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Lorena Viana

@lorenaviana

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Global Sales/Business 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.

Here are some of my achievements:

Generated $104.9K in pipeline and $31.5K in new MRR, earning Top SDR of 2023 at Hotjar.

Grew Brazilian user base by 150% at Hotjar and increased ASP by 51% through strategic targeting.

Achieved 147% more replies during ramp-up at Uscreen through custom outbound sequences.

Built pipeline across US, LATAM, and Europe while averaging 114% of quota in global SaaS companies.

Converted up to 70% of inbound leads at iClinic with fast, high-intent calls and a playbook still in use.

Hit 120% of Q4 quota at SUSE and 50% of Q1 quota within just 11 days.

Stepped in as interim team lead, managing 5 SDRs while maintaining full quota ownership.

Designed outreach strategies that reached up to 37% reply rate, without relying on automation tools.

Experience

Work history, roles, and key accomplishments

Current

Outbound SDR

Current

Uscreen

Sep 2024 - Present (9 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

Dec 2022 - Oct 2024 (1 year 10 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

Apr 2024 - Aug 2024 (4 months)

Led a team of 5 SDRs whileperforming as an individual contributor.

- Increased ASP by 51% by redesigning outreach strategies and aligning with AE leaders on expansion efforts.
- Oversaw a team of 5 SDRs, providing ongoing support, performance feedback, and mentorship through regular 1:1s.
- Collaborated with Marketing and Product Design to enhance lead quality and improve conversion.

Team Leadership SDR Pipeline Contribution Lead Qualification Co Marketing Inbound

Outbound SDR

SUSE

May 2022 - Nov 2022 (6 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.

Laid-off with 90% of the LATAM team.

Cold Outreach Segmentation Pipeline Generation Strategic Prospecting Public Sector Sales ZoomInfo

Senior Sales Development Representative

iClinic

Feb 2019 - Jun 2022 (3 years 4 months)

Led inbound qualification for a fast-growing healthtech startup.

Used HubSpot daily, created a discovery playbook from scratch, and helped the team reach up to 70% inbound conversion through fast, high-intent calls.

Mentored new SDRs while consistently overachieving goals.

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.