Account Manager, Advertising
UOL
Head of Commercial – Direct and Indirect Sales
Pulsus
full-time
Posted on:
Location Type: Hybrid
Location: São Paulo • 🇧🇷 Brazil
Visit company websiteJob Level
Lead
About the role
- Structure, implement and optimize the partner channel program (resellers, integrators and referrals), focusing on revenue generation and activation of the customer base;
- Develop and implement Pulsus's commercial strategy, considering different ICPs (public and private) and channels (direct sales - SMB and enterprise - and indirect sales through partners);
- Drive new opportunities by exploring new markets, products, services and/or channels;
- Ensure execution of the commercial growth plan, including targets for revenue generation, margin and market expansion;
- Support Pulsus's positioning as a reference in MDM solutions, reinforcing our competitive differentiators;
- Represent Pulsus at industry events, trade shows and strategic market meetings;
- Ensure alignment of commercial activities with the company's strategic guidelines.
- **Operational Responsibilities:**
- Lead and develop direct and indirect sales teams;
- Set and monitor targets, forecasts and performance indicators for each channel;
- Manage integrated sales funnels with cadence and process discipline;
- Participate in complex and large-scale negotiations, acting as strategic support to sellers;
- Integrate and align with marketing, pre-sales, customer success and product teams to ensure commercial flow;
- Drive continuous improvements in processes, tools and commercial approaches (CRM, playbooks, cadences, etc.).
Requirements
- Proven track record in building and/or scaling through partner programs;
- Solid experience leading B2B commercial teams, preferably in technology or SaaS companies;
- Experience with outbound and inbound processes, with proficiency in CRM (HubSpot or similar);
- Analytical, data-driven mindset with strong execution discipline;
- Hands-on profile, mobilizing leadership with focus on targets and results;
- Facilitator profile for finding solutions in high-complexity business environments;
- Experience in commercial operations with multiple segments and channels;
- Mastery of sales methodologies such as Challenger Sales, SPIN Selling, MEDDIC, Predictable Revenue, SPICED, etc.;
- Fluent English;
- Based in São Paulo (capital) or nearby, with availability for hybrid work and mobility to visit clients and attend strategic events.
Benefits
- Meal/food allowance in partnership with Swile;
- Health plan: SulAmérica - Clássico Apartamento or Especial 100 R1 or Unimed Unimax;
- Dental plan: SulAmérica or Bradesco Odonto;
- Profit-sharing according to company target achievement;
- Birthday day off.
- **Our partnerships and agreements:**
- TotalPass: gym discounts;
- Vittude: discounts for mental health support consultations;
- NewValue: benefits club with discounts at partner stores.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
partner channel programB2B commercial teamsCRMsales methodologiesChallenger SalesSPIN SellingMEDDICPredictable RevenueSPICEDdata-driven mindset
Soft skills
leadershipexecution disciplineproblem-solvingfacilitationtarget focusresults orientationanalytical thinkingcommunicationcollaborationstrategic support
