GUILHERME KFOURI

Scope3 is a hyper-growth start-up on a mission to decarbonize digital ads and media.

• Scaled global customer success function from 10 to 100 SaaS clients in 18 months, growing B2B partnerships across multiple regions and product lines
• Built and mentored a global team of 4 Enterprise customer success managers to support company growth and product adoption
• Responsible for $5MM in ARR with over 95% logo retention and over 100% revenue retention through upsells and cross-sells
• Established trusted relationships with C-level executives, nurturing strong working relationships at all levels of management
• Supported CEO and CRO through Series B funding round, securing $20MM investment from Google Ventures
• Collaborated cross-functionally with Sales, Solutions, Product, and Engineering teams to deliver customer value and address market needs
• Secured healthy customer participation in co-marketing initiatives and events.

Yotpo integrates data-driven solutions to help forward-thinking digital brands like IKEA, Avon and Beiersdorf accelerate direct-to-consumer growth.

• Managed 30+ clients worth $2.4 mln in ACV, including Yotpo's largest client globally (IKEA)
• Fully owned complex book of business, with clients spanning several industries and levels of maturity (including 5 of the company's 10 biggest clients)
• Stood up and drove the EMEA Client Advisory board
• Revamped Enterprise customer onboarding and growth playbook
• Responsible for mentoring and establishing excellence across 6 EMEA-based mid-market CSMs

• First CSM hired in the UK, responsible for establishing the Enterprise client engagement practices in EMEA
• Recognized as Yotpo's CSM of the year in 2020 (strong revenue growth and outstanding logo retention) as well as best Enterprise CSM mentor in 2021
• Responsible for project managing the entire Enterprise client journey, from onboarding to renewal, proactively identifying churn risk while pursuing and closing upsells and cross-sells
• Co-led hiring and growth of EMEA-based CSMs, serving as source of knowledge and career support for a rapidly expanding team.

Xandr is a Fortune 500 company that provides clients with a high-tech platform for digital media advertising, audience targeting and conversion attribution

• Led a team of solutions consultants overseeing a multi-million-dollar book of business comprised of Enterprised B2B partners
• Managed and developed pre-sales and post-sales relationships with C-level executives, helping to translate business needs into technology solutions
• Managed complex technical projects and implementations of new solutions, developed data-driven and scalable processes to support clients in over 20 markets
• Grew revenue by 20% in 2019.

• Managed the migration of strategic clients to a new global advertising platform through alpha and beta stages, acting as a first point of support
• Promoted best practices and led internal training to enable customer success
• Developed onboarding plans, dashboards and helped with strategy to ensure ROI
• Partnered closely with product and engineering teams to gather requirements and help transform problems and ideas into actionable next steps and technology features.

• Provided ongoing business support to a diverse portfolio of customers, becoming an expert in the AppNexus platform
• Organized and led client QBRs, partnered with commercial executives to define goals and KPIs and supported account managers with up-sells and cross-sells
• Won 'Values in Action' company award in 2017 for 'seeing and improving the whole system'.

Intergovernmental body devoted to improving conditions of the world sugar market through analysis, in-depth studies, presentations and events.

• Built new qualitative and quantitative models to forecast sugar and fuel ethanol production, consumption, and trade balances in Brazil
• Led independent in-depth research of the global sweeteners and biofuels industry, producing two 50-page studies each year
• Prepared monthly and quarterly reports distributed at ministerial level across more than 50 countries.

• Managed team of analysts responsible for assessing prices and gathering business intelligence for a range of European commodities
• Invited to speak at a UN expert panel in Geneva as a thought leader.

• Helped develop and implement new market-leading publications and a new digital reporting platform integrating multiple data sets from various sources
• Exceeded role expectations and received the 'Going the Extra Mile' award twice between 2012 and 2014.

• Successfully enhanced and expanded profitable industry benchmark price indices
• Increased quality of price data collection by engaging with clients and collecting feedback.