Pulsus

Head of Commercial – Direct and Indirect Sales

Pulsus

full-time

Posted on:

Location Type: Hybrid

Location: São Paulo • 🇧🇷 Brazil

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Job 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