Executivo de Contas (AE)

BrazilRemoteFull-timemid

OtherExecutivo

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Quick Summary

Overview

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Executivo de Contas (AE) based in Brazil.

Technical Tools

OtherExecutivo

This role is focused on consultative B2B sales with public-sector organizations already engaged in advanced stages of the sales funnel. You will guide municipalities and government departments through solution discovery, demonstrations, commercial discussions, and the purchasing or bidding process. The position combines relationship management, technical product knowledge, sales strategy, and customer advisory skills. You will build trusted relationships with multiple stakeholders while understanding their operational challenges and recommending appropriate solutions. Success requires strong ownership of opportunities, disciplined pipeline management, and a consistent focus on achieving sales goals. The role also offers exposure to SaaS, GovTech, enterprise software, and a collaborative environment where technology is used to improve public services.

Manage relationships with municipalities and government departments that have already demonstrated interest in the available technology solutions, supporting them as they progress through the sales funnel and purchasing or procurement process.
Conduct consultative sales conversations by understanding customer needs, operational challenges, priorities, and decision-making processes.
Develop deep knowledge of the software and its modules, delivering demonstrations that can range from high-level overviews to more technical presentations for different government audiences.
Build trusted relationships with customers and public-sector stakeholders by listening carefully, analyzing their scenarios, and providing informed commercial and technical guidance.
Take ownership of assigned opportunities and contribute directly to the achievement of sales team targets and overall commercial performance.
Follow established compliance processes throughout all stages of the technical and consultative sales cycle.
Maintain accurate documentation of the sales funnel and ensure relevant KPIs, customer interactions, and performance information are consistently updated.
Analyze the success and failure factors of digitalization projects across different municipalities and identify opportunities to improve the sales process.
Investigate reasons for limited urgency or stalled opportunities and proactively recommend strategies to improve conversion and customer engagement.
Collaborate with Sales and Marketing teams on performance analysis, lead generation, webinars, forums, conferences, and other market-facing initiatives.
Represent the organization at relevant events and contribute to relationship building and new business opportunities.

Requirements

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Professional experience in technology, marketing, consulting, or related commercial environments.
Knowledge of the SaaS business model and familiarity with technology-driven products or services.
Proven experience in consultative sales, ideally involving complex solutions and multiple stakeholders.
Knowledge of sales methodologies and techniques such as SPIN Selling, GPCT, or similar frameworks.
Understanding of different business models and the ability to connect customer needs with appropriate commercial solutions.
Intermediate English proficiency, including the ability to understand relevant terminology and professional communications.
Strong verbal and written communication skills, with confidence presenting solutions and engaging with diverse stakeholders.
Commercial mindset, motivation to achieve targets, and enthusiasm for challenging and competitive environments.
Strong sense of ownership, organization, relationship management, and follow-through across the sales cycle.
Availability to travel as required for customer meetings and industry events.
Experience with Salesforce Lightning is a plus.
Experience with public-sector procurement or bidding processes is an advantage.
Familiarity with enterprise software and complex technology solutions is desirable.
Previous experience in a startup environment is a plus.
Ability to understand English-language terminology and technical jargon relevant to the field.