Hansel Hlawatsch
GTM Engineer & Director of Sales | I don’t sell, I build the machine that sells | B2B SaaS & AI
Former professional basketball player, nearly 10 years of high-performance sports, including representing Santa Catarina State at the South American Championship. Traded the court for the CRM, but the discipline stuck.
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5+ years building B2B sales from the ground up for the US market, from cold-calling as a BDR to designing entire GTM and outbound systems for SaaS, AI, and education companies. Somewhere along the way I learned the obvious thing nobody says out loud: good outbound doesn't feel like outbound. It feels like a conversation the other person didn't know they needed. Right now I wear two hats: GTM Engineer, structuring outbound and sales process from scratch, and Director of Sales, owning strategy and execution end-to-end. Both come down to the same thing: build a system, not a hero. Playbooks that work even on someone's worst day, not just their best one. I like process over luck, and a documented framework over a "naturally gifted" closer who can't be replicated. Open to conversations about GTM, outbound, and sales ops, and always happy to talk if your team needs design support. That's literally what I sell at Deer Designer, a dedicated design team on a flat monthly fee, so if freelancers or bottlenecks are slowing you down, that's a conversation too.
GTM Index
- DEER DESIGNERJOB
- GTM Eng4M
GTM Engineer
Deer Designer
Structuring the sales process from the ground up, with a primary focus on outbound. •Designing and optimizing outbound prospecting flows (scripts, sequences, objection handling) •Architecting the end-to-end sales process, from first contact to close •Building playbooks and qualification frameworks to scale without relying on individual "talent" •Continuously testing messaging and tone to maximize cold outreach response rates
- DATBOT.AIJOB
- GTM Eng - Growth & Revenue…11M
GTM Engineer - Growth & Revenue Operations
datbot.ai
- FGVSCHOOL
- Bachelor’s Degree in Busin…9M
Bachelor’s Degree in Business Management
FGV
- WCA CAREER ACADEMYJOB
- Sales Mgr6M
Sales Manager
WCA Career Academy
In my role as Sales Manager at a U.S.-based vocational and technical education company, I led strategic initiatives to optimize sales performance, scale commercial strategy, and maximize Customer Lifetime Value (CLV) in the American market. The role was centered on strategic leadership and operational excellence. •Strategic Commercial Restructuring: Led a comprehensive restructuring of the sales organization, developing scalable playbooks, defining performance KPIs, and aligning Sales, Marketing, and Customer Success to build a predictable, high-performing revenue engine. •Data-Driven Operations & Efficiency: Owned the optimization of inbound sales processes, improved operational efficien…
- STRATEGY INSIGHTSJOB
- Strategic Development Exec…1Y
Strategic Development Executive
Strategy Insights
This was one of my highest-impact roles, where I successfully managed the end-to-end outbound sales cycle exclusively within the U.S. market. My focus was on driving strategic growth by building high-value relationships and closing deals with C-Level executives and Senior Leadership across enterprise-level organizations. I operated with significant autonomy while maintaining close alignment with leadership, demonstrating a wide range of strategic and operational capabilities: •Executive Sales & Deal Ownership: Led complex, highly consultative sales cycles, from outbound prospecting and lead qualification through to negotiation and strategic deal closure. •Thought Leadership & Events: Act…
- TOTAL CSRJOB
- BD Representative2M
Business Development Representative
Total CSR
This role served as my launch into the U.S. B2B Sales landscape within the dynamic Insurtech sector, positioning me as a key pipeline contributor for a leading software solution tailored for insurance agencies and brokers nationwide. Operating in a fully remote structure, I excelled at strategic Outbound Prospecting and driving new business across a diverse range of clients, from SMBs to Enterprise-level firms. •Strategic Outbound & Market Research: Focused on meticulous Ideal Customer Profile (ICP) research and list-building to target high-potential accounts, resulting in consistently qualified opportunities. •Full Front-End Sales Cycle: Successfully managed the critical initial stages…
- V4 COMPANYJOB
- BD Representative1Y
Business Development Representative
V4 Company
As a key member of a high-performing B2B SaaS Sales Development team, I drove pipeline generation for one of the largest marketing advisory firms in South America, focusing exclusively on enterprise-level accounts and revenue acceleration. My responsibilities were strategically centered on rigorous qualification and strategic engagement, demonstrating expertise in: •Strategic Lead Qualification: Applied a precise multi-criteria qualification approach to thoroughly vet and align high-potential leads with tailored SaaS solutions, ensuring maximum efficiency in the sales process. •In-Depth Discovery: Conducted complex and detailed discovery meetings with senior stakeholders to understand co…
- ERAHJOB
- BDR - BD Representative &…9M
BDR - Business Development Representative & Account Executive
Erah
Following a strong initial ramp-up as an SDR, I quickly transitioned into a hybrid BDR and Account Executive role. This expanded my responsibilities to include both outbound sales and end-to-end sales ownership, specifically targeting high-value SaaS B2B and enterprise-level clients in an English-speaking environment. This elevated position required a highly strategic and consultative approach, strengthening my abilities in several key areas: •Full-Cycle Sales Management: Successfully owned and managed the entire sales funnel, from initial prospecting and discovery to negotiation and closing deals with high-value clients. •Executive-Level Engagement: Consistently engaged with C-level dec…
- SDR - Sales Development Re…3M
SDR - Sales Development Representative
Erah
My first three months were a period of intense learning and strategic execution, aimed at quickly becoming a high-contributing team member. I prioritized completing key industry training, including Inbound Sales Certification (HubSpot) and advanced B2B Sales programs, which allowed me to build expertise in modern sales frameworks and CRM best practices. In my day-to-day, I managed the full lifecycle of inbound prospects, demanding strong organizational and technical skills to succeed: •Consultative Qualification: Efficiently conducted discovery calls to qualify marketing-generated leads, applying structured methodologies (BANT/CHAMP) to assess prospect fit and opportunity size. •Process…
- Job: Deer Designer — GTM Engineer · 2026-06 – present · 2 mo — Structuring the sales process from the ground up, with a primary focus on outbound. •Designing and optimizing outbound prospecting flows (scripts, sequences, objection handling) •Architecting the end-to-end sales process, from first contact to close •Building playbooks and qualification frameworks to scale without relying on individual "talent" •Continuously testing messaging and tone to maximize cold outreach response rates
- Job: datbot.ai — GTM Engineer - Growth & Revenue Operations (RevOps) · 2025-11 – present · 9 mo
- Job: WCA Career Academy — Sales Manager · 2025-05 – 2025-11 · 6 mo — In my role as Sales Manager at a U.S.-based vocational and technical education company, I led strategic initiatives to optimize sales performance, scale commercial strategy, and maximize Customer Lifetime Value (CLV) in the American market. The role was centered on strategic leadership and operational excellence. •Strategic Commercial Restructuring: Led a comprehensive restructuring of the sales organization, developing scalable playbooks, defining performance KPIs, and aligning Sales, Marketing, and Customer Success to build a predictable, high-performing revenue engine. •Data-Driven Operations & Efficiency: Owned the optimization of inbound sales processes, improved operational efficien…
- Job: Strategy Insights — Strategic Development Executive · 2024-02 – 2025-02 · 1y — This was one of my highest-impact roles, where I successfully managed the end-to-end outbound sales cycle exclusively within the U.S. market. My focus was on driving strategic growth by building high-value relationships and closing deals with C-Level executives and Senior Leadership across enterprise-level organizations. I operated with significant autonomy while maintaining close alignment with leadership, demonstrating a wide range of strategic and operational capabilities: •Executive Sales & Deal Ownership: Led complex, highly consultative sales cycles, from outbound prospecting and lead qualification through to negotiation and strategic deal closure. •Thought Leadership & Events: Act…
- Job: Total CSR — Business Development Representative · 2023-11 – 2024-01 · 2 mo — This role served as my launch into the U.S. B2B Sales landscape within the dynamic Insurtech sector, positioning me as a key pipeline contributor for a leading software solution tailored for insurance agencies and brokers nationwide. Operating in a fully remote structure, I excelled at strategic Outbound Prospecting and driving new business across a diverse range of clients, from SMBs to Enterprise-level firms. •Strategic Outbound & Market Research: Focused on meticulous Ideal Customer Profile (ICP) research and list-building to target high-potential accounts, resulting in consistently qualified opportunities. •Full Front-End Sales Cycle: Successfully managed the critical initial stages…
- Job: V4 Company — Business Development Representative · 2022-10 – 2023-10 · 1y — As a key member of a high-performing B2B SaaS Sales Development team, I drove pipeline generation for one of the largest marketing advisory firms in South America, focusing exclusively on enterprise-level accounts and revenue acceleration. My responsibilities were strategically centered on rigorous qualification and strategic engagement, demonstrating expertise in: •Strategic Lead Qualification: Applied a precise multi-criteria qualification approach to thoroughly vet and align high-potential leads with tailored SaaS solutions, ensuring maximum efficiency in the sales process. •In-Depth Discovery: Conducted complex and detailed discovery meetings with senior stakeholders to understand co…
- Job: Erah — BDR - Business Development Representative & Account Executive · 2021-12 – 2022-09 · 9 mo — Following a strong initial ramp-up as an SDR, I quickly transitioned into a hybrid BDR and Account Executive role. This expanded my responsibilities to include both outbound sales and end-to-end sales ownership, specifically targeting high-value SaaS B2B and enterprise-level clients in an English-speaking environment. This elevated position required a highly strategic and consultative approach, strengthening my abilities in several key areas: •Full-Cycle Sales Management: Successfully owned and managed the entire sales funnel, from initial prospecting and discovery to negotiation and closing deals with high-value clients. •Executive-Level Engagement: Consistently engaged with C-level dec…
- Job: Erah — SDR - Sales Development Representative · 2021-09 – 2021-12 · 3 mo — My first three months were a period of intense learning and strategic execution, aimed at quickly becoming a high-contributing team member. I prioritized completing key industry training, including Inbound Sales Certification (HubSpot) and advanced B2B Sales programs, which allowed me to build expertise in modern sales frameworks and CRM best practices. In my day-to-day, I managed the full lifecycle of inbound prospects, demanding strong organizational and technical skills to succeed: •Consultative Qualification: Efficiently conducted discovery calls to qualify marketing-generated leads, applying structured methodologies (BANT/CHAMP) to assess prospect fit and opportunity size. •Process…
- Job: Go To Market Engineering — Sales Manager · unknown – present
- Job: No-company. (Self-employed.) — Sales Manager · unknown – present
- Job: Mike Ollefs — Sales Manager · unknown – present
- School: FGV — Bachelor’s Degree in Business Management · 2026-01 – present
Skills
Playbooks
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