Ana Sofia Barros
Sales Manager
Barcelona
Work Preference
Summary
Sales leader with over 8 years of experience in SaaS and enterprise sales across EMEA. Demonstrated ability to scale high-performing BDR and AE teams, significantly increasing pipeline and achieving multimillion ARR. Multilingual with strong skills in team coaching, prospecting, and cross-functional collaboration. Consistently recognized for exceeding sales targets and fostering internal talent development.
Overview
10
10
years of professional experience
1
1
Certification
Work History
EMEAI - Manager Business Development
Onshape by PTC
Barcelona
02.2025 - Current
- Leading the Business Development function across EMEA, with a 12-person outbound team focused on Mid-Market and Strategic accounts. The scope includes pipeline strategy, enablement, and cross-functional alignment to drive predictable new business.
- Experience across the full sales cycle (BDR - AE - AE Manager) enables a focus not only on pipeline creation but on building sales talent. The BDR program now functions as a feeder for high performing AEs: 5 out of 9 SMB AEs previously came through this team and transitioned successfully into closing roles under structured coaching and development.
- Commercial impact:
- 936 meetings booked in FY25: 88% held - 82% converted into qualified AE opportunities;
- BDR influenced pipeline resulted in 233 of closed won deals and multi-million ARR in new business;
- Team scaled from 8 to 12 BDRs to support both Onshape and Arena while sustaining above benchmark outbound conversion rates.
- Built on scalable processes, data-led coaching and a system that generated both revenue and the next generation of AEs.
Inside Sales Manager EMEA
Onshape by PTC
Barcelona
10.2021 - 02.2025
- Managed a team of talented Account Executives to align innovative tools with client visions and growth strategies.
- Promoted work/life balance, ensuring team members felt valued and compensated fairly.
- Cultivated a positive team culture, emphasizing enjoyment in sales processes.
- Achieved FY23 P-Club recognition with entire AE team for surpassing annual goals.
Sales Account Executive
Onshape by PTC
Barcelona
04.2020 - 11.2021
- Appointed as first Account Executive for Onshape in EMEA, overseeing regional expansion.
- Acquired strategic customers including OX Delivers, Vikaso, De Antonio Yachts, and Dynisma that now feature on Onshapes customer success stories
- Contributed to defining Account Executive processes and regional go-to-market strategy.
- Achieved consistent revenue growth, resulting in promotion to Team Lead and later Sales Manager.
- Recognized for proven performance at PTC and ability to operate across multiple markets.
- Fostered cross-functional collaboration to enhance operational efficiency.
Account Executive - Talent Solutions
LinkedIn
Dublin
05.2019 - 04.2020
- Delivered product presentations highlighting features and benefits to clients.
- Negotiated contracts to align services with client expectations and requirements.
- Facilitated training sessions for clients on platform usage and best practices.
- Cultivated strong client relationships through consistent communication and support.
- Conducted market research to identify emerging trends and client needs.
- Managed account portfolios, ensuring timely updates and effective follow-ups.
Account Executive - Mathcad
PTC
Barcelona
10.2017 - 05.2019
- Provided customer quotes, proposals, and product information as required.
- Became a trusted advisor to the customers while applying consultative selling techniques.
- Drove inbound and outbound phone calls, emails, social selling, and virtual meetings to focus on gaining market share.
- Identified, qualified and engaged with potential customers
Business Development Representative
PTC
Barcelona e Region
10.2016 - 10.2017
- Activities as PTC Inside Sales for NER with focus on ALM,PLM and SLM segments include:
- Lead management and generation in Salesforce
- Best practices share within the team
- Collaboration with different territory departments to ensure work quality and customer satisfaction
- Organizing in collaboration with technical sales product demos to the customers
Inside Sales NER
PTC
Barcelona
04.2016 - 09.2016
- Inside Sales Representative Intern for Agileworx/Agile Methodology
- Market: NER (UK, Sweden, Finland, Denmark, Norway, Ireland, Netherlands) and FRABEN
- Building and maintaining a trustworthy relationship with prospects and PTC customers
- Lead management and generation in Salesforce
- Implement calling and mailing skills
- Prospection through LinkedIn, Sales Navigator and Inside View
- Create reports in Salesforce and Excel
- Share best practices within the team
- Organizing web demos in close collaboration with technical sales
Education
Master's degree - International Relations and Opening of New Markets
ESERP Business School
Barcelona01.2016
Some College (No Degree) - French Language
Institut Catholique De Paris
Paris07-2015
Bachelor's Degree - Law
Faculdade De Direito Da Universidade De Lisboa
Lisbon01.2014
Skills
- BDR program development
- Pipeline strategy
- Sales enablement
- Cross-functional alignment
- Market expansion strategy
- Customer relationship management
- Data-led coaching
Certification
• Coach ACSTH (Grupo Emociona)
• Sales Excellence Certificate for Outstanding results in Onshape’s 2020 Commercial Business
• Agile Foundations
• Learning LinkedIn Recruiter (2017)
Languages
English
Proficient (C2)
C2
French
Advanced (C1)
C1
Spanish
Advanced (C1)
C1
Portuguese
Native
Native
Timeline
EMEAI - Manager Business Development
Onshape by PTC
02.2025 - Current
Inside Sales Manager EMEA
Onshape by PTC
10.2021 - 02.2025
Sales Account Executive
Onshape by PTC
04.2020 - 11.2021
Account Executive - Talent Solutions
LinkedIn
05.2019 - 04.2020
Account Executive - Mathcad
PTC
10.2017 - 05.2019
Business Development Representative
PTC
10.2016 - 10.2017
Inside Sales NER
PTC
04.2016 - 09.2016
Master's degree - International Relations and Opening of New Markets
ESERP Business School
Some College (No Degree) - French Language
Institut Catholique De Paris
Bachelor's Degree - Law
Faculdade De Direito Da Universidade De Lisboa