Lucas Maya Rodrigues

Managed a global portfolio of 900 customers totaling $30M ARR (SMB and MM) and grew company ARR from $20M to $50M. Drove upsell performance delivering ~$600K in new annual MRR and sustained 30% CAGR in MRR expansion; built and led a team of 6 and standardized global pricing, sales/upsell processes, CRM workflows, pipeline routines, and forecasting models for higher predictability.

Drove SMB, mid-market, and enterprise growth and revenue generation, helping grow company ARR from $10M to $20M. Standardized the company pricing policy/model and built quarterly fee adjustment plus upsell/cross-sell processes, while creating referral and affiliate programs to increase qualified inbound demand and structuring sales, forecasting, and commercial performance metrics.

Led commercial expansion and a team of 9 across Brazil, increasing TPV by 217% (BRL 83M to BRL 263M). Built sales indicators and commercial development framework to strengthen nationwide presence and operational discipline.

Led CEO-level initiatives in information architecture and conjoint projects and reported directly to the Brazil Zone President. Built competitive intelligence processes and developed strategic planning models (P1A, P5A, P10A) to support market operations and decision-making.

Managed major premium retail chains generating BRL 30M in monthly revenue and led a 54-person team (2 supervisors and 52 promoters). Increased penetration and visibility across premium outlets to improve commercial performance.

Selected among 74,000 applicants for a global management trainee program and completed a 10-month rotation across sales, supply, and corporate functions. Participated in a one-week immersion at AB InBev HQ in St. Louis.

Managed 6 salespeople and 700 clients, responsible for an average monthly revenue of BRL 1M. Oversaw sales team performance and execution to drive commercial results.

Performed market analysis, scenario projections, and performance reporting to support sales decision-making. Audited reimbursement policies across Southern Brazil to improve accuracy and operational control.

Earned an MBA in Strategic and Economic Business Management from Fundação Getulio Vargas.

Completed executive education in Sales Team Management Strategies at Columbia Business School.

Completed executive education in Business and Design Thinking at Insper.

Earned a BBA from the Federal University of Rio Grande do Sul.

Completed an academic exchange program at the University of Coimbra.