Guilherme Bezerra

Go-To-Market Data, Strategy & Engineering Manager @Tractian

Curitiba, Paraná, Brazil2.6k followers

TRACTIAN

ex-Pipefy

ex-Bosch

8+ years experience in B2B SaaS moving between frontline Sales and GTM Operations. This dual perspective allows me to build automated solutions that don't just look good on paper, they actually work for the teams using
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Currently, I lead GTM Data & Engineering, focusing on three areas:- Vibe Coding & AI Automation: Claude and Clay usage to rapidly prototype and deploy automated workflows (ABM, intent-based prospecting, territory planning and lead scoring). I act as the Product Owner for these tools, ensuring they solve real problems for our Revenue and Marketing - Data Analytics: I own the full-funnel analysis (Marketing → Sales → CS) and translate complex datasets into action plans for the C-suite and sales teams, focusing on win/loss trends, Gong insights, and removal of pipeline - GTM Strategy: I design the architecture behind the motion, defining ICPs, mapping territories, and setting the Rules of Engagement that allow a revenue org to I thrive in fast-paced environments, being on the first years of two high-growth companies where I helped lead the transition from generalist motions to verticalized The Stack: Claude (Vibe Coding), Clay, Gong, CRM Architecture, and GTM Strategy.

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TRACTIANJOB
1. Mgr, GTM Data and Eng
  10M
2. GTM Strategy & Operations…
  8M
PIPEFYJOB
1. GTM Strategy & Planning
  1Y 5M
2. Outbound GTM Sales Leader
  1Y 3M
3. Inbound Mid Market & Enter…
  7M
4. Sales Development Leader
  2Y 5M
5. Sales Eng
  1Y 2M
6. Sales Operations Trainee
  9M
BOSCHJOB
1. Logistics Intern
  11M
PUCPRJOB
1. Scientific Researcher
  1Y 10M
COMPANHIA DE SANEAMENTO DO PARANÁ - SANEPARJOB
1. Projects Intern
  8M

Job: TRACTIAN — Manager, GTM Data and Engineering · 2025-12 – present · 8 mo — - Lead the GTM Data & Engineering team, connecting data, strategy, and automation. - Work closely with Marketing, Sales, and Customer Success to continuously improve our go-to-market motion. 3 Main Pillars: 1. Analytics - Analyze the full funnel (Marketing → Sales → CS) to identify key variations, bottlenecks, and scalable motions - Run monthly data reviews with the C-suite - Develop and run action plans in partnership with key stakeholders - Analyze market and competitive data to define how we approach each market - Lead Win/Loss analysis and Gong Scorecards to define sales enablement and coaching focus areas. 2. Strategy - Lead customer and product-based segmentation. - Define ICPs (Id…
Job: TRACTIAN — Go-to-Market Strategy & Operations Lead · 2025-04 – 2025-12 · 8 mo
Job: Pipefy — Go-to-Market Strategy & Planning · 2023-11 – 2025-04 · 1y 5mo — Strategy & Planning Role: Led the GTM process to verticalize all Pipefy operations. - Cross-Departmental PMO: Coordinate re-org projects across product, revenue, operations, and marketing teams to implement the new company strategy and the processes derived from it. - ICP Studies and Definition: Conduct detailed Ideal Customer Profile research to drive new company strategy. - Territories and Segmentation Strategies: Design and implement new company territories and segmentation approaches. - Verticalization Program: Spearheaded a verticalization project for the Insurance and Financial Services industries, including developing industry-specific products and positioning, testing with current c…
Job: Pipefy — Outbound GTM Sales Leader · 2022-08 – 2023-11 · 1y 3mo — I led Pipefy’s first verticalization initiative, establishing a dedicated squad separate from the standard sales operation. This team focused on testing and scaling a new vertical positioning, with my role centered on leading the sales layer of this structure. I drove outbound sales efforts targeting IT professionals, leveraging the messaging and positioning crafted by the company’s GTM team. Within this initiative, I managed a team comprising Account Executives, BDRs, and Commercial Intelligence professionals, ensuring alignment and execution excellence. Additionally, I provided leadership to two other leaders, each overseeing test squads dedicated to selling vertically to HR and Procurem…
Job: Pipefy — Inbound Mid Market & Enterprise Sales Leader · 2022-01 – 2022-08 · 7 mo — I led a team of account executives focused on the Brazilian mid-market and enterprise segments, structured into two specialized squads, both teams focused on acquiring new customers sourced through inbound channels.: - Mid-Market Squad: Targeting companies with 500 to 5,000 employees. - Enterprise Squad: Engaging companies with more than 5,000 employees. In this role, I managed a team of 5 Account Executives—3 in the mid-market squad and 2 in the enterprise squad. I distinguished myself as a hands-on leader, actively participating in key deals and contributing directly to the team’s success on major accounts.
Job: Pipefy — Sales Development Leader · 2019-08 – 2022-01 · 2y 5mo — I led a team of SDRs responsible for managing Pipefy's Brazilian pre-sales operation, with the mission of scheduling strategic meetings for the organization’s Account Executives. The operation primarily focused on the inbound channel, structured around two key approaches: - Sales Cadence: Engaging prospects who signed up on the company website. - Website Chat Operations: Conduct conversations with prospects by interacting through the company’s chat tool. Under my leadership, the chat operation became the company’s largest source of revenue. At its peak, I managed a team of up to 12 SDRs. My leadership ensured execution, performance, data analysis and the deployment of pre-sales strategies.
Job: Pipefy — Sales Engineer · 2018-06 – 2019-08 · 1y 2mo — - Create customized workflow solutions - Map, model, and deploy business processes - Understand and anticipate customer's needs and establish Pipefy as the best solution that addresses their needs - Understanding of business process KPIs and creation of powerful and value-adding reports through BI integrations
Job: Pipefy — Sales Operations Trainee · 2017-09 – 2018-06 · 9 mo — Winner of the First Young Guns Program – a competitive sales trainee program. Participated in a rotational program within SaaS sales operations, gaining hands-on experience in the following roles: - Inbound Sales Development Representative: Managed inbound leads and qualified prospects for the sales pipeline. - New Alliances Business Development Representative: Focused on identifying and developing strategic partnerships. - Solutions Designer: Collaborated with clients to design tailored solutions that addressed their specific business needs.
Job: Bosch — Logistics Intern · 2016-10 – 2017-09 · 11 mo — - Planning of imported materials for diesel injection pumps. - Analysis of critical items for production. -Direct contact with suppliers from the United States and Europe. -Learning in production planning. -Direct use of SAP software. - Manufacturing resource planning (MRP II)
Job: PUCPR — Scientific Researcher · 2015-10 – 2017-08 · 1y 10mo — - Research project at PUC-PR with the American university Virginia Tech. -The research has the objective of creating a system of measurement of performance for non-profit companies. -It acts directly in the area of organizational management.
Job: Companhia de Saneamento do Paraná - Sanepar — Projects Intern · 2015-04 – 2015-12 · 8 mo — -Engineering projects for sewage networks in the state of Paraná using AutoCad Software
School: Stanford Continuing Studies — Business and Sales
School: UiPath Academy — RPA Developer Foundation Training, Tecnologia em Robótica
School: Pontifícia Universidade Católica do Paraná — Industrial Engineering

Skills

ClayProcess AutomationRPASalesArtificial Intelligence (AI)Cambridge First Certificate in English (FCE)

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Guilherme Bezerra

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