ALICIA RIBAS
Sales Director EMEA
Barcelona
Summary
Hi, I’m Alicia!
A results-driven Sales leader with extensive experience driving growth in tech companies worldwide. I specialize in building high-performing SaaS sales teams, achieving multimillion-dollar targets, and enhancing sales efficiency.
I’ve partnered with Enterprises and start-ups, scale-ups, investment funds to deliver impactful growth and successful outcomes. Known for my flexibility, determination, and passion for learning, I thrive on challenges and innovation, always ready to drive business success.
Overview
15
15
years of professional experience
5
5
years of post-secondary education
4
4
Languages
Work History
Sales Director Iberia
Alpega TMS
Barcelona
10.2023 - Current
- Acquired 1.3K new logos, managed 11K customers, and achieved $15M ARR.
- Streamlined sales operations by optimizing processes, implementing CRM systems, and creating comprehensive training programs for new hires.
- Consistently exceeded quarterly targets through KPI monitoring and tactical adjustments.
- Increased market presence with targeted prospecting, boosting brand awareness and generating new business opportunities.
- Improved customer satisfaction by focusing on long-term relationships, addressing client needs, and delivering exceptional service.
- Led a team of 19 sales and customer success professionals, including 3 managers.
Sales Director EMEA
Qlik
Barcelona
07.2021 - 07.2023
- Achieved 122% of sales quota, delivering $25M in ACV.
- Led teams and customers through the modernization of BI technology, driving adoption of 3rd Generation BI, Cloud-based solutions, and Subscription licensing.
- Implemented Onboarding and Adoption processes to ensure 80% activation and 50% utilization of 95% of customers within 6 months.
- Led an Outsourcing project for Demand Generation with Teleperformance.
- Managed a team of 23 people across EMEA and APAC with 4 Managers
Global Head of Sales, Marketing and CSM
Trekksoft
Barcelona
01.2019 - 01.2020
- Led all revenue generation processes, ensuring alignment between Marketing, Sales, and Customer Success to implement the Rule of 30%.
- Optimized the entire revenue cycle, focusing on customer acquisition, retention, and success, resulting in improvements in KPIs such as ARR, Sales, CAC, LTV, ROI, Logo Retention, and Churn.
- Established clear metrics, linking performance, compensation, and promotions to measurable outcomes.
- Led a global team of 23 across Sales, Marketing, and Customer Success - 3 Managers.
Business Development Director
ARC Consulting
Barcelona
01.2016 - 01.2019
- Planned and structured competitive “go to market” strategies to implement operations in EMEA for different companies
- Prepared lean business plans and models for successful E-commerce in health, automotive, fashion, travel, and design industries
- Professionally planned, organized, and conducted 20 public and private conferences attended by over 500 participants
- Conceptualized and authored “Dare to change now,” a book highlighting the necessity and value of invoking positive change.
LATAM Senior Sales & Operations Manager
Hotelbeds / TUI
Curitiba
01.2013 - 01.2015
- Led product Hotel portfolio expansion in Brazil/LATAM, partnering with over 7,000 hotels.
- Collaborated with major international players like Booking, Expedia, and Despegar and key National and International hotel chains to meet or exceed expansion targets.
- Built and consolidated key departments (Commercial and Operations) to ensure cohesive functionality.
- Managed outsourcing project for the Contact Center with Sykes.
- Led a team of 30 across LATAM with 5 Managers (Sales, Credit Control, and Customer Service)
EMEA Regional Manager
Hotelbeds, TUI
Manchester
01.2010 - 01.2013
- Grew EMEA portfolio by acquiring 13,000+ new Hotels through outbound sales.
- Positioned key players to maximize results across markets and destinations with the key Channel Managers and Hotel Chains.
- Negotiated contracts with major DMCs, OTAs, Channel Managers, and Key Partners, achieving 70% product coverage and 85% competitiveness in key destinations, directly impacting TTV by 10% in mature and over 100% in emerging markets.
- Built a strong team of 10 Sales Managers.
Education
MBA - Master in B2B SALES
Nuclio Digital School
Barcelona 10.2018 - 06.2019
Advanced Management Programm - Business Adminsitration
IE Business School
Madrid 10.2010 - 06.2011
Postdegree - Project Management
Universidad Alfonso X
Madrid, Spain 10.2005 - 07.2006
Bachelor of Science - Tourism
Universidad De Baleares
Palma De Mallorca 10.1998 - 06.2001
Skills
Strategic Sales Leadership and Vision
Analytical and Data-Driven Decision Making
Business Development and Market Expertise
Customer Centric and Cross Functional Leadership
Relationship Building and Negotiation
Timeline
Sales Director Iberia
Alpega TMS
10.2023 - Current
Sales Director EMEA
Qlik
07.2021 - 07.2023
Global Head of Sales, Marketing and CSM
Trekksoft
01.2019 - 01.2020
MBA - Master in B2B SALES
Nuclio Digital School
10.2018 - 06.2019
Business Development Director
ARC Consulting
01.2016 - 01.2019
LATAM Senior Sales & Operations Manager
Hotelbeds / TUI
01.2013 - 01.2015
Advanced Management Programm - Business Adminsitration
IE Business School
10.2010 - 06.2011
EMEA Regional Manager
Hotelbeds, TUI
01.2010 - 01.2013
Postdegree - Project Management
Universidad Alfonso X
10.2005 - 07.2006
Bachelor of Science - Tourism
Universidad De Baleares
10.1998 - 06.2001
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