Estefania Rodriguez Merino

Impact on 𝗕𝗗𝗥 𝘁𝗲𝗮𝗺 𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲, 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗴𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗶𝗻𝗱𝗶𝘃𝗶𝗱𝘂𝗮𝗹 𝗴𝗿𝗼𝘄𝘁𝗵: • 𝗜𝗻𝗱𝗶𝘃𝗶𝗱𝘂𝗮𝗹 𝗰𝗼𝗮𝗰𝗵𝗶𝗻𝗴 𝗮𝗻𝗱 𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝘂𝗻𝗹𝗼𝗰𝗸: Core focus on 1:1 coaching to unlock both performance and mindset, helping BDRs overcome blockers and step up in their role. • 𝗕𝗗𝗥 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗮𝗻𝗱 𝗮𝗰𝘁𝗶𝘃𝗶𝘁𝘆 𝗽𝗶𝗹𝗼𝘁𝗮𝗴𝗲: Driving outbound strategy and execution to ensure consistent pipeline generation and high-quality outreach. • 𝗧𝗲𝗮𝗺 𝗹𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 𝗿𝗶𝘁𝘂𝗮𝗹𝘀: Structuring and leading weekly team meetings and performance follow-ups to maintain alignment and continuous improvement. • 𝗣𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗼𝘄𝗻𝗲𝗿𝘀𝗵𝗶𝗽: Defining, tracking and ensuring achievement of individual KPIs through close follow-up and accountability frameworks. • 𝗤𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝗲𝘅𝗰𝗲𝗹𝗹𝗲𝗻𝗰𝗲: Improving Qualification Call quality through hands-on coaching and deal-level involvement. • 𝗣𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗿𝗶𝗴𝗼𝘂𝗿 𝗮𝗻𝗱 𝗖𝗥𝗠 𝗴𝗼𝘃𝗲𝗿𝗻𝗮𝗻𝗰𝗲: Ensuring accuracy, consistency and progression of opportunities in HubSpot up to “Open Deal” stage. • 𝗖𝗼𝗺𝗽𝗲𝗻𝘀𝗮𝘁𝗶𝗼𝗻 𝗼𝘃𝗲𝗿𝘀𝗶𝗴𝗵𝘁: Validation of commission schemes and variable compensation for the BDR team.

Impact on 𝗦𝗮𝗹𝗲𝘀 𝘁𝗲𝗮𝗺 𝗱𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗾𝘂𝗮𝗹𝗶𝘁𝘆 𝗮𝗻𝗱 𝗾𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝗿𝗶𝗴𝗼𝘂𝗿: • 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗮𝗻𝗱 𝗤𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝘁𝗿𝗮𝗶𝗻𝗶𝗻𝗴: Design and delivery of interactive sessions to improve questioning techniques, needs analysis and lead qualification. • 𝗖𝘂𝘀𝘁𝗼𝗺𝗶𝘀𝗲𝗱 𝗲𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁 𝗮𝗽𝗽𝗿𝗼𝗮𝗰𝗵: Preparation of tailored training materials, with pre-alignment and feedback loops with the Head of Sales. • 𝗣𝗼𝘀𝘁-𝘁𝗿𝗮𝗶𝗻𝗶𝗻𝗴 𝗮𝗻𝗰𝗵𝗼𝗿𝗶𝗻𝗴: Delivery of actionable follow-up (training deck + next steps) to ensure adoption and continuity.

Impact on 𝗦𝗮𝗹𝗲𝘀 𝗮𝗻𝗱 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝘀𝗰𝗮𝗹𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝗮𝗻𝗱 𝗼𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗰𝗹𝗮𝗿𝗶𝘁𝘆: • 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲 𝘀𝗲𝘁𝘂𝗽: Design and implementation of dedicated Notion workspaces per team to centralise knowledge, improve accessibility, and reinforce day-to-day execution clarity. • 𝗣𝗹𝗮𝘆𝗯𝗼𝗼𝗸 𝗱𝗲𝘀𝗶𝗴𝗻 𝗮𝗻𝗱 𝘀𝘁𝗮𝗻𝗱𝗮𝗿𝗱𝗶𝘀𝗮𝘁𝗶𝗼𝗻: Creation of complete Sales and Customer Success Playbooks to align practices, structure processes, and support team ramp-up. • 𝗢𝗻𝗯𝗼𝗮𝗿𝗱𝗶𝗻𝗴 𝗳𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 𝗱𝗲𝘀𝗶𝗴𝗻: Structuring of a simplified and scalable onboarding process, designed to reduce ramp-up friction and be easily replicated across other internal roles.

Impact on 𝗦𝗮𝗹𝗲𝘀 𝗙𝗿𝗮𝗻𝗰𝗲 𝗲𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆 𝗮𝗻𝗱 𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲: • 𝗦𝗮𝗹𝗲𝘀 𝗘𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁 𝗧𝗼𝗼𝗹𝘀 𝘀𝘁𝗮𝗰𝗸: Microsoft Teams and 360Learning implementation, Modjo setting. • 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗚𝗼 𝗧𝗼 𝗠𝗮𝗿𝗸𝗲𝘁: Defining the Go To Market Strategy for Mstaff. Go To Market execution for Sales. • 𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 𝗮𝗻𝗱 𝗜𝗻𝗱𝗶𝘃𝗶𝗱𝘂𝗮𝗹 𝗖𝗼𝗻𝘁𝗿𝗶𝗯𝘂𝘁𝗼𝗿𝘀 𝗰𝗼𝗮𝗰𝗵𝗶𝗻𝗴.

Strong contribution on Yousign's growth by 𝗶𝗻𝗰𝗿𝗲𝗮𝘀𝗶𝗻𝗴 𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗮𝗻𝗱 𝗲𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆 𝗼𝗳 𝗦𝗮𝗹𝗲𝘀 𝗮𝗻𝗱 𝗖𝗦𝗠 𝘁𝗲𝗮𝗺𝘀 in Europe: • As a part of the Leadership committee, contributing on 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻𝘀 𝗮𝗻𝗱 𝗼𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗱𝗲𝗽𝗹𝗼𝗶𝗺𝗲𝗻𝘁. • 𝗢𝗻𝗯𝗼𝗮𝗿𝗱𝗶𝗻𝗴 𝗣𝗿𝗼𝗴𝗿𝗮𝗺 𝗰𝗼𝗻𝗰𝗲𝗽𝘁𝗶𝗼𝗻, 𝗰𝗿𝗲𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻: Around 40 Individual Contributors and Leaders onboarded, Time-to-operational from 5 weeks to 3 weeks, Time-to-success drastically improved. • 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗔𝗰𝗮𝗱𝗲𝗺𝘆 𝗰𝗼𝗻𝗰𝗲𝗽𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗶𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻: Continuous Training program for Revenue team. • 𝗜𝗻𝗱𝗶𝘃𝗶𝗱𝘂𝗮𝗹 𝗰𝗼𝗻𝘁𝗿𝗶𝗯𝘂𝘁𝗼𝗿𝘀 𝗮𝗻𝗱 𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 𝗰𝗼𝗮𝗰𝗵𝗶𝗻𝗴 and follow-up to increase performance. • Definition of the 𝗚𝗼 𝗧𝗼 𝗠𝗮𝗿𝗸𝗲𝘁 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆 regarding teams’ enablement. • 𝗗𝗮𝘁𝗮 𝗮𝗻𝗮𝗹𝘆𝘀𝗶𝘀 to define new Enablement actions. • 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗣𝗹𝗮𝘆𝗯𝗼𝗼𝗸𝘀: Internal processes definition and documentation. • 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗖𝗼𝗹𝗹𝗮𝘁𝗲𝗿𝗮𝗹𝘀: ICPs analysis and knowledge, Competition analysis, Guidelines and battlecards on specific topics. • 𝗘𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁 𝗧𝗼𝗼𝗹𝘀 𝗶𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗮𝗻𝗮𝗹𝘆𝘀𝗶𝘀: Modjo implementation and execution, Gong implementation for benchmark. • 𝗠𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁 of a Sales Enablement Specialist. Experience in the recruitment process.

Direct contribution on Mention's growth by 𝗶𝗻𝗰𝗿𝗲𝗮𝘀𝗶𝗻𝗴 𝘁𝗲𝗮𝗺𝘀' 𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗮𝗻𝗱 𝗲𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆 with a global approach: - 𝗢𝗻𝗯𝗼𝗮𝗿𝗱𝗶𝗻𝗴 𝗽𝗿𝗼𝗰𝗲𝘀𝘀 𝗶𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗳𝗼𝗹𝗹𝗼𝘄-𝘂𝗽: Onboarding Program conception, building and execution for Sales, Customer Success and Support teams. - 𝗥𝗲𝗰𝘂𝗿𝗿𝗲𝗻𝘁 𝘁𝗿𝗮𝗶𝗻𝗶𝗻𝗴 𝗹𝗼𝗴𝗶𝗰: Continuous Training planning and delivering for the Sales, Customer Success and Marketing Teams regarding Product, Methodology and Processes. - 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗚𝗼 𝗧𝗼 𝗠𝗮𝗿𝗸𝗲𝘁: Defining the Go To Market Strategy with Marketing. Go To Market execution for Sales, Customer Success and Support teams. - 𝗜𝗻𝘁𝗲𝗿𝗻𝗮𝗹 𝗣𝗿𝗼𝗰𝗲𝘀𝘀𝗲𝘀 𝗲𝘃𝗼𝗹𝘂𝘁𝗶𝗼𝗻: Sales, Customer Success & Support processes conception and implementation. - 𝗦𝗮𝗹𝗲𝘀 𝗮𝗻𝗱 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗖𝗼𝗹𝗹𝗮𝘁𝗲𝗿𝗮𝗹𝘀: Sales Deck, Competitors analysis, Help Center. - 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗦𝘂𝗽𝗽𝗼𝗿𝘁 𝗮𝘂𝘁𝗼𝗺𝗮𝘁𝗶𝗼𝗻 through Intercom.

Impact on AB Tasty worldwide performance. - 𝗢𝗻𝗯𝗼𝗮𝗿𝗱𝗶𝗻𝗴 𝗣𝗿𝗼𝗴𝗿𝗮𝗺 𝗰𝗼𝗻𝗰𝗲𝗽𝘁𝗶𝗼𝗻, 𝗰𝗿𝗲𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻: Around 20 newcomers onboarded worldwide. - 𝗥𝗲𝗰𝘂𝗿𝗿𝗲𝗻𝘁 𝗧𝗿𝗮𝗶𝗻𝗶𝗻𝗴 𝗣𝗿𝗼𝗴𝗿𝗮𝗺 𝗽𝗹𝗮𝗻𝗻𝗶𝗻𝗴 𝗮𝗻𝗱 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻: Continuous training for the Sales Team, around Product evolutions and Sales methodologies (𝗠𝗘𝗗𝗗𝗜𝗖𝗖, 𝗦𝗣𝗜𝗡 𝗦𝗲𝗹𝗹𝗶𝗻𝗴, 𝗖𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲𝗿 𝗦𝗮𝗹𝗲𝘀...). - 𝗦𝗮𝗹𝗲𝘀 𝗖𝗼𝗮𝗰𝗵𝗶𝗻𝗴 𝗮𝗻𝗱 𝗥𝗼𝗹𝗲𝗽𝗹𝗮𝘆 𝘀𝗲𝘀𝘀𝗶𝗼𝗻𝘀. - 𝗦𝗮𝗹𝗲𝘀 𝗖𝗼𝗹𝗹𝗮𝘁𝗲𝗿𝗮𝗹𝘀: Sales Deck, Competitors battlecards, Industries battlecards, ROI Projection tool, Clients references…

Important contribution to 𝘀𝗮𝘁𝗶𝘀𝗳𝗮𝗰𝘁𝗶𝗼𝗻, 𝗿𝗲𝘁𝗲𝗻𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗲𝘅𝗽𝗮𝗻𝘀𝗶𝗼𝗻 𝗼𝗳 𝘁𝗿𝗮𝘃𝗲𝗹 𝗮𝗻𝗱 𝗿𝗲𝘁𝗮𝗶𝗹 𝗞𝗲𝘆 𝗔𝗰𝗰𝗼𝘂𝗻𝘁𝘀 in Europe (Spain, Italy, France) and Africa: - 𝗜𝗻𝘁𝗲𝗿𝗻𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗞𝗲𝘆 𝗔𝗰𝗰𝗼𝘂𝗻𝘁𝘀 𝗠𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁: Marionnaud, Feu Vert, Iberia, Carrefour, Zara Home, Moschino, Salvatore Ferragamo, Air Europa, Armani, LIU JO, Springfield, Atrapalo, RIU Hotels… Pipeline Management: 120K €/month. - Very succcessful results on 𝗥𝗲𝘁𝗲𝗻𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗘𝘅𝗽𝗮𝗻𝘀𝗶𝗼𝗻 (up-sell and cross-sell): +100K € Upsell/year - 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗰𝗮𝗺𝗽𝗮𝗶𝗴𝗻𝘀 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆, 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗮𝗻𝗮𝗹𝘆𝘀𝗶𝘀. - 𝗦𝗽𝗮𝗻𝗶𝘀𝗵 𝗺𝗮𝗿𝗸𝗲𝘁 𝗱𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁.

For the 𝗦𝗽𝗮𝗻𝗶𝘀𝗵 𝗺𝗮𝗿𝗸𝗲𝘁: - 𝗖𝗮𝘁𝗮𝗹𝗼𝗴 𝗠𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁 and 𝗣𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗔𝗻𝗮𝗹𝘆𝘀𝗶𝘀 on several channels. - 𝗕𝟮𝗕 𝗖𝗹𝗶𝗲𝗻𝘁 𝗔𝗰𝗾𝘂𝗶𝘀𝗶𝘁𝗶𝗼𝗻: SEA Campaigns management and Team coordination, Facebook Ads campaigns conception, email Content conception for Spanish market, Outreach Campaigns launch. - 𝗕𝟮𝗖 𝗖𝗮𝗺𝗽𝗮𝗶𝗴𝗻𝘀 𝗺𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁: Feed optimization for Google Shopping, SEA Campaigns conception for clients, Key Accounts management along with the Account Manager and the Technical Support Specialist (Positioning improvement, Strategic counseling, Feed management). - 𝗪𝗲𝗯𝘀𝗶𝘁𝗲 𝗠𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁 for Twenga.es: Commercial operations media planning, SEO strategies. - 𝗘𝗱𝗶𝘁𝗼𝗿𝗶𝗮𝗹: 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝗰𝗿𝗲𝗮𝘁𝗶𝗼𝗻 and translation. - 𝗣𝗿𝗲𝘀𝘀 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀: Spanish Media Database creation. Press Release creation and distribution. - 𝗖𝗼𝗺𝗺𝘂𝗻𝗶𝘁𝘆 𝗠𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁 on Facebook and Twitter. For 𝗜𝗻𝘁𝗲𝗿𝗻𝗮𝘁𝗶𝗼𝗻𝗮𝗹: - 𝗘𝗱𝗶𝘁𝗼𝗿𝗶𝗮𝗹: French Content for both client and prospects communications. - 𝗢𝗻𝗯𝗼𝗮𝗿𝗱𝗶𝗻𝗴 𝗣𝗿𝗼𝗴𝗿𝗮𝗺 creation (content & processes) and execution for newcomers.

For the 𝗦𝗽𝗮𝗻𝗶𝘀𝗵 𝗺𝗮𝗿𝗸𝗲𝘁: - 𝗪𝗲𝗯𝘀𝗶𝘁𝗲 𝗠𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁 for Maximiles.es: Commercial operations media planning, New Brands integrations through Affiliation platforms, Advertising negotiation and display, Campaigns implementation. - 𝗘𝗺𝗮𝗶𝗹𝗶𝗻𝗴: Campaigns negotiation with French and Spanish Agencies. Newsletters and email Campaigns conception and creation. Database segmentation and targeting. - 𝗢𝘁𝗵𝗲𝗿 𝗺𝗶𝘀𝘀𝗶𝗼𝗻𝘀: Users requests management, visual design, invoicing management, translations.