Business Development Lead

Fligoo

Business Development Lead responsible for selling AI services in Brazil. Managing client relationships, driving sales cycles, and coordinating cross-functional teams.

Posted 4/26/2026full-timeSao Paulo • 🇧🇷 BrazilSeniorWebsite

About the role

Key responsibilities & impact

Take ownership of active client relationships and position them for continued growth and expansion, working closely with the customer success and delivery team
Drive closure on qualified pipeline opportunities that are already in advanced stages — proposals sent, NDAs signed, discovery completed
Build direct relationships with key client stakeholders and become the trusted point of contact for Fligoo in Brazil
Lead the full sales cycle for AI Services engagements: discovery, needs analysis, solution design (with engineering support), proposal development, negotiation, and close
Coordinate the Brazil team — working with our network partner on prospecting and pipeline generation, with customer success on project delivery and account health, and with data scientists and engineers on technical scoping and execution
Develop and maintain a healthy pipeline through a combination of partner-sourced leads, direct outreach, and client referrals
Manage the commercial P&L for Brazil — understand project margins, pricing strategy, and revenue forecasting
Represent Fligoo in client meetings, industry events, and executive conversations with credibility and business depth
Keep CRM updated and provide clear visibility on pipeline status, deal progression, and forecasts

Requirements

What you’ll need

5-7+ years of experience in consultative sales of services (not SaaS/product) — ideally in technology, data, analytics, AI, or management consulting
Demonstrated experience managing complex B2B sales cycles with enterprise clients
Track record of having built or significantly grown a commercial operation, territory, or client portfolio
Strong business acumen — ability to understand client operations, identify value creation opportunities, and articulate ROI
Native or fluent Portuguese
Proficiency in English or Spanish (required). Both languages are a strong plus
Based in Sao Paulo
Experience coordinating cross-functional teams (commercial, technical, delivery) in a sales context

Benefits

Comp & perks

Competitive base compensation with an aggressive commission structure directly tied to revenue you generate — your earnings grow as you grow the business
Full autonomy to lead the commercial operation in Brazil and shape its direction
A team already in place: network partner for prospecting, customer success for delivery, and data scientists/engineers for technical execution
Existing client relationships and a qualified pipeline to work from day one
Health insurance
Reimbursement of business expenses (client meetings, transportation)
A real path to growing with the operation as Brazil scales

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

consultative salesB2B sales cyclescommercial P&L managementpipeline generationsolution designnegotiationrevenue forecastingdata analyticsAI servicesproject margins

Soft Skills

relationship buildingbusiness acumencommunicationleadershipcross-functional coordinationclient engagementtrust buildingstrategic thinkingproblem solvingnegotiation skills