Paulo Chaves

Initiator
DISC Type : Di

Director of Sales Operations, Latin America at Adobe

São Paulo, São Paulo, Brazil

Overview

Paulo is a business strategy and sales operations executive with over 20 years of experience focused on the Latin American market. Currently the Director of Sales Operations for Adobe in LatAm, he has an extensive background in commercial finance and strategic planning from his tenure at Microsoft. He holds a Masters in Financial Management.

He recently participated in Adobes Latin America Partner Executive Advisor Board, focusing on leveraging AI to enhance the customers transformational journey.

Personality Overview

Friendly Challenger

Confident

Conviction Driven

They measure a product on its merit but can be influenced by strong testimonials.  They respond well to objective pitches but also attach some value to relationships. They don’t mind taking a stand if they believe in something.

Topics They Care About

Latin American Market
Possesses over two decades of specialized experience in business strategy, sales, and finance tailored specifically for the Latin American region at companies like Adobe and Microsoft.
AI for Customers
Recently engaged with top partners in Latin America to generate insights on leveraging AI to add value to the end customer's transformational journey.
Sales & Finance Strategy
His career is built on expertise in sales operations, financial planning, pricing, and revenue management for large technology corporations.

Media Appearances

Paulo Chaves – Director of Sales Operations, Latin America (Adobe). Featured in The Org

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Work History

8-2025
Director of Sales Operations, Latin America at Adobe
1-2024 - 7-2025
Business Strategy & Sales Operations at Microsoft
7-2023 - 12-2023
Cloud Controller - US Industry at Microsoft
6-2022 - 6-2023
Customer Success and Consulting Controller at Microsoft
8-2021 - 6-2022
Head of Business Unit Finance at Serasa Experian

Education

2006 - 2007
Master's Degree in Financial Management from EAE - Escuela de Administración de Empresas
2002 - 2005
Bachelor's Degree in Business Administration from FAAP - Fundação Armando Alvares Penteado

More Information

Social Presence :

Prographics :

Exp : 16 Location : São Paulo, São Paulo, Brazil Job Level : Mid-senior Designation : Director of Sales Operations, Latin America at Adobe
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Insights For Selling To Paulo

During A Call Or A Meeting

DO's

  • Focus on the big picture and the strategic value of your product
  • Acknowledge their status and position during the conversation
  • Keep your pitch focused on the impact but insert some anecdotes into it

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be very informal even if they are being so themselves
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paulo is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from Paulo

  • They are not shy of saying no if they do not develop trust in your product.

Insights For Deal Planning

    How fast (or slow) will Paulo move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Paulo take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Paulo

Personality Compatibility


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