Account Executive Hunter | SaaS para TI

Pipefy; São Paulo; Remote; BRL 150,000 - 230,000; Full time

Benefits offered by this job

Health and Dental Plan

Individual Life Insurance

Flexible Hours

Home Office Support

Furniture Assistance

Psychological Support

Extended Maternity and Paternity Leave

Birthday Day Off

Marriage Leave

Job summary

Pipefy is seeking an Account Executive to drive consultative SaaS sales with IT stakeholders and global customers, leveraging deep product knowledge to tailor every demo. You will own the pipeline from prospecting to closing, collaborating with pre-sales and analytics to optimize results.

Ideal candidates have 3+ years in AE roles, a proven quota track record, and strong communication skills in a multilingual context.

Qualifications

• 3+ years of experience as an Account Executive.
• Experience selling SaaS (B2B software).
• Proven quota attainment and high performance.
• Experience with outbound prospecting and building pipeline.
• Experience selling to IT personas.
• Autonomy and fast learning with deep product knowledge.
• Strong communication skills; Portuguese, English and Spanish are a plus.

Responsibilities

• Build and manage your pipeline through outbound prospecting and inbound opportunities.
• Run consultative discovery with IT stakeholders mapping end-to-end processes.
• Deliver tailored Pipefy demos showing platform capabilities.
• Learn the product deeply and tailor demos to the customer.
• Collaborate with pre-sales to prepare and deliver demos and validation.
• Work with Brazilian or Global customers across regions.
• Manage the sales pipeline end-to-end: open opportunity, follow-up, negotiation, closing.
• Use Salesforce data to analyze funnel and present monthly results.

Job description

Dream Big – One of our most essential values. As a company that aims toward a market leadership scenario, selling is crucial. We’re responsible for bringing in a massive amount of revenue that we’ll need to achieve our goals. But that is just a small part of the job! Our biggest goal as sales professionals is to earn our customers’ business and provide them with the best Pipefy experience they can get. We want to create a better business environment all over the world, and for that to be possible, our sales team will go above and beyond to understand all of our customers’ needs to guarantee that we are making their lives easier with our solution.

We’re Overachievers. We focus on 10x execution because our challenges are huge and our results will only get harder to reach. Therefore, our commitment and our hunger for success are always greater.

Sales is responsible for bringing in the new revenue and we focus on being 1% better every day because we’re helping Pipefy become a company that grows exponentially.

In this role, you will lead consultative sales conversations with IT leaders and teams. IT sits at the crossroads of every process in a company, so we need an AE who understands the big picture: someone who sees how processes connect across the organization, masters the platform with autonomy, and shows customers everything that is possible with Pipefy.

Main Responsibilities

• Build and manage your own pipeline through outbound prospecting (account research, cold outreach, social selling), in addition to working inbound opportunities.
• Run consultative discovery with IT stakeholders to map end-to-end processes, understand how they connect across areas, and tie them to business outcomes.
• Meet online with customers every day, understanding their needs and delivering tailored Pipefy demos that show the full range of what the platform can do.
• Work autonomously with the product: learn the platform in depth and adapt each demo to the customer’s reality, without relying on a script.
• Collaborate with your pre-sales contact to prepare and deliver demos and technical validation.
• Work with Brazilian or Global customers, whether they signed up at Pipefy or were prospected by our team (for example Brazil, Latin America, Europe, South Africa, and Asia).
• Manage your sales pipeline end to end (open opportunity, follow up, negotiation, closing).
• Use data to improve your results (Salesforce reports, funnel and conversion rate analysis) and present your results each month at the Monthly Meeting.
• Help team leaders improve the process to keep sales operation scaling. In a fast-growth environment, our AEs that stand out contribute with insights and actions on how to improve our sales process and our overall performance as a company.

Requirements

• Minimum of 3 years of previous experience as an Account Executive.
• Experience selling SaaS (B2B software).
• Track record of high performance, with consistent quota attainment.
• Experience with outbound prospecting and selling, generating your own pipeline.
• Track record of selling to the IT persona.
• Consultative selling profile with a broad view of business processes, able to look beyond a single market vertical and connect the dots across areas.
• Autonomy and fast learning: comfortable getting deep into a product and showing customers everything that is possible.
• Strong communication skills. Fluency in Portuguese, English and Spanish are differentiators but not a must.
• Customer First – Work to anticipate internal and external client needs and have an overriding commitment to client satisfaction.
• Passion for converting opportunities into deals, demonstrating experience in difficult and strategic negotiations.
• Experience with large customers and complex negotiations will help you exceed results.
• An attitude of someone who wants to contribute to Pipefy’s growth, with energy and a thirst for knowledge. We will give you tools and expect you to make the best of them.
• Data-oriented, contributing to logging and maintaining our CRM SalesForce.com updated. Being an experienced user is a plus!
• Knowledge in specific sales methodologies such as Winning by Design, Spin Selling, STC (Selling Through Curiosity), Force Management or Challenger Sale is desirable.
• Experience with projects and large stakeholder engagements is desirable.
• We Value Diversity and Inclusion and you are ready to bring your whole self to win together!
• Health and Dental Plan
• Individual Life Insurance
• Flexible Hours (in compliance with daily work hours)
• Home Office Support
• Furniture Assistance
• Psychological Support (for you or legal dependents)
• Extended Maternity and Paternity Leave
• Veterinary Plan
• Birthday Day Off
• Marriage Leave (7 days)
• Bereavement Leave for Loved Ones (10 days)
• Bereavement Leave for Adoption or Pet Loss (2 days)