Paul

Paul Esteban Herrera Callay
06 - 12 - 1988

Paul Esteban Herrera Callay is a Senior Business Development, Sales &
SUMMARY
Operations professional and Business Trainer with 7+ years of international
experience across B2B and B2C environments, specializing in business
development, sales management, customer success, team leadership, training,
and operational optimization.

He has built and managed relationships with clients, partners, and cross-
functional teams across international markets, with experience spanning Latin
America, Spain, Brazil, Portugal, and other global markets. His background
combines strong expertise in prospecting, client acquisition, account
management, negotiation, sales strategy, customer experience, and process
improvement.

Throughout his career, he has progressed from hands-on commercial and client-
facing roles into leadership and operational responsibilities, managing teams,
developing training programs, coaching sales professionals, overseeing quality
standards, and optimizing work ows to improve team performance and
business ef ciency.

His recent experience has focused on Sales Operations and Business
Development, where he has taken ownership of lead management, sales
processes, customer journeys, team performance, CRM work ows, and process
automation, working across technology, EdTech, digital services, audiovisual,
and online business environments.

He brings a multilingual and multicultural pro le, with professional
communication capabilities in Spanish, English, Portuguese, Russian, and
Ukrainian, enabling effective collaboration with diverse teams, clients, and
business partners.

Core strengths: Business Development · Sales Operations · Team Leadership ·
Customer Success · Account Management · Training & Coaching · Process
Optimization · CRM Management · Negotiation · Performance Management ·
International Business
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Paul Esteban Herrera Callay
06 - 12 - 1988

Team Leader, Sales & Senior Team Leader | Sales & Operations
Operations Supervisor
DarwinLand
DarwinLand
July 2025 – September 2026
July 2025 – September
2026 Functional Responsibilities:

Senior Team Leader responsible for Sales Operations, Customer
Experience, team performance, and process optimization for
educational programs across LATAM.

• Led and supervised the Sales and Customer Experience team,
taking ownership of daily performance, operational standards,
lead management, and sales execution.
• Managed and optimized the end-to-end lead lifecycle, from
initial contact and quali cation through trial class booking,
follow-up, and enrollment.
• Developed and improved sales processes for Roblox
Programming and Digital Art programs, adapting work ows to
the needs of families and students across LATAM markets.
• Coached and developed Sales Managers in consultative
communication, needs analysis, objection handling, follow-up
strategies, customer engagement, and closing techniques.
• Monitored sales conversations and lead response times on a
daily basis, identifying performance gaps and ensuring
consistent adherence to communication and service standards.
• Analyzed team performance and implemented continuous
coaching, providing structured weekly feedback to improve
individual performance, sales effectiveness, and customer
experience.
• Coordinated closely with teachers and academic staff to ensure
a seamless transition between sales, trial classes, student
experience, and post-trial follow-up.
• Oversaw trial class quality and customer experience, including
the review of class recordings to identify opportunities for
improvement in the student and parent journey.
• Managed lead allocation and operational coverage, prioritizing
high-intent opportunities and ensuring business continuity
during staff absences or unexpected situations.
• Standardized work ows and optimized internal processes,
identifying opportunities to improve lead tracking, follow-up,
team coordination, and operational ef ciency.
• Identi ed opportunities for automation and process scalability,
helping reduce repetitive manual tasks and strengthen the
structure of the sales operation.
• Led cross-functional coordination between Sales, Teachers, and
Operations to resolve operational issues, maintain service
continuity, and protect the customer experience.
• Drove continuous improvement across the customer journey,
using operational observations, team feedback, and
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Paul Esteban Herrera Callay
06 - 12 - 1988

Business Trainer, Senior Team Leader | Training, Quality Assurance & Back Of ce
Business Coach,
1CC
1CALLCENTER
Functional Responsibilities:
April 2023 - June
Team Leader of the Training, Quality Assurance, and Back Of ce
2025
Department, with responsibility for team performance, operational
standards, training strategy, and continuous improvement.

• Led and managed the Training, Quality Assurance, and Back
Of ce functions, overseeing daily operations, team performance,
service standards, and work ow execution.
• Developed and implemented comprehensive training strategies
covering health-related products and conditions, ensuring strong
product knowledge, communication skills, and sales readiness.
• Designed and continuously optimized training programs and
learning modules focused on sales processes, objection handling,
product positioning, customer communication, and performance
improvement.
• Coached and developed internal leaders and staff, including
Team Leaders, through structured training, performance
reviews, and targeted coaching.
• Owned the onboarding and training process for new hires,
establishing structured weekly programs to accelerate
operational readiness and ensure alignment with company
standards.
• Oversaw call quality and performance evaluation, partnering
with the Quality Assurance function to identify performance
gaps, establish improvement actions, and monitor progress.
• Directed the weekly planning and allocation of training activities,
coordinating trainers, priorities, schedules, and departmental
coverage.
• Implemented ongoing performance coaching and feedback
frameworks, supporting employee development, sales
effectiveness, communication quality, and adherence to
operational standards.
• Identi ed performance and process improvement opportunities,
translating operational observations into training initiatives and
corrective actions.
• Collaborated cross-functionally with management and
operational teams to align training, quality, and back-of ce
activities with broader business objectives.
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Paul Esteban Herrera Callay
06 - 12 - 1988

Customer Success Senior Customer Success Manager | Account Manager | Scout Buyer
Management, Scout
Buyer, Account UNITED TECH
Manager
Functional Responsibilities:
UNITEDTECH
• Managed and developed client relationships, acting as a primary
September 2022 - point of contact and ensuring effective communication,
March 2023: alignment, and delivery throughout the client lifecycle.
• Identi ed and quali ed potential clients through Instagram,
Facebook, TikTok, and other digital channels, contributing to
business development and client acquisition.
• Led client negotiations regarding collaboration terms,
expectations, deliverables, and working conditions, ensuring
alignment between client needs and company capabilities.
• Managed audiovisual projects and client requirements,
coordinating communication and deliverables within the
audiovisual services area.
• Managed client and operational data through CRM systems,
maintaining accurate information and supporting structured
account management and follow-up.
• Designed and optimized business work ows using Miro,
improving internal processes, task organization, and coordination
between clients and company teams.
• Created professional audiovisual and commercial materials using
Canva and Miro to support the company's products, services,
and client-facing activities.
• Developed and managed Telegram communication channels to
streamline and partially automate work ows between clients and
company managers.
• Identi ed opportunities for process improvement and
automation, reducing manual communication steps and
improving operational ef ciency.
• Coordinated cross-functional activities between clients,
managers, and internal teams to ensure timely execution of
projects and resolution of operational issues.
• Maintained ownership of assigned accounts and projects,
proactively addressing client needs and ensuring continuity
throughout the working process.
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Paul Esteban Herrera Callay
06 - 12 - 1988

Media Buyer, Scout Media Buyer & Scout Buyer
Buyer
AIR MEDIA TECH
AIR MEDIA TECH
Functional Responsibilities:
January 2022 - July
2022:
• Identi ed and quali ed potential clients through targeted
prospecting and digital research, supporting client acquisition
activities.
• Communicated and negotiated with prospective clients
regarding collaboration terms and service conditions for
Similarweb and Volkano.
• Managed leads, client information, and sales activities using
HubSpot CRM, ensuring accurate tracking and timely follow-up.
• Used Jira to organize, monitor, and coordinate assigned tasks
and work ows, maintaining visibility over ongoing activities.
• Coordinated with internal teams and management to ensure the
timely execution of assigned commercial and operational
activities.
• Maintained consistent follow-up with prospects and clients,
supporting relationship development and progression through
the sales process.
• Contributed to day-to-day business development activities,
ensuring assigned objectives and operational tasks were
completed ef ciently.

Media Buyer, Media Buyer
Functional Responsibilities:
ADSKEEPER
• Prospected and quali ed potential clients, identifying relevant
April 2020 - opportunities through targeted market research and outreach.
December 2021: • Managed communication and negotiations with prospective
clients, discussing collaboration terms and aligning expectations
with business requirements.
• Managed client and prospect information through CRM systems,
maintaining accurate records and supporting structured follow-
up throughout the sales process.
• Utilized HubSpot, Con uence, and Jira to manage client
information, documentation, work ows, tasks, and day-to-day
operational activities.
• Coordinated with internal teams to ensure effective
communication, timely execution of assigned activities, and
alignment with established processes.
• Maintained organized follow-up and task management,
contributing to ef cient client acquisition and overall commercial
operations.
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Paul Esteban Herrera Callay
06 - 12 - 1988

Media Buyer, Account Translator & Sales Manager
Manager & SMM Functional Responsibilities:
Manager
• Identi ed and quali ed potential clients through targeted
WINWIN prospecting and digital channels, supporting client acquisition
and business development.
July 2019 - April • Managed client relationships and negotiations, discussing
2020: collaboration terms, aligning expectations, and maintaining
effective communication throughout the engagement.
• Managed assigned client accounts, coordinating requirements,
follow-ups, and deliverables to ensure smooth execution of
ongoing activities.
• Supported social media management activities, contributing to
content coordination, audience engagement, and the company's
digital presence.
• Managed client and prospect information through CRM systems,
maintaining accurate records and supporting structured follow-
up.
• Used Jira to organize tasks, monitor work ows, coordinate
deliverables, and maintain visibility across ongoing projects.
• Coordinated with internal teams to ensure timely execution of
client requirements and alignment with established processes.

Translator & Sales Translator & Sales Manager
Manager
MAXIMARKETING
MAXIMARKETING
September 2018 – July 2019
September 2018 -
July 2019: Functional Responsibilities:

• Translated news, articles, and informational content between
languages, ensuring accuracy, clarity, and preservation of the
original meaning and context.
• Reviewed and adapted translated content to ensure natural
language, readability, and consistency with the intended
audience.
• Researched and veri ed information from different sources to
support accurate and reliable news translation.
• Supported sales and client-facing activities, maintaining
professional communication and assisting with commercial
requirements.
• Communicated with clients and prospects, supporting inquiries,
follow-ups, and coordination of business-related activities.
• Assisted with customer relationship management and day-to-
day commercial operations.
• Collaborated with internal teams to coordinate translation
requests, client requirements, and assigned projects.
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Paul Esteban Herrera Callay
06 - 12 - 1988

TECHNICAL CRM & Sales
SKILLS
HubSpot · CRM Systems · Mailchimp · Volkano · Similarweb · Sendpulse

Project & Operations Management

Jira · Con uence · Notion · Trello · Miro · Obsidian · Slack · Sendpulse

Marketing & Social Media

Meta Business Suite · Meta Ads Manager · Google Ads · Instagram ·
Facebook · TikTok

Analytics & Research

Google Analytics (GA4) · Looker Studio · Similar Sites · Clarity · Orbita
· Sphere

Productivity & Collaboration

Microsoft Excel · Google Sheets · Google Workspace

Design & Content

Canva · Figma · Adobe Photoshop · Adobe Premiere Pro · Miro

Web & CMS

WordPress

EDUCATION 2012 - 2018 - Kyiv National Medical University ¨O.O. Bogomolets¨
"Medicine"

2011 - 2012 - Univerersity of Personnel Management ¨MAUP¨
"Preparatory Faculty and Suf ciency of the Russian language»
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