Account Executive, Fleet & Fuel Specialist

Clara; Goiânia; Hybride; BRL 180 000 - 300 000; Plein temps

Résumé du poste

Clara in Goiania, Brazil, is seeking an Account Executive – Fleet & Mobility Specialist to prospect and win medium to large fleet clients. You will lead the full sales cycle, demonstrating Clara Vehicles ROI and driving adoption across fleets and drivers.

The role blends in-office collaboration with hybrid/remote work, requiring strong prospecting, negotiations with finance teams, and ongoing market development in the fintech and fleet space. English proficiency required.

Qualifications

• At least 5 years in B2B sales, fintech/payments, fleet management or fuel sectors.
• Proven experience in the fuel payments and fleet management market.
• Strong hunter with a track record of end-to-end sales from opportunity to close.
• Experience selling to CFOs/treasurers/controllers; understanding cash flow and treasury.
• Knowledge of fuel expense tax regulations and payment-method regulations.
• Based in Goiânia or nearby; able to work in office at least 3 days/week.
• Professional English (reading docs, tools, Slack) at intermediate level or higher.
• Experience with or interest in AI tools to automate sales processes.
• Excellent communication and adaptability in changing environments.

Responsabilités

• Prospect and win clients: identify medium/large fleet companies; generate opportunities; own full sales cycle through close.
• Build and manage the pipeline: develop strong pipeline, prioritize accounts, track metrics in HubSpot.
• Run consultative sales: understand clients' fuel mgmt, maintenance and travel processes; demonstrate ROI.
• Negotiate with Finance and Operations: align fleet needs with CFO priorities.
• Drive product adoption: ensure cards and Clara Vehicles platform access is used by drivers and managers.
• Contribute to the evolution of Clara Vehicles: share learnings with Leadership, Product and Tech teams.
• Develop market opportunities: identify partnerships in fuel and mobility sectors; monitor industry trends.
• Support organizing Clara's fleet/mobility events: plan and run events with clients/partners.

Connaissances

Fleet & fuel SaaS sales

Prospecting & closing

SaaS product demos

English proficiency

Stakeholder negotiations

Outils

HubSpot CRM

Amplemarket

Description du poste

Account Executive Fleet & Fuel Specialist (Executivo de Vendas - Especialista em Frotas & Combustível) - Goiania/ GO (Hybrid/Remote)

Location: Goiania / GO / Brazil

Department: Sales/ GTM

Clara is the leading platform in Latin America for companies to execute and manage every payment operation. More than 50,000 leading and fast-growing businesses run on our corporate cards, bill pay, financing and B2B payments, and in 2025 the Financial Times named Clara the region's fastest-growing company. We're passionate about helping every company we work with become more effective-and, through that, raising the region's competitiveness. We're ~400 people, backed by Notable Capital, Coatue, Kaszek, monashees, DST Global, ICONIQ, General Catalyst and Goldman Sachs, among others.

What you'll do

We're looking for an Account Executive - Fleet & Mobility Specialist to prospect and win companies with vehicle fleets that value efficient management, want to reduce the costs of their current systems, and are looking for innovation. Your goal will be to expand adoption of Clara Vehicles, showing how our solution delivers more control, visibility, and savings in fleet fuel and expense management.

Your main responsibilities will be:

• Prospect and win clients: Identify medium and large fleet companies in the transportation, distribution, delivery, utilities, field services, and industrial sectors. Generate qualified opportunities through active prospecting and strategic outreach using Amplemarket, owning the full sales cycle through to close.
• Build and manage the pipeline: Build a strong pipeline of opportunities, prioritize strategic accounts, and track metrics in HubSpot, keeping data up to date and maintaining strong execution discipline.
• Run consultative sales: Understand clients' current fuel management, maintenance and travel processes, and demonstrate Clara's return on investment through parameterized controls, dynamic limits and real-time visibility.
• Negotiate with Finance and Operations: Lead negotiations with multiple decision-makers, aligning the operational needs of fleet and logistics managers with the financial priorities of CFOs, treasurers and controllers.
• Drive product adoption: Collaborate with the commercial team to ensure cards and platform access are used by drivers and managers, expanding adoption and total payment volume (TPV).
• Contribute to the evolution of Clara Vehicles: Act as a product champion and share customer learnings with this BU's Leadership and with the Product and Technology teams to improve the solution.
• Develop market opportunities: Identify strategic partnerships in the fuel and mobility sectors, and track industry and competitor trends to support Clara's positioning.
• Support organizing Clara's own fleet and mobility events: Plan and run Clara events with clients, partners and strategic industry stakeholders, strengthening relationships, promoting Clara Vehicles and generating new business opportunities.

Who you are

We're looking for someone who meets the minimum requirements for the role. The preferred qualifications are a bonus, not a requirement.

Must haves

• At least 5 years of experience in B2B sales, commercial roles, field sales or business development in the fintech, payments, fleet management or fuel sectors.
• Proven experience in the fuel payments and fleet management market.
• Strong hunter profile, with a track record of high-volume active prospecting, complex negotiations and managing the full sales cycle from opportunity identification to close.
• Experience selling to financial decision-makers such as CFOs, treasurers and controllers, and an understanding of corporate expense management, cash flow and treasury challenges.
• Knowledge of tax regulations applicable to fuel expenses and of the regulations related to the payment methods used in the sector.
• Understanding of logistics operations, driver expense management and waste, loss and fraud prevention.
• Ability to run SaaS platform demos and translate features into concrete customer benefits.
• Based in Goiânia or the surrounding area, with availability to work in person at the office at least 3 times a week.
• Professional working proficiency in English, intermediate level or above, enough to read documentation, use tools and take part in internal alignments over Slack.
• Experience with or interest in AI tools to automate sales processes, support prospecting and increase outreach efficiency.
• Excellent verbal and written communication, adaptability to constantly changing environments and a proven ability to execute commercially.

Nice to haves

• Experience in vehicle rental or telematics companies.
• Familiarity with HubSpot and Amplemarket for pipeline management and prospecting.
• An established network in the transportation, industrial and distribution sectors.
• Experience developing commercial partnerships in the fuel and mobility markets.
• Advanced Spanish.
• A good sense of humor.

Where we work

This is a hybrid position: you'll split your time between the office (Inside Sales), in-person client visits (Field Sales) and home. For most roles, we don't set a minimum number of in-office days - office presence happens naturally, tending to be more frequent during your initial onboarding and ramp-up period or when requested by leadership.

Why Clara

• A high talent-density team driven to make an impact in Latin America - low ego, high ownership.
• Competitive salary and stock options (ESOP) from day one.
• An annual learning budget and accelerated development paths.
• English is our working language, with Spanish and Portuguese every day.

How we work

• Clarity - Open and direct communication: we say what we mean and give context where it matters.
• Simplicity - If it can be simpler, it should be.
• Ownership - We own everything we do, end to end. When something needs to happen, we don't wait.
• Pride - We hold ourselves to a high standard and it shows in what we deliver.
• ABC (Always Be Changing) - We adapt fast, embrace change and keep learning.
• Inclusivity - Diverse ideas, stories and perspectives build a better Clara.