Marcelo Salomao

Head of Sales / Commercial Director

Actively looking · Member since 15 Sep 2026

Message

Location: São Paulo, Brazil

Desired salary: from 36k USD/yearly

Work preference: Remote Only

Experience level: Lead

About

Professional summary

I am a Commercial Director and B2B SaaS revenue leader with 20 years of experience building predictable growth engines and transforming underperforming commercial operations. I combine strategic leadership, hands-on sales execution, and P&L ownership to scale revenue sustainably.

I specialize in commercial turnarounds, Go-to-Market strategy, Revenue Operations, recurring-revenue models, and sales team development. My work includes defining ICPs, pricing, portfolios, funnel architecture, commercial policies, pipeline management, and board-level forecasting.

I have led measurable growth initiatives, including scaling monthly revenue from BRL 700K to BRL 2.7M at Atomo Consultoria and doubling revenue at Consegna through a transition from project-based sales to MRR and ARR models. I have also expanded distribution, improved channel performance, and launched brands in Brazil.

I am experienced in building inbound, outbound, inside-sales, channel, and partner operations from the ground up. I lead with data-driven routines, OKRs, agile practices, and a focus on optimizing CAC, churn, conversion, and sales productivity.

I am also the co-creator of the Vendedor Pastinha methodology, which combines consultative selling with AI and automation for B2B sales. I am seeking ambitious Head of Sales or Commercial Director opportunities where I can help scale revenue, strengthen governance, and build high-performing commercial organizations.

Notice period: 15 days

Tech stack & tools

Working toolkit

Development

WordPress

Languages & Frameworks

HTML5

Python

Experience

Career history

Founder & Strategic Advisor The Marketing Machine

Mar 2019 – Present

I advise B2B scale-ups through an Executive-as-a-Service model, leading commercial turnaround initiatives and Go-to-Market build-outs. My advisory work is outcome-oriented and focuses on redesigning commercial operations for scalable growth.

I co-created the Vendedor Pastinha Method, combining consultative selling with AI and automation for B2B sales. I also develop proprietary SaaS and trade marketing enablement solutions, and since September 2024 I have dedicated my work to building startups and acting as an interim commercial leader and advisor.

Head of Sales / Revenue Leader Consegna Serviços

Mar 2019 – Aug 2024

I built the commercial function from scratch and led the company’s transition from a one-off, project-based business model to recurring MRR and ARR revenue. I designed the product portfolio, pricing, commercial policies, and growth strategy, helping double revenue between 2021 and 2023 while sustaining 30–40% year-over-year growth.

I established inbound and outbound sales operations, defined ICPs and market mapping, and designed the funnel architecture. I integrated RD Station CRM for pipeline visibility and board-level forecast accuracy, while structuring SDR, closer, and partner teams around OKRs, agile routines, CAC optimization, and churn reduction.

Head of Sales & Marketing Di Giorgio Violões

Jul 2015 – Dec 2018

I led a team of more than 25 internal and external sales professionals, as well as customer service and technical assistance operations. I managed product launches, events, trade marketing initiatives, and sponsorships.

I increased distribution by 200% and revenue by 55% by implementing a multichannel sales and marketing strategy across distributors, physical retail, e-commerce, and marketplaces. I also created the inside-sales operation and implemented performance KPIs for sales, support, and technical assistance.

Managing Partner (Turnaround & M&A) Atomo Consultoria

Mar 2006 – Jun 2015

I led full management of a retail and home decor operation in crisis, with responsibility for P&L, operations, and sales. I restructured the back office, logistics, and pricing, increasing monthly revenue from BRL 700K to BRL 2.7M within six months.

I expanded market share by managing global brands including Motorola and Kodak at key accounts such as Submarino and Magalu, contributing to a 66% increase in Motorola e-commerce revenue. I also led the Brazilian go-to-market for TapouT and delivered strategic consulting in valuation, due diligence, and M&A.