Mid-level Pre-Sales BDR Analyst – Mid Market

RD Station

BDR Estratégico managing outbound sales for Mid Market accounts at RD Station. Generating qualified leads through strategic and consultative processes.

Posted 6/23/2026full-timeRemote • 🇧🇷 BrazilMid-LevelSeniorWebsite

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

pre-sales experiencestrategic prospectingcomplex salesqualification methodologiesBANTSPIN SellingMEDDICMEDDICCanalytical abilityKPI monitoring

Soft Skills

executive communicationstakeholder managementconsultative mindsetproactivityautonomycross-functional collaboration

Tools & Technologies

CRM systemscommercial intelligence tools

Industry Keywords

ABM strategiesMid Market accountsEnterprise accountsvalue hypothesesstrategic databasesmarket data analysis

About the role

Key responsibilities & impact

Manage and prospect strategic accounts with high ARR/NMRR potential, prioritizing quality and business fit over volume;
Execute ABM strategies (1:1, 1:Few and 1:Many) to engage Mid Market and Enterprise accounts;
Map technical, economic, and end-user stakeholders, customizing approaches for C-level executives, directors and heads;
Build value hypotheses and prospect driven by business problems, not just by product;
Schedule meetings with clear context, validated pain points and defined next steps for a smooth handoff to the sales team;
Analyze market data and interaction history to build and cleanse strategic databases;
Collaborate closely with Marketing and Commercial Intelligence to define plays, narratives and vertical positioning;

Requirements

What you’ll need

Previous experience in pre-sales;
Experience with strategic prospecting and complex, high-ticket sales;
Strong executive communication skills to engage with directors and C-level executives;
Ability to map and manage multiple stakeholders within the same decision-making process;
Practical knowledge of qualification methodologies focused on financial impact and risk (e.g., BANT, SPIN Selling or MEDDIC/MEDDICC principles);
Analytical ability to monitor critical KPIs, identify funnel bottlenecks and adjust workflows;
Consultative mindset to understand a prospect’s digital maturity and operational challenges;
Familiarity with CRM systems and commercial intelligence tools;
Proactivity, autonomy and cross-functional collaboration to work in integrated squads (Sales + Marketing + Tech).

Benefits

Comp & perks

Holistic Well-being: We take care of those who drive evolution. We pursue each employee’s holistic well-being through programs and benefits that provide self-care resources across five pillars: Emotional, Financial, Physical, Occupational and Social.
Diversity and Belonging: Diversity is what makes us strong. We actively promote inclusion and belonging, ensuring that TOTVS is a place where you can be yourself. Our expertise is human and alive: we embrace differences to empower businesses inside and outside the company.