Nafir Souza
São Paulo
Visão geral
11
11
years of professional experience
Experiência profissional
Senior Sales - Brazil & LATAM
HARNESS.IO
São Paulo
2025.07 - 2026.03
- Record-Breaking Performance: Achieved 4,000% of quota within the first 6 months by identifying, accelerating, and closing a landmark USD $14M strategic project in under 6 months. Successfully navigated complex procurement cycles to secure the largest regional deal in company history.
- Identificação de oportunidades de negócios, garantindo a expansão da carteira de clientes e o fortalecimento da marca.
- Negociação com clientes estratégicos, assegurando condições favoráveis e o fechamento de contratos vantajosos para a empresa.
- Desenvolvimento de estratégias de vendas, visando aumentar a penetração de mercado na região da América Latina.
- Time-to-Market Transformation: Repositioned CI/CD not just as tooling, but as the critical foundation for automated software building and deploying. This shift represented millions in operational savings and reclaimed hours of developer productivity for enterprise clients, kickstarting a new momentum on Time-to-Market (TTM) velocity across the region.
- Ecosystem Architecture & 2P Channels: Architected the Brazilian partner channel from the ground up. Established critical Local Cloud Partnerships and payment channels (including 2P, Resell, and Co-sell models), enabling Brazilian enterprises to transact in local currency (BRL) and bypassing complex international procurement friction.
- Installed Base Growth: Secured ~USD $700k in renewal and upsell revenue within the first two quarters by diagnosing churn risks and aligning the 'AI-Native' value proposition with client efficiency mandates.
- Harness is the industry's leading AI-Native Software Delivery Platform, recognized as a Leader in the 2025 Gartner Magic Quadrant for DevOps Platforms.
Senior Sales Executive - Enterprise Acquisition
GRAFANA LABS
São Paulo
2024.04 - 2025.07
- Rapid Ramp & Execution: Attained 90% of annual revenue quota within the first 6 months of tenure. Shattered pipeline targets by achieving 300% (3x) of pipeline quota in Q1 through a rigorous outbound strategy.
- Strategic Account Penetration: Targeted and penetrated large-cap Brazilian enterprises, leveraging regional benchmarks (e.g., LATAM Airlines, Banco Itaú) to validate the scalability of the 'LGTM' (Loki, Grafana, Tempo, Mimir) unified stack.
- Data-Driven Territory Planning: Developed a 'Sniper' acquisition strategy using intent data to identify high-propensity targets. Collaborated with Global Marketing to deploy localized campaigns, increasing lead-to-opportunity conversion rates by 25%.
- Sales Enablement: Mentored SDR pods on 'Psychology of Sales' and objection handling, significantly reducing ramp time for new hires and improving team-wide forecast accuracy.
- Grafana Labs is the open observability standard, surpassing $400M ARR and powering the world's most complex engineering teams.
Strategic Sales Consultant (Contract)
HERE TECHNOLOGIES
2023.07 - 2024.02
- Strategic Advisory: Advised HERE Technologies leadership on LATAM market nuances, delivering a comprehensive roadmap for territory expansion that optimized resource allocation and identified high-growth verticals in Transport & Logistics.
- Retention & Growth: Implemented a 'Customer Success' framework that secured key accounts and unlocked significant up-sell potential by aligning location-data use cases with client digital transformation initiatives.
- Global leader in location data and technology platforms.
Strategic Sales Director (Indonesia Territory)
SALESFORCE
Singapore
2022.02 - 2023.02
- Regional General Management: Commanded sales operations for the high-growth Indonesian market from Singapore. Navigated complex regulatory data sovereignty laws and diverse business cultures to deliver strategic revenue growth.
- Strategic Upselling: Fostered C-level partnerships with major conglomerates, driving the adoption of the 'Customer 360' multi-cloud vision (Sales, Service, Marketing Cloud). Increased average deal size (ACV) by transitioning clients from point solutions to platform agreements.
- The global leader in CRM and Cloud Computing. Role based in Singapore Regional HQ.
Senior Sales Executive (Brazil)
SALESFORCE
São Paulo
2019.10 - 2022.01
- Field Service Practice Builder: Established the Field Service Lightning product from the ground up in the Brazilian region. Built and scaled the specialized sales team, driving a solid product growth of over 400%.
- Top Performance: Consistently recognized as a Top Performer within the LATAM region, exceeding annual sales quotas by 187% to 202% across consecutive fiscal years.
- Operational Rigor: Executed the Salesforce operational playbook with precision, leveraging Tableau CRM insights to optimize territory coverage and focus efforts on high-probability opportunities.
- The global leader in CRM and Cloud Computing.
JMP Executive Program
ROBERT BOSCH GMBH
Latin America
2018.01 - 2019.01
- Selected for the prestigious Junior Managers Program (JMP), engaging in cross-functional rotations to develop holistic business leadership skills.
Senior Business Development Executive
CLICKSOFTWARE
São Paulo
2017.01 - 2017.12
- Specialized in complex Field Service Management (FSM) software sales, honing expertise in logistics, workforce optimization, and mobile workforce efficiency.
OEM Sales Executive (Automotive)
DASSAULT SYSTÈMES 3DEXCITE
São Paulo
2015.01 - 2016.12
- Managed complex sales cycles within the Automotive sector, dealing with high-value visualization software for OEM giants.
Business Sales Executive
MELTWATER
São Paulo
2015.01 - 2015.12
- Played a key role in opening the Brazilian market for Meltwater's media intelligence platform, executing a 'Hunter' prospecting strategy.
Formação acadêmica
MBA in International Business - Business
Université Grenoble Alpes
Grenoble, FranceMBA in Business Management & International Trade - Business
FIA Business School
São Paulo, BrazilBachelor of Business Administration -
Universidade Anhembi Morumbi
São Paulo, BrazilCERTIFICATIONS
- Leadership Accelerate Program | Salesforce (High-Potential Track)
Fast-Track Distinction: Invited and Board-Approved for the program within
just 9 months of tenure—a milestone typically reserved for employees with
24+ months of service. This early selection recognized exceptional
performance and "High-Potential" (HiPo) leadership trajectory.
Curriculum: Intensive training on Vertical Leadership, Strategic
Complexity, and Executive Decision Making. Focused on cultivating the
mindset and capabilities required to lead large-scale organizations in a
volatile global market.
- Mastery Professional Negotiator | Schranner Negotiation Institute
Strategic Application: Advanced curriculum based on the "Schranner
Concept®," applying law enforcement and FBI hostage negotiation tactics
to high-stakes business environments. Focuses on maintaining tactical
supremacy in "Deadlock" scenarios and neutralizing irrational demands
without compromise.
- Body Language Expert Program | Joe Navarro Academy
Strategic Application: Mastered advanced Nonverbal Intelligence and
Behavioral Profiling techniques derived from counterintelligence
methodologies. Enables the accurate decoding of unspoken stakeholder
intent to accelerate trust, detect objections early, and influence
decision-making in complex C-Suite negotiations.
- Finance for Executives | Insper Instituto de Ensino e Pesquisa (100 Hours)
- Salesforce Certified in Sales and Service Cloud
LANGUAGE PROFICIENCY
- Portuguese: Native Speaker
- English: Full Professional (C2)
- German: Intermediate - B2
- Spanish: Intermediate - Ongoing Classes
Linha do tempo
Senior Sales - Brazil & LATAM
HARNESS.IO
2025.07 - 2026.03
Senior Sales Executive - Enterprise Acquisition
GRAFANA LABS
2024.04 - 2025.07
Strategic Sales Consultant (Contract)
HERE TECHNOLOGIES
2023.07 - 2024.02
Strategic Sales Director (Indonesia Territory)
SALESFORCE
2022.02 - 2023.02
Senior Sales Executive (Brazil)
SALESFORCE
2019.10 - 2022.01
JMP Executive Program
ROBERT BOSCH GMBH
2018.01 - 2019.01
Senior Business Development Executive
CLICKSOFTWARE
2017.01 - 2017.12
OEM Sales Executive (Automotive)
DASSAULT SYSTÈMES 3DEXCITE
2015.01 - 2016.12
Business Sales Executive
MELTWATER
2015.01 - 2015.12
MBA in International Business - Business
Université Grenoble Alpes
MBA in Business Management & International Trade - Business
FIA Business School
Bachelor of Business Administration -
Universidade Anhembi Morumbi