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Lorena Viana

@lorenaviana

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Global Sales Development Representative with 6+ years in B2B SaaS.

Brazil

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What I'm looking for

I’m looking for a remote-first company that values diversity, inclusion, and real collaboration across teams and time zones. I thrive in environments where different perspectives are welcomed, people feel a sense of belonging, and there’s trust and autonomy to do meaningful work and grow together.

I'm a Sales Development Representative with over 6 years of experience in B2B SaaS, specializing in building pipelines that convert. My journey from a neuroscientist to a tech seller has equipped me with a unique perspective on problem-solving and communication. I thrive in fast-paced environments and have a proven track record of helping startups scale through effective outbound strategies and collaboration with AEs and marketing teams.

At Uscreen, I increased reply rates by 147% and hit 114% of my quota, generating qualified pipeline across the US and LATAM markets. My time at Hotjar saw me awarded Top SDR of 2023, where I generated significant pipeline growth and led the Brazilian expansion. I pride myself on my ability to mentor peers and lead teams, ensuring that we not only meet but exceed our goals.

Experience

Work history, roles, and key accomplishments

Current

Outbound Sales Development Representative

Current

Uscreen

Oct 2024 - Present (8 months)

Increased reply rates by 147% during ramp-up through custom outbound sequences, achieving a 37% response rate. Hit 114% of quota, generating qualified pipeline across US and LATAM markets. Developed multi-threaded and multi-channel outreach playbooks and optimized messaging strategies to improve conversion and reduce no-shows.

Outbound Prospecting Custom Sequences Pipeline Generation Messaging Strategy Apollo Outreach ZoomInfo

Sales Development Representative

Hotjar

Jan 2023 - Oct 2024 (1 year 9 months)

Awarded Top SDR of 2023 for generating $104.9K in pipeline and $31.5K in MRR. Surpassed 110% of overall quota, driving growth across US, LATAM, and APAC regions. Led Brazilian expansion, growing local user base from 2% to 5%.

Pipeline Generation MRR Expansion Regional Growth Sales Development Salesforce HubSpot

Interim Team Lead

Hotjar

May 2024 - Aug 2024 (3 months)

Managed a team of 5 SDRs while maintaining personal quota and pipeline contribution. Increased average selling price by 51% through improved lead qualification and targeting. Partnered with Marketing and Product to optimize pricing page messaging and boost inbound conversion.

Team Leadership SDR Pipeline Contribution Lead Qualification Co Marketing Inbound

Outbound Sales Development Representative

SUSE

Jun 2022 - Nov 2022 (5 months)

Reached 50% of Q4 quota in just 11 days through targeted cold outreach and segmentation. Closed Q1 at 120% of quota, generating pipeline from mid-to-senior IT leaders in the Brazilian public sector. Conducted strategic prospecting to Coordinators, Superintendents, and CIOs, aligning messaging with public sector priorities.

Cold Outreach Segmentation Pipeline Generation Strategic Prospecting Public Sector Sales ZoomInfo

Senior Sales Development Representative

iClinic

Feb 2019 - Jun 2022 (3 years 4 months)

Achieved fast promotion to Senior SDR after consistently exceeding quota and leading by example. Increased lead-to-conversion rate by 60% by implementing qualification frameworks and improving inbound process. Streamlined pipeline workflows in HubSpot, reducing response times and accelerating sales velocity.

Lead Qualification Pipeline Management HubSpot Mentorship Sales Development

Education

Degrees, certifications, and relevant coursework

University of São Paulo (USP)

Bachelor of Science, Biological Sciences (Molecular Biology & Biotechnology)

Completed a Bachelor of Science degree in Biological Sciences. Specialized in Molecular Biology and Biotechnology, gaining foundational knowledge in these advanced scientific fields.