Gustavo Ribeiro dos Santos
VP of Sales, Americas @ICIS
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WORK HISTORY
VP of Sales, Americas @ICIS
Houston, TX, US
Responsible for leading revenue growth, customer acquisition, and retention across North and Latin America, managing a large commercial organization serving commodities markets.Doubled the revenue in the region over four years by executing disciplined sales strategy, expanding strategic accounts, and improving commercial effectiveness.Implemented a scalable regional sales model across Strategic, Regional, and Business Development teams, ensuring strong near-term execution while supporting long-term growth.Built and sustained a high-performance culture by empowering teams with ownership, coaching, and accountability, resulting in customer retention of up to 97% and sustained revenue stability.Guided account strategy, pipeline health, forecasting, and negotiations with sales managers, maximizing value capture across the Americas and expanding the customer base by 25%.Led face-to-face customer engagements across North and Latin America, organized and led 20+ customer events with 1,500+ decision-makers, and actively participated in major industry conferences and trade shows.Designed and implemented a comprehensive hiring process to attract high-performing talent, while mentoring and coaching team members, resulting in internal promotions and a strong leadership pipeline.Reporting to C-Level, leading the regional leadership team and collaborating with Customer Success, Marketing, Product, Finance, and Strategy to define and execute the region’s future growth strategy.
EDUCATION
University of California, Berkeley
Master of Business Administration, Extension in Innovation and Digital Transformation
Stanford University
Master of Business Administration, Extension in Innovation, Data Intelligence and Machine Learning
FAAP - Fundação Armando Alvares Penteado
Bacharel, Administração
UC San Diego
Business Strategy, U.S. Business and Economics Strategies
FGV - Fundação Getulio Vargas
Pós Graduação, Administração de Empresas
FIA Business School
International MBA, Master of Business Administration
SKILLS
ABOUT GUSTAVO RIBEIRO DOS SANTOS
Senior commercial leader with almost two decades of experience driving revenue growth, building high-performing sales organizations, and executing go-to-market strategies across the Americas. Proven track record of scaling revenue through disciplined sales execution, strategic account expansion, customer retention, and strong cross-functional collaboration.Demonstrated success in building and leading sales organizations and through all maturity levels. Consistently effective in designing scalable operating models, hiring and developing top talent, and embedding sales processes that drive predictable and sustainable growth. Known for fostering high-performance cultures rooted in accountability, coaching, and ownership, while partnering closely with senior customer stakeholders to deliver long-term commercial impact. Demonstrates solid leadership skills by anchoring challenges and sustainable results, while creating environments where individuals are empowered to learn, grow and perform with ambitious standards.Holds an International MBA from FIA Business School, with an international extension program at the University of California, Berkeley and Stanford University, providing a strong foundation in global strategy, leadership, and business transformation. Career foundation built on outstanding individual sales performance in enterprise DaaS, SaaS, and financial technology environments.I’m open to connecting with like-minded leaders to exchange perspectives on sales leadership, go-to-market strategy, and scaling commercial organizations. If you’re interested in sharing ideas or discussing challenges and opportunities, feel free to reach out via direct message.
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