Aline Tobal Email & Phone Number

São José Dos Campos, Sp, Br

Building a SaaS platform from scratch in Bubble.- Designing, building, and deploying using Bubble.- Creating and maintaining documentation for code, application workflows and integrations.- Optimizing the application database to increase app speed and user experience.- Creating the platform security functions and processes.- Optimizing workflows and enhancing application performance.- Connecting third-party APIs such as payment gateway (MercadoPago) and shipment platform (Melhor Envio).

📌 Joined as initial sales team member in 0-1 journey. Joined at inception and stayed until R$7,5M ARR.👉 B2B SaaS Legaltech in the Contract Lifecycle Management (CLM) industry.💰Invested by 500 Startups, Redpoint eVentures and Valor Capital.As Head of Sales, I was responsible for the Sales operations, including Pre-Sales (Inbound and Outbound), Closers and Sales Ops structures. This operation was focused on customer acquisition (Mid & Enterprise market).Main responsibilities:- Managing +15 people, including hiring and development practices- Optimizing and managing the sales process, such as making continuous adjustments to the pipeline (properties and triggers) according to business changes- Monitoring and improving the dashboard of indicators (global and individual) for the area, including conversions, revenue generated, average ticket, forecast, performance- Setting individuals and team sales goals; as well as commissioning policies- Structuring Value-Based Selling practices- Redefinition of pricing logic based on Value Pricing principles- Modeling the quantifiable Economic Impact calculation of Linte solutions (which support part of the Value-Based selling process)- Structuring of Enterprise sales practices based on the Value-Based Selling methodology- Leading customer data and information analysis to identify beachhead markets (seeking optimization in prospecting and closing customers and product development)During 2023, motivated by the business need to explore and open new markets, I developed and implemented the methodology of Revenue Development. Focused on creating new lines of revenue, in this case, to enter a new market, the methodology consists of a sequence of experiments and iterations to:- Validate or (re)define ICP- Test problem hypotheses- Build, execute and measure a go-to-market (GTM) strategy- Deliver repeatable results

Mentoring for startups incubated at Nexus on:- Business modeling- Pitch deck and Elevator pitch- Sales funnel- Prospection- Go-to-market (GTM) strategies- Product-market fit (PMF)

São Paulo Area, Brazil

Grupo Padrão is an event and media company focused on the corporate public that develops a complete set of market-leading events and high quality information service products – media, contents, studies, researches and insights.- Performing organizational diagnosis, strategy design and roadmap to reformulate a media and events company structure focused on professionalization, business continuity, operational decentralization, and expansion. - Elaboration & Development of strategic map, BSC (Balanced Scorecard).- Creation and development of a market intelligence business unit with commercialization of consultative reports and presentations on customer services for various sectors of the economy such as financial, automotive, pharmaceutical, telecommunications, food and retail. The project had a low investment due to usage of an existent structure.- Structuring of the ”Núcleo de Inteligência Estratégica” (NIES) focused on the commercialization of outsourced market intelligence for companies, in which the client would contract an annual intelligence service composed of market studies, analysis, implementation and performance-monitoring of KPIs, market research, benchmarking which would be delivered in the customer-defined format with the support of a market intelligence specialist.- Conducted organizational diagnosis to identify the requirements for the development of new projects, businesses, expansion and the identification of needs for improvements and changes.- Experience in studies results presentation as an event speaker, leading lectures and, interviews for media vehicles.- Leading business meetings and presenting project results to senior management clients.- Consultancy focused on strategy, management and organizational diagnosis.

- Idealization and creation of “Centro de Inteligência Padrão” (CIP).- Development of a competitive intelligence unit responsible for conducting SWOT analysis, creation of dashboards to support the decisions making process, implementation of tools for projects monitoring, benchmark and satisfaction surveys.- Development of strategy and planning for the creation of a new event based on international benchmark, with in loco study in New York of the business and operational model of the reference event. - Idealization and development of an analytical project for the retail market - “Ranking Novarejo Brasileiro”, ranking the largest Brazilian retailers though financial, operational, technology, clients and risk management analysis with the purpose of assisting the decision-making process of the retailers.- Idealization and development of studies and awards “Empresas Notáveis”, “Prêmio BR Week”, “Prêmio CONAREC”.- Restructuring the recognized award “Prêmio Consumidor Moderno de Excelência em Serviço ao Cliente”.- Partnerships aimed to achieving new businesses projects (Serasa Experian, KPMG, Insper, GfK, OnYou, others).

- Consultant at “Programa Aventuras Urbanas” of Red Bull Asas Institute.

São Paulo Area, Brazil

Summit, Leadership

Summit, Megatrends

Summit, Design Thinking

Bacharelado Em Administração, Business Administration And Management, General