Wikings Marcelo Machado

Partner - Operations / GTM (Go-To-Market)

2023

Next47 is a $2B venture capital firm headquartered in Palo Alto, with a portfolio of ~60 companies including Verkada, Vast Data, Sysdig, Claroty, Tractian and Skydio. As a member of the founding team at Next47, I was responsible for building and scaling our value-add platform with a core focus on Go-to-Market (GTM) strategy. From the beginning, Next47 differentiated itself by delivering tangible GTM impact, establishing a reputation among founders for driving real revenue outcomes. Over the years, we’ve supported ~40 portfolio companies in closing 300+ deals with 120+ enterprise customers across 16 countries, leading to $ millions in bookings. In my role, I: * Lead an 8-person GTM and business development team based across the U.S. and Europe * Drive business development and GTM engagements with portfolio companies, from early-stage to growth * Maintain and activate a global network of 1,500+ enterprise technology buyers across various industries * Advise founders, CROs, and sales leaders on GTM strategy, sales execution, and customer acquisition * Conduct customer surveys to identify technology adoption trends * Partner closely with the investment team to help source and win deals through our GTM value proposition You can find some of my thinking on Go-to-Market strategy in this article series:
Enterprise Sales Playbook – Unlock Your Market Potential (https://next47.com/enterprise-sales-playbook-unlock-your-market-potential/)

Investor

2022 - 2025

Super app for the automotive world. Acquired by Fleetcor

Board Member

2022 - 2024

Pharma startup acquired by Medsystems.

Co-Founder

2022 - 2023

Citrino Ventures is an early-stage venture capital firm with approximately USD 60 million under management, focused on B2B IoT and SaaS startups in the Latin American market. I was responsible for supporting the fundraising process, defining the investment strategy, hiring the initial team, and leading the first investments, which included companies like Intera, Tractian, nFlux, and Infleet.

Investor and Board Observer

2022 - 2022

Global Director

2018 - 2021

Next47 is a $2B venture capital firm headquartered in Palo Alto, with a portfolio of ~60 companies including Verkada, Vast Data, Sysdig, Claroty, Tractian and Skydio.

Business Unit CEO

2014 - 2017

Managed full P&L for Siemens Energy Services in South America, overseeing revenue exceeding $100 million and a team of 200 employees.

Head of Strategy and M&A

2011 - 2013

• Led a team of 18 direct reports in South America, overseeing strategy, Process optimization and M&A. • Managed multiple sell-side and buy-side M&A deals, including Siemens Surveillance Services/Tyco and Siemens/Senergy. • Achieved successful M&A deals ranging from a few million to $2B in valuation.

Chief Financial Officer

2008 - 2011

I served as the first CFO at SoftExpert, where I led the implementation of the company’s first ERP system and spearheaded its inaugural financial planning, strategic planning, and budgeting cycles. I also established core operational processes across procurement, treasury, AP/AR, HR, travels, accounting and facilities management. During my tenure, the company transitioned from negative EBITDA to strong double-digit profitability, setting the basis to become a global and well functioning company.

M&A and Business Development Manager

2006 - 2008

Managed 11 M&A transactions from screening to integration. Established new business lines in fiscal software and agriculture for TOTVS.