Kamino

Sales

• Lead the team of SDRs distributed across PODs, ensuring coverage and performance in all PODs.
• Conduct recurring 1:1s, individual development plans and ongoing coaching based on data (CRM and call analysis).
• Monitor ramp-up of new SDRs and reduce time-to-productivity for new hires.
• Actively participate in the recruitment, selection and onboarding processes for the pre-sales team.
• Keep the team engaged with clear goals and a healthy, meritocratic performance culture.
• Own top-of-funnel metrics: volume of MQLs worked, MQL → SQL conversion, time to first contact, disqualification rate and demo generation.
• Ensure the team meets the target number of demos completed — a metric that directly impacts SDRs' variable compensation under our commission model.
• Monitor the health of the leads funnel daily (MQL → 1st Contact → New Attempts → Connected → Qualified/Disqualified) and act quickly on deviations.
• Ensure adherence to the ICP: make sure the team correctly qualifies leads that actually process payments and/or receipts on Kamino, preventing out-of-profile leads from entering the sales pipeline.
• Ensure data hygiene and reliability in the CRM as the basis for analysis and forecasting.
• Maintain and evolve prospecting playbooks, qualification scripts and contact cadences.
• Analyze performance by SDR, by POD and by source channel/ad, identifying lead-quality patterns and optimization opportunities.
• Use call analysis to identify discovery gaps, objection patterns and coaching opportunities.
• Act as a bridge between Pre-Sales, Sales (AEs) and Marketing/Demand Generation, closing the feedback loop on lead quality and volume.
• Support commercial leadership with data, diagnostics and recommendations for pipeline and capacity decisions.

Pre-Sales Coordinator

Sales Development Rep

• Iniciar o contato com leads inbound por telefone, e-mail, mensagens diretas e outras formas de comunicação para apresentar nossos serviços e identificar oportunidades de negócios;
• Qualificar leads com base em critérios pré definidos, como necessidades do cliente, orçamento, prazo e autoridade para tomar decisões;
• Agendar reuniões e demonstrações de produtos para leads qualificados com membros da equipe de vendas;
• Nutrir leads que não estão prontos para comprar imediatamente, fornecendo informações relevantes e mantendo o interesse por meio de comunicações regulares;
• Manter registros precisos e atualizados de todas as interações com leads e clientes potenciais em nosso sistema de CRM;
• Colaborar com a equipe de vendas para compartilhar informações sobre leads, feedbacks e insights do mercado, ajudando a refinar estratégias de vendas e abordagens com os clientes;
• Participar de treinamentos e desenvolvimento para aprimorar habilidades de vendas, comunicação e conhecimento do produto;
• Monitorar métricas de desempenho, como número de ligações realizadas, e-mails enviados, taxas de resposta e conversões de leads, para avaliar a eficácia das atividades de geração de leads.

Sales Development Representative

Chief of Staff

• Executive governance and cadence: Support the CEO in managing the leadership team by organizing and tracking rituals such as leadership meetings, performance reviews, and cross-functional strategic alignments;
• Strategic partner to the CEO: Assist the CEO in planning and monitoring strategic initiatives, including investor relations, fundraising, institutional positioning, and executive communication;
• Cross-functional leadership: Act as a bridge between the CEO and Product and Go-to-Market leaders, ensuring alignment, clear priorities, and smooth execution;
• Orchestration of critical projects: Lead or coordinate initiatives that require collaboration across multiple areas, such as new product launches, corporate OKRs, or organizational changes;
• Artificial Intelligence projects and initiatives: Coordinate and drive strategic AI projects together with Product, Technology, and business teams, ensuring initiatives align with business priorities and deliver measurable impact. Track progress, identify opportunities for application, and remove execution obstacles;
• Analysis and synthesis: Prepare executive materials, business analyses, and presentations for boards, investors, and strategic forums;
• Culture and management rituals: Support the leadership team in evaluating and making decisions on corporate development opportunities (e.g., M&A).

Account Executive

• Prospecting and activating new partners
• Conduct quick diagnostic meetings to assess and understand a partner’s potential
• Explain the partnership model, benefits and how to generate joint opportunities
• Drive opportunity generation through the indirect channel
• Maintain consistent relationships with active partners to encourage new referrals
• Train partners to identify profiles of qualified companies
• Hold periodic alignment meetings and provide pipeline updates
• Perform structured follow-ups to maintain momentum in opportunity generation
• Manage the commercial process (full funnel)
• Qualify leads received via partners and perform the initial diagnosis
• Deliver product demonstrations (DEMO) with a consultative focus
• Prepare commercial proposals and negotiate terms in line with Kamino’s policies
• Manage the full sales cycle in the CRM with rigor and predictability
• Internal collaboration and commercial intelligence
• Work closely with Marketing and Product to provide partner and market feedback
• Monitor trends, competitors and opportunities to expand the channel
• Delivery of targets and commercial governance
• Meet goals for activated partners, referral volume and channel revenue
• Keep the CRM up to date and provide weekly predictability to the commercial team

Account Executive – Partnerships

• Act as the technical reference for NFS-e tax configuration on the platform, guiding developers, back-office teams, and clients on which fields to fill and how, for different services and municipalities;
• Serve as the focal point for resolving N3 tickets related to invoice issuance errors, analyzing root causes and advising on corrective actions;
• Interface technically with the municipal integration partner, identifying and promptly escalating partner-side issues;
• Support the onboarding/back-office team in correctly configuring the system for new clients, reducing rework and activation time;
• Participate in the Notes squad routines, contributing fiscal-technical clarity for prioritization and specification of improvements;
• Map fiscal peculiarities across different municipalities and services, documenting rules and exceptions to build a scalable knowledge base;
• Monitor changes from the tax reform (IBS/CBS) and their impacts on the NFS-e module, anticipating necessary product adaptations;
• Collaborate with the Product Manager and Tech Lead on the evolution of the tax module roadmap, bringing business and regulatory perspective to product decisions.

Tax Specialist

Customer Success Manager

• Acompanhar e apoiar os clientes ao longo de toda a jornada de uso da plataforma, garantindo que alcancem seus objetivos e extraiam o máximo valor de nossas soluções;
• Identificar oportunidades de expansão dentro da base de clientes;
• Mapear necessidades e desafios dos clientes, estreitando o relacionamento e garantindo o sucesso na utilização da plataforma;
• Atuar como elo entre o cliente e as áreas internas da empresa, garantindo alinhamento e resolutividade;
• Monitorar e reportar KPIs, alimentando métricas previamente acordadas com a liderança e propondo melhorias contínuas.