Pablo Pilon

Activist
DISC Type : Cd

Sales Strategy & Eng. - CI&T Flow at CI&T

Greater São Paulo Area, Brazil

Overview

Pablo is a seasoned sales and strategy leader with over 24 years in the software industry, specializing in guiding companies through digital transformation. A former VP at Adobe, he now drives sales strategy for CI&T Flow. People who have worked with him describe him as competent, cooperative, and having a strong business vision.

He holds a Masters degree from Harvard University and a certificate in Strategic Management.

He recently described joining CI&T, a company he has followed for years, as "Getting back to my origins! "

Personality Overview

Value Conscious

Logical And Quick

Meticulous

They respond well to confident salespeople.  They can be nudged to make faster decisions by offering what they value. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Corporate AI Adoption
He is focused on the impact of CI&T's internal AI platform, highlighting its high adoption rates and ability to drive real business efficiency.
Digital Transformation
With 18 years focused on this area, he has a deep understanding of the leadership mindset and operational shifts necessary for enterprises to successfully transform.
Go-to-Market Strategy
He is actively building a team to create and launch global offerings and solutions accelerated by CI&T's corporate AI platform.

Media Appearances

Pablo has no verified media appearances

Work History

10-2025
Sales Strategy & Eng. - CI&T Flow at CI&T
12-2023 - 10-2025
VP of Products Specialists & Strategy - LATAM at Adobe
12-2022 - 12-2023
Sales Director - Brazil | Corporate at Adobe
3-2020 - 12-2022
Territory Sales Manager | LATAM South Cone at Adobe
10-2017 - 3-2020
Professional Services Account Executive | Digital Marketing at Adobe

Education

1-2018 - 5-2022
Master's degree from Harvard University
1-2000 - 12-2001
Bachelor's degree - Incomplete from Escola de Engenharia de Piracicaba - EEP

More Information

Social Presence :

Prographics :

Exp : 18 Location : Greater São Paulo Area, Brazil Job Level : N/A Designation : Sales Strategy & Eng. - CI&T Flow at CI&T
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Insights For Selling To Pablo

During A Call Or A Meeting

DO's

  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Stress on the business value that your product offers

DONT's

  • Don’t expect them to change their mind quickly if they say no once
  • Refrain from asking too many questions
  • Do not give up if they are not convinced, try again with a different approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pablo is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Pablo

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Pablo move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Pablo take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Pablo

Personality Compatibility


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