The human behind the playbook
Behind the Lab.
Behind the Lab.
Behind the Lab.
Viv Barlach. Decade-plus at the intersection of learning, leadership, and enterprise sales building B2B commercial engines.
Viv Barlach. Decade-plus at the intersection of learning, leadership, and enterprise sales building B2B commercial engines.
Viv Barlach. Decade-plus at the intersection of learning, leadership, and enterprise sales building B2B commercial engines.
What I’ve Done
01
Founding Enterprise AE, 1M+ quota
02
Top Fortune 500 account manager & retention expert
03
LATAM · Brazil sales account specialist
04
Multiple sales methodologies
SPICED · MEDDPICC · Challenger · Advanced Negotiation Strategies (LSE Certified)
My career began in events and global programs, where I coordinated scientific symposia, diplomatic roundtables, and executive forums involving government leaders and Fortune 500 stakeholders. I’ve spent the past decade since then in roles that sit at the intersection of learning, leadership development, and enterprise sales.
At edX (now part of 2U), I helped build the company’s B2B commercial engine after years of B2C focus — creating new sales motions, opening key accounts, and partnering with CHROs and L&D leaders navigating rapid upskilling needs. Before that, I was part of the entrepreneurial team behind GLG Institute, designing high-impact learning experiences for senior executives.
My career began in events and global programs, where I coordinated scientific symposia, diplomatic roundtables, and executive forums involving government leaders and Fortune 500 stakeholders. I’ve spent the past decade since then in roles that sit at the intersection of learning, leadership development, and enterprise sales.
At edX (now part of 2U), I helped build the company’s B2B commercial engine after years of B2C focus — creating new sales motions, opening key accounts, and partnering with CHROs and L&D leaders navigating rapid upskilling needs. Before that, I was part of the entrepreneurial team behind GLG Institute, designing high-impact learning experiences for senior executives.
bUT WAIT! THERE'S MORE!
Originally from São Paulo, Brazil, I am a native Portuguese speaker, fluent in Spanish and conversational in French. I’m now based in Philadelphia — home of Rocky, the Eagles, and giant cheesesteaks. I’ve been so fortunate to have lived, worked and studied around the globe over the past 20 years in major cities like Miami, New York, Edinburgh, and London.
I am also a punk rock and ska lover, and a proud girl & cat mom.
Originally from São Paulo, Brazil, I am a native Portuguese speaker, fluent in Spanish and conversational in French. I’m now based in Philadelphia — home of Rocky, the Eagles, and giant cheesesteaks. I’ve been so fortunate to have lived, worked and studied around the globe over the past 20 years in major cities like Miami, New York, Edinburgh, and London.
I am also a punk rock and ska lover, and a proud girl & cat mom.
MY SALES APPROACH
Why I’m allergic to traditional sales.
Why I’m allergic to traditional sales.
Why I’m allergic to traditional sales.
It can be done differently — with honesty, authenticity, and little pretense.
It can be done differently — with honesty, authenticity, and little pretense.
Clarity, transparency, and genuine partnership. It’s how I build the trust that actually moves deals forward. Turns out, it works!
Clarity, transparency, and genuine partnership. It’s how I build the trust that actually moves deals forward. Turns out, it works!
I came into sales wanting to prove that it could be done differently. I never resonated with the overly polished “yes-to-everything” style that often gives sales a bad name. My approach is simple: I never pretend to know more than I do, I never oversell what something can do, and I take the time to genuinely understand a prospect’s challenges before proposing any solution.
I came into sales wanting to prove that it could be done differently. I never resonated with the overly polished “yes-to-everything” style that often gives sales a bad name. My approach is simple: I never pretend to know more than I do, I never oversell what something can do, and I take the time to genuinely understand a prospect’s challenges before proposing any solution.
Clarity
Transparency
Genuine partnership
WORK TOGETHER
Ready to unmask your sales motion?
Ready to unmask your sales motion?
Ready to unmask your sales motion?
Bring the context — messy, complicated, or half-formed. That’s exactly where Unmasking Labs thrives.
Bring the context — messy, complicated, or half-formed. That’s exactly where Unmasking Labs thrives.
© 2026 Unmasking Labs. Sales impact strategy advisory in the age of AI.