Head of Sales, EMEA candidate

Bruno Pacheco

Founder-profile commercial leader with overlap across brand marketing, category evangelism, enterprise AI, and early-stage sales. This brief is built for a follow-up advisor call.

Current base Berlin / Paris, aiming to move to London after summer

Core experience 10 years as founder/operator across marketing, fashion, and AI

Recent role Co-founder / Head of Sales, Beumer-backed AI branch

Stage signal Wants post-PMF, founder-led to repeatable GTM

Call Prep Focus

1. Test GTM judgment Ask how he would turn a boardroom AI visibility narrative into pipeline, qualified opportunities, and closed ARR in EMEA.

2. Stress-test pricing He already challenged flat pricing. Push him to defend or revise his performance-based model with actual sales-cycle implications.

3. Validate network transfer Ask for named buyer types, routes to warm intros, and where his influencer/airport/AI network actually converts in Europe.

Founder-led sales Category creation Enterprise AI Brand marketing EMEA

CV Profile

Beumer Group-backed AI branch Built sales from zero for enterprise AI computer-vision workflows in logistics/airports. Owned GTM, partnerships, customer success, and recruiting; built a team including FDEs and AEs. CV cites 100K EUR ACVs and 6-12 month cycles.

Next Big Thing / Founder in Residence Validated a new venture inside a Berlin venture builder before it was incorporated by a multinational logistics company.

Poima Bootstrapped a jewelry/fashion DNVB targeting an influencer community of roughly 1 million Instagram followers.

Renan Sasu Built an influencer marketing agency selling to B2B clients in fashion and tourism when the category was still hard to measure.

Education listed on CV: MSc in Computer Science, CY Tech Engineering School; Masters in Finance and Business, Paris Dauphine.

Recordings

Francisco and Bruno first interview

2026-07-02, 1:08:43. Best primary source before the advisor call.

Open Grain

Francisco and Bruno live-task questions

2026-07-07, 20:49. Pricing, attribution, Gravity proof, and customer-base discussion.

Open Grain

Harry and Bruno intro screening

2026-06-18, 30:01. Useful for recruiter screen context and early signal.

Open Grain

Granola Notes: July 7 Live Task Discussion

Attribution and proof Bruno pushed on how geoSurge proves it moved the needle rather than just correlating with model changes. Francisco used Gravity as proof: per-model visibility across releases, including movement from invisible to top-10 positions.

Bruno's commercial contribution He suggested directional math: visibility lift x clicks x ACV to generate an estimated dollar range that a CMO can use internally.

Pricing challenge Bruno argued flat 100K ARR pricing leaves upside with the customer if geoSurge can credibly create 100x value. He proposed tiered or performance-based pricing, including a 20K base plus 20% upside model.

Outcome Pricing strategy remains in iteration and should be revisited with commercial leadership. A dedicated whiteboarding session was flagged as the right next step.

Open Granola note

First Interview Context

Motivation

Bruno does not want to found again this decade. He wants to join a post-PMF AI company, focus on sales, and bring founder-like ownership without taking founder-level risk.

Why geoSurge

He framed geoSurge as the intersection of his influencer/brand marketing decade and his enterprise AI chapter in airport/logistics computer vision.

Commercial read

Pre-call, he guessed geoSurge was around 5M raised and 1M ARR. Francisco confirmed the actual trajectory was close enough to be a positive signal on research and stage judgment.

Product fluency

He engaged with the model-memory thesis, attribution limits, corpus engineering, per-model pricing, multilingual EMEA opportunity, and the CMO narrative around AI visibility.

Recruiter Assessment

Why he fits Built Beumer's AI branch from zero to one, has sold ambiguous categories, handles multi-stakeholder enterprise sales, and understands both influencer marketing and enterprise AI.

Why he is interested Wants zero-to-one sales without fundraising, politics, or admin. The seat he is looking for is a post-PMF company that needs a founder-profile commercial lead.

Probe area: ACV Comfort appears around 100K-150K USD. Need to test whether he can stretch into larger global-brand ACVs.

Probe area: network Network transferability is not fully proven. Need to test how much is truly EMEA brand-side and immediately actionable.

Suggested Probes

Give us the first 30 days in EMEA: named verticals, named buyer personas, first 20 accounts, and the outreach wedge.
What is the largest deal you have personally closed end to end? Where did procurement, legal, and executive sponsorship slow it down?
Assume the CMO says, "I already have Profound." Give the buyer-facing differentiation without sounding technical.
Defend a performance-based pricing model. What would you measure, when would you invoice, and where would attribution disputes break the deal?
What breaks first going from 1M to 5M ARR in EMEA, and what sales infrastructure is good enough before you stop planning and start selling?
Who are three EMEA brand-side people who would take your call in week one, and why?

Source Links

LinkedIn: https://www.linkedin.com/in/bruno-chaves-pacheco/

CV PDF: https://drive.google.com/file/d/1ZhYiL76wu98PntI9AV9qDmXlRUs60KeN

Prepared questions doc: https://docs.google.com/document/d/14aZupJqVn0Vi1hqTB2cWNxdamvYBzuy3tb3nW-eJr5I

Granola note: https://notes.granola.ai/t/1113b3cb-5651-44cc-9d9a-6c6cb3d562b5-008umkv4

Primary Grain recording: https://grain.com/share/recording/d176a356-b22b-4b66-b409-8eddf2bc1799/wXlejYzzaHJPeT0tEpbyx0r1HYqY6r8d6nc8xZVj