Incentive.me

Account Executive

Incentive.me

full-time

Posted on:

Location Type: Remote

Location: Brazil

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Job Level

Junior

About the role

  • Understand the current landscape and identify customers' pains, needs, and motivations in order to find the best solution;
  • Conduct prospecting, negotiation, business development, and relationship management with prospects from industry and large retail chains;
  • Manage the sales pipeline (from pre-sales through implementation);
  • Update the CRM (HubSpot) in real time; implement and maintain a clear pipeline management process, recording defined activities and exit criteria to guide opportunities from discovery to close;
  • Develop commercial proposals with technical and consultative scopes together with the technical team/Sales Engineer (stakeholder mapping, understanding the buying process, designing the project scope, pricing, presenting commercial proposals, building ROI, and closing contracts);
  • Prepare and present handover information to ready the teams that will take over the project;
  • Identify potential solution gaps during client meetings/visits and report them to the Product Owner (PO) and/or Sales Engineer;
  • Report weekly on sales opportunity progress to commercial leadership;
  • Participate in training to stay up to date on specifications for new products and service offerings;
  • Conduct regular follow-up with potential clients;
  • Prepare sales forecast reports;
  • Participate in internal meetings (with the sales team and other departments);
  • Travel as required (sales trips, client visits, and event participation).

Requirements

  • Experience in roles involving prospecting and/or senior account management in the enterprise market, working with major retailers and industries in Brazil;
  • Experience with consultative SaaS sales;
  • Experience in B2B enterprise sales;
  • Experience selling with monthly recurring revenue (MRR) above BRL 20K;
  • Ability to build ROI analyses for commercial proposals with technical scopes;
  • Negotiate at a senior level on technical and commercial matters to ensure that clients, suppliers, and other stakeholders understand and agree on solutions that meet their needs, aiming to formalize mutually beneficial agreements.
Benefits
  • Health insurance
  • Meal allowance (voucher)
  • Transportation allowance (voucher)
  • Home office allowance
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
consultative SaaS salesB2B enterprise salessales pipeline managementROI analysiscommercial proposal developmentnegotiationrelationship managementsales forecastingCRM management
Soft Skills
communicationproblem-solvingstakeholder managementpresentation skillsteam collaboration