Open to opportunities

Ricardo Feferbaum

@ricardofeferbaum

Message

Executive B2B revenue leader turning stalled markets into scalable growth engines.

Portugal

Message

What I'm looking for

I’m looking for Lisbon- or EMEA-based hybrid/remote opportunities where I can own P&L and lead enterprise B2B growth—turning stagnant markets into scalable revenue engines with clear performance accountability and travel when needed.

I’m a VP / General Manager with 20+ years building and recovering B2B revenue engines across Europe and Latin America. My edge is clear: full P&L ownership and commercial leadership where revenue impact is the measure of success.

I’ve repeatedly turned underperforming business units into growth: from stagnation to 12× growth, and from €0 to profitability. I’ve led operations ranging from €1M to USD 50M+ in annualised revenue, guiding high-stakes teams in high-ambiguity environments.

In Portugal, I built a new B2B Real Estate BU from scratch at ComparaJá.pt, scaling revenue 12× in 20 months (~€100k to ~€1.2M ARR) and reaching positive operating margin. At OLX Group / Imovirtual, I reversed a multi-year revenue decline (~€4M → ~€5.5M) while improving operating results from –€2M to breakeven through restructuring commercial strategy, pricing, and segmentation.

Earlier in LatAm, I helped scale and professionalize revenue engines at Frete.com and Neoway, including +50% YoY revenue growth by moving from a founder-led model to a process-driven sales organization. Three of the companies I led commercially were acquired or reached unicorn status: Zap+ / VivaReal, Frete.com, and Neoway.

Experience

Work history, roles, and key accomplishments

Current

Managing Director

Current

ComparaJá.pt

Jan 2023 - Present (3 years 5 months)

Built a new B2B real estate business unit from scratch, scaling revenue 12× in 20 months (≈€100k to ≈€1.2M ARR) and reaching positive operating margin after stagnation. Owned ~€1.2M ARR and a 20-person team, designing GTM for banking & broker partnerships and a lead generation engine.

B2B GTM Strategy Partnerships P L Ownership Revenue Growth Lead Generation Team Leadership Pricing & Monetisation Business Development

General Manager

C2S (Contact2sale)

Jan 2023 - Jan 2023 (0 months)

Led C2S market entry in Portugal through short-term consulting, owning go-to-market strategy, commercial pipeline development, and initial local operations setup. Established the early expansion phase execution plan for the local commercial organization.

Go To Market Strategy Market Entry Business Development Sales Pipeline Local Operations Setup Commercial Planning Stakeholder Management Expansion Strategy Revenue Forecasting Partnerships

General Manager

OLX Group (Imovirtual)

Jan 2019 - Jan 2022 (3 years)

Turned around an underperforming real estate business unit with full P&L responsibility, reversing a multi-year revenue decline (~€4M to ~€5.5M, +11% CAGR over 3 years) and moving operating results from –€2M to breakeven. Restructured commercial strategy, pricing model, and customer segmentation while leading a 40-person cross-functional team across sales, marketing, product, and operations.

P&L management Pricing Strategy Customer Segmentation Commercial Strategy Sales Leadership Revenue Operations Cross functional Leadership Forecasting Team Management

Chief Sales Officer (CSO)

Neoway

Jan 2018 - Jan 2019 (1 year)

Led commercial strategy for a data & analytics platform (~USD 50M revenue), delivering +50% YoY growth by transforming a founder-led sales model into a process-driven organisation. Built and scaled a 50-person sales organisation with client segmentation, an SDR model, and end-to-end sales processes, supporting B3 acquisition for USD 327M.

Sales Leadership GTM Strategy SDR Sales Process Performance Management Revenue Growth Enterprise Sales Acquisition Support

Vice President Sales & Ops

Frete.com

Jan 2016 - Jan 2018 (2 years)

Built commercial and operational structure from early stage to USD 40M annualised revenue (+20% MoM growth), scaling the team to ~200 people. Secured major enterprise accounts including Heineken and Votorantim.

B2B Sales Leadership Go To Market Enterprise Account Management Operations Leadership Revenue Scaling Team Management Forecasting Customer Growth

Vice President Sales & CS Ops

Zap+ (VivaReal)

Jan 2013 - Jan 2016 (3 years)

Generated +USD 20M incremental revenue by improving customer monetisation rate from 50% to 90% and scaling the active client base 10× (2,000 to 20,000+). Managed a 300-person team across sales, customer success, and operations, building scalable processes and performance culture that supported acquisition by OLX Brasil for USD 650M.

Sales Leadership & Customer Success Operations Leadership Team Leadership Scalability Revenue Management

Senior Consultant

Achieve More (Intelectas)

Jan 2009 - Jan 2013 (4 years)

Delivered strategic consulting engagements for J&J, PepsiCo, and Nextel, driving margin improvements of up to 5% through sales, marketing, and operational performance work.

Sales Strategy Consulting Marketing Strategy operational performance Margin Improvement Business Performance Analysis Stakeholder Management Performance Management KPI Tracking