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Barbara Hipolide

@barbarahipolide

Sales Manager at Wati who more than doubled regional ARR and automated sales operations, cutting reps’ operational workload by about 90%.

Brazil

Message

At Wati, I more than doubled regional ARR and closed August 2026 with the region’s highest monthly new ARR. I delivered $313K+ in new ARR in Q1 2026 with a four-AE team and built the regional sales playbook from scratch.

I scaled the Wati team from 5 to 14 reps across Brazil, Spanish-speaking LatAm and Iberia, and used AI to automate sales operations, reducing time spent on operational tasks by about 90%. I also run pipeline reviews, forecasting and call and deal coaching.

At ClassPass (a Mindbody company), I led Account Management and Sales initiatives that grew supply by 194% and VIP partners by 267%; bookings grew 648% and regional revenue increased 1,295%. Earlier, across ClassPass, ClickBus, HRS Group and Expedia Group, I worked on partner growth, retention, acquisition and sales operations in travel, marketplaces and B2B SaaS.

Experience

Work history, roles, and key accomplishments

Current

Manager, Sales LatAm & Iberia

Current

Wati

Dec 2025 - Present (10 months)

More than doubled regional ARR in under 9 months, delivering $313K+ in new ARR in Q1 2026. Scaled the team from 5 to 14 reps and built the regional sales playbook from scratch.

Sales Leadership ARR Growth Pipeline Management Forecasting AI Sales Automation Team Building Coaching sales playbooks B2B SaaS Sales

Team Lead, Account Management & Sales

ClassPass (a Mindbody company)

Mar 2025 - Dec 2025 (9 months)

Led a combined team of Account Managers and Sales Representatives, spearheading initiatives that grew supply by 194% and VIP partners by 267%. Drove 648% growth in bookings and a 1,295% increase in regional revenue.

Account Management Sales Leadership Team Management Partnership Management Revenue Growth KPI Setting Data Analysis

Team Lead, Account Management

ClassPass (a Mindbody company)

Mar 2023 - Feb 2025 (1 year 11 months)

Led and coached the Account Management team to exceed KPIs on partner satisfaction, retention and expansion. Achieved 98% partner retention and an average 334% YoY growth in partner revenue.

Account Management Team Leadership Customer Retention Partnership Management Operational Efficiency Data Driven Strategy

Key Account Manager

ClassPass (a Mindbody company)

Apr 2021 - Mar 2023 (1 year 11 months)

Managed a portfolio of top-tier fitness and wellness partners, contributing to a 47% increase in regional revenue. Negotiated strategic deals and co-branded marketing campaigns to increase visibility, demand and upsell.

Key Account Management Negotiation Upselling Partnership Management Marketing Campaigns

Key Account Manager

ClickBus

Sep 2020 - Apr 2021 (7 months)

Managed strategic travel agencies, OTAs, TMCs and tech partners selling ground transportation tickets. Led a team of Account Executives and launched initiatives that drove 17% growth in digital ticket sales.

Key Account Management Team Leadership Partnership Management Digital Sales Travel Technology

English Teacher & Finance Associate

Cidadão Pró-Mundo

Jan 2019 - Dec 2020 (1 year 11 months)

Volunteered as an English teacher and finance associate, contributing to the organization's educational and financial activities.

Teaching Finance Communication Skills

Inside Sales Manager, LatAm

HRS Group

Oct 2018 - Aug 2020 (1 year 10 months)

Managed hotel partnerships across 7 countries, acquiring and upselling partners through exclusive pricing agreements, corporate discounts and event packages. Contributed to 44% growth in regional bookings.

Inside Sales Partnership Management Upselling Sales Performance Tracking Marketing Initiatives

Market Associate

Expedia Group

Dec 2016 - Oct 2018 (1 year 10 months)

Built and managed relationships with hotel partners in Brazil, negotiating inventory and rates to maximize revenue and competitiveness. Contributed to an average 29% YoY growth in regional revenue.

Account Management Negotiation Revenue Management Partner Relationship Management

Market Associate Intern

Expedia Group

Dec 2015 - Nov 2016 (11 months)

Performed full Market Associate responsibilities and owned the inbound acquisition process, handling 300+ leads per month. Led the automation of 40% of a fully manual process, raising lead conversion from 20% to 70%.

Lead Generation Process Automation Inbound Sales Data Analysis