Account Executive, Fleet & Fuel Specialist

Clara; São Paulo; Hybrid; BRL 180,000 - 260,000; Full time

Benefits offered by this job

Stock options

Learning budget

Career development

English working language

Job summary

Clara is seeking an Account Executive - Fleet & Mobility Specialist in São Paulo to expand adoption of Clara Vehicles and manage high-potential fleet clients. You will prospect, demonstrate ROI, and lead negotiations with finance and operations teams to drive cost savings and visibility.

In this hybrid role, you’ll balance in-office client engagements with strategic remote outreach, leveraging HubSpot and Amplemarket to build a robust sales pipeline and achieve ambitious growth targets.

Qualifications

• Minimum 5 years in B2B sales, fintech/payments, or fleet management.
• Proven ability to negotiate with financial decision-makers (CFOs/treasurers/controllers).
• Experience selling SaaS platforms and running full sales cycles from prospecting to close.
• Comfort reading documentation in English and communicating with cross-functional teams.
• Based in Sao Paulo or nearby with ability to work in person at least 3 days a week.
• Interest in AI tools to automate sales processes and increase outreach efficiency.

Responsibilities

• Prospect and win clients: identify medium/large fleet companies; generate opportunities using Amplemarket; own sales cycle to close.
• Build and manage the pipeline: create a strong pipeline, prioritize key accounts, track metrics in HubSpot, keep data up to date.
• Run consultative sales: understand fuel management and travel processes; demonstrate ROI through Clara Vehicles features.
• Negotiate with Finance and Operations: lead negotiations with CFOs/treasurers/controllers to align needs and budgets.
• Drive product adoption: collaborate with the commercial team to ensure drivers/managers use Clara cards and platform access.
• Contribute to Clara Vehicles evolution: act as product champion; share customer learnings with Leadership, Product and Tech teams.
• Develop market opportunities: identify partnerships in fuel/mobility sectors; monitor trends to support Clara’s positioning.
• Support organizing Clara events: plan and run events with clients/partners to strengthen relationships and generate opportunities.

Skills

B2B sales

Fleet management knowledge

Negotiation

Prospecting

English proficiency

Communication skills

SaaS demos

In-person collaboration

Education

Tools

HubSpot

Amplemarket

Job description

Location: Sao Paulo / SP / 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 São Paulo 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.