People

B2B Sales Specialist

People

full-time

Posted on:

Location Type: Hybrid

Location: Lisboa • Portugal

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Job Level

Junior

Tech Stack

Go

About the role

  • Lead the B2B sales process.
  • Conduct discovery and sales meetings with companies (HR, L&D, Operations, C-level, and Innovation teams).
  • Identify client objectives, constraints, and training needs.
  • Develop commercial proposals detailing scope, format, timeline, pricing, and funding options.
  • Manage the full sales pipeline in HubSpot, from first contact through deal closure.
  • Negotiate terms and close deals in coordination with internal stakeholders.
  • Own the client relationship during the sales phase.
  • Serve as the primary commercial point of contact for clients.
  • Set and confirm clear, realistic expectations prior to handover to Delivery.
  • Coordinate timelines, documentation, and funding requirements with clients.
  • Prepare structured handovers to the Delivery team to ensure smooth execution.
  • Contribute to product and go-to-market improvements.
  • Share insights from discovery calls and sales meetings with the B2B Business Unit Lead.
  • Identify recurring client needs, objections, and market gaps.
  • Recommend enhancements to training products, pricing models, and sales materials.
  • Propose ideas for new tests, pilots, or commercial approaches.
  • Support outbound and lead-generation activities (secondary focus).
  • Assist with targeted outbound campaigns for specific industries or client profiles.
  • Execute structured outreach via LinkedIn, email, and phone as needed.
  • Help refine messaging to improve conversion.

Requirements

  • Bachelor’s or Master’s degree in Management, Marketing, Economics, Communications, or a related field.
  • 1–2+ years of experience in B2B sales, preferably in training, SaaS, HR Tech, or professional services.
  • Confident leading client meetings and managing commercial conversations end-to-end.
  • Structured and organized, able to run effective discovery conversations.
  • Self-driven, proactive, and results-oriented.
  • Excellent communication skills in English and Portuguese.
  • Experience with CRM tools (HubSpot is a strong plus).
Benefits
  • Health insurance.
  • Meal allowance (according to company policy).
  • Urban Sports Club subscription.
  • Extra vacation days (your birthday plus an additional day during the Christmas week).
  • Hybrid work model and flexible hours to support work–life balance.
  • A collaborative, innovative culture where your ideas matter.
Applicant Tracking System Keywords

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

Hard Skills & Tools
B2B salescommercial proposalssales pipeline managementnegotiationclient relationship managementdiscovery conversationslead generationoutbound campaignsCRM toolstraining needs analysis
Soft Skills
communication skillsself-drivenproactiveresults-orientedstructuredorganizedclient meeting leadershipeffective conversation managementinsight sharingexpectation setting