Account Executive

This is a fully remote position, open to applicants in Brazil.

📋 Description

• Identify potential clients through a variety of channels, including phone, email, LinkedIn, WhatsApp, and other tools;

• Employ consultative techniques to uncover pain points, challenges, and business opportunities;

• Evaluate leads generated from marketing initiatives;

• Create and identify new business opportunities through proactive prospecting;

• Oversee client portfolios by developing and executing account strategies focused on the government sector, particularly public tenders;

• Foster new business growth and enhance billing and revenue performance;

• Engage consultatively with clients to discover business opportunities and areas for improvement;

• Track project advancements and collaborate with internal company departments;

• Enhance customer satisfaction, ensuring a positive experience;

• Maintain up-to-date management reports and ensure adherence to sales and revenue objectives for the portfolio;

• Oversee active contracts, including renewals, amendments, and expirations;

• Identify and cultivate new business opportunities and solutions for clients;

• Analyze market conditions and monitor the development of clients' operational segments;

• Manage demand responses, including account assessments and after-sales support;

• Personally visit clients to deliver an exceptional experience and build long-lasting relationships, including interactions with senior executives (C-Level);

• Continuously strive to enhance customer satisfaction and experience with our offerings.

⛳️ Requirements

• Education: Bachelor's degree in Business Administration or a related field.

• Language: Proficient in intermediate English.

• Public Procurement Legislation Knowledge: Comprehensive understanding of Law No. 14.133/21 (New Public Procurement and Contracts Law). Must be knowledgeable about the dynamics of Electronic Auctions (Pregões Eletrônicos), Waiver of Bidding (Dispensa de Licitação), Non-Requirement (Inexigibilidade), Price Registration Minutes (Atas de Registro de Preços - ARP), and the internal phases of a public notice (Term of Reference).

• Public Contract and Amendment Management: Technical expertise in managing the lifecycle of government contracts, including monitoring annual adjustments, negotiating economic-financial adjustments, amending scope or term changes, and tracking expiration dates to avoid service interruptions.

• Tender Mapping and Government Platforms: Hands-on experience with procurement portals — such as Compras.gov.br, the Licitações-e system of Banco do Brasil, and the PNCP (National Public Procurement Portal) — as well as tender monitoring platforms (like Effecti or Conlicitação) to anticipate opportunities.

• Complex Consultative and Enterprise Sales: Proficiency in high-value, long-cycle sales methodologies (such as Strategic Selling, Target Account Selling, or SPIN Selling), applied to developing intricate technology projects for the government.

• Pipeline and Forecast Management in CRM: Capability to manage extensive sales pipelines (which in the public sector can extend from 6 to 18 months), ensuring realistic closing forecasts and precise management reports in the CRM.

• Political Navigation and C-Level/Authority Relationship: Strong interpersonal skills and the ability to engage with senior leadership (Ministers, Secretaries, Directors, Mayors). The professional should know how to position themselves institutionally, conveying authority, seriousness, and compliance.

• Strategic and Political-Social Alignment: Recognize that selling to government must address public administration challenges while also providing tangible value to society. Must be able to align the technological narrative with the clients' governmental agendas.

• Long-Term Resilience and Strategic Patience: Acknowledge that the public sector sales cycle is slow and fraught with contingencies (such as changes in secretaries, budget constraints, and competitive injunctions).

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Opportunities for professional growth and career advancement.

• Comprehensive health and wellness benefits.

• Flexible working hours and remote work options.

• Supportive and collaborative work environment.