibility for growth, performance, and market penetration. • Opened new operations and contributed to geographic expansion strategies in Brazil. • Structured recruitment, onboarding, training and management processes for commercial teams. • Designed execution models, territory planning and operational routines to improve field productivity. • Built sales culture focused on ownership, performance and customer acquisition. • Supported expansion initiatives that contributed to Stone’s national scale-up phase

Cap.tal is an investment simulation platform where users can create their own Asset Management company, build stock portfolios, and track how their investment strategies would perform over time based on real market movements. The product combines portfolio management, financial education, and gamification, enabling users to test investment theses, compare performance, and compete through rankings and challenges

Worked in Quality Engineering, contributing to product development and validation for BMW automotive projects, with focus on quality standards and process improvement improvement.