Mauricio Mestrinel

Evaluator
DISC Type : CDS

Strategic Enterprise Account Director at DocuSign

São Paulo, São Paulo, Brazil

Overview

Mauricio Mestrinel is a Strategic Enterprise Account Director at DocuSign with over 15 years of cross-sector sales experience in enterprise technology. Holding an MBA from USP, he is described by colleagues as determined, focused, and results-oriented. He specializes in solutions like CLM, eSignature, and cloud platforms.

In 2024, he was recognized as a top performer for achieving 206% of his retention goal and for leading his region in Contract Lifecycle Management (CLM) sales.

Personality Overview

Fast But Analytical

Thorough Evaluator

Quality Focused

They are not very likely to become strong advocates of your product or service  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Contract Automation
His work and recent awards focus on innovating contract lifecycle management (CLM). He actively promotes integrating AI like ChatGPT into contract workflows.
Strategic Client Partnerships
He frequently highlights successful client relationships, celebrating their innovation and growth with major accounts like Globo and QuintoAndar.
AI in Legal Tech
He is enthusiastic about leveraging generative AI to create conversational interfaces for automating the entire contract lifecycle, from generation to management.

Media Appearances

Mauricio has no verified media appearances

Work History

2-2023
Strategic Enterprise Account Director at DocuSign
4-2022 - 3-2023
Strategic Enterprise Account Executive, na DocuSign at DocuSign
1-2020 - 4-2022
Senior Account Executive - Utilities at SAP
8-2015 - 12-2019
Senior Sales Executive at SAP
4-2014 - 8-2015
Sales Manager | Enterprise at Kaltura

Education

9-2021 - 9-2023
Pós-graduação Lato Sensu - Especialização from Pontifícia Universidade Católica do Rio Grande do Sul
2017 - 2019
MBA em Gestao de Negocios from USP - Universidade de São Paulo

More Information

Social Presence :

Prographics :

Exp : 13 Location : São Paulo, São Paulo, Brazil Job Level : Mid-senior Designation : Strategic Enterprise Account Director at DocuSign
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Insights For Selling To Mauricio

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mauricio is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Mauricio

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Mauricio move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Mauricio take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Mauricio

Personality Compatibility


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