Corporate Account Executive (Hunter)

Pipefy; São Paulo; Hybrid; BRL 180,000 - 300,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Life insurance

Flexible hours

Monthly meal allowance

Home office allowance

Gympass

Job summary

Pipefy is seeking a Corporate Account Executive Specialist – Outbound Sales in a hybrid role (São Paulo or Curitiba). You will generate and own your pipeline through cold-account outbound prospecting, leading a buying group with tailored ROI-based proposals and coordinating with pre-sales for technical depth.

Fluency in Portuguese is required, with English/Spanish as differentiators. As a 100% hunter, you will map customer operations, build commercial proposals, and drive the deal through the

Qualifications

• Experience as an Account Executive in B2B SaaS.
• Proven outbound prospecting and closing in cold accounts.
• Ability to present market insights and business impact.
• Strong CRM discipline and data-driven mindset.

Responsibilities

• Generate and own your pipeline through outbound prospecting in cold accounts.
• Run structured calls to identify gaps and align stakeholders.
• Deliver a clear map of the customer's operation with gathered data.
• Equip internal sponsors with materials to sell the solution.
• Collaborate with pre-sales to add technical depth at the right moment.
• Build compelling proposals with ROI based on customer numbers and timelines.
• Manage the sales pipeline and maintain Salesforce accuracy.
• Use data to improve results and present insights at Monthly Meetings.
• Help leadership improve processes to scale sales operations.

Skills

Outbound prospecting

Closing in cold accounts

B2B SaaS sales

Cross-cultural communication

Fluent Portuguese

English/Spanish optional

Tools

Salesforce

Job description

Position Name: Corporate Account Executive Specialist – Outbound Sales

Location: Hybrid (SP or CWB)

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 new revenue to reach 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 help them build a better way of working.

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

This is a 100% hunter and outbound role. As a Corporate Account Executive Specialist, you will build buyers in cold accounts: people who didn't ask for contact, haven't yet defined the problem, and have no budget set. The job is not to qualify existing demand. It is to create the buyer, measure the gap between the current and desired future state, and lead a buying group to consensus. Genuine curiosity about the customer's process is essential.

Main Responsibilities

• Generate and own your pipeline through outbound prospecting in cold accounts, without relying on inbound leads.


• Run structured calls to measure gaps, identify who mobilizes the purchase, validate with the buying group, and present Pipefy as a tailored answer to what was uncovered.


• Deliver, between one call and the next, a map of the customer's operation with the numbers gathered.


• Equip the Mobilizer / Champion (the internal sponsor of the deal) with material to sell the solution internally.


• Work with your pre-sales contact to bring technical depth to the buying group at the right moment of the sequence.


• Build commercial proposals with ROI calculated from the customer's own numbers, cost and implementation timeline clear on the first page, and a small initial scope with a defined exit criterion.


• Manage your sales pipeline (open opportunities, follow-up, negotiation, etc.) and keep Salesforce accurate.


• Use data to improve your results (Salesforce reports, funnel and conversion analysis) and present them at the Monthly Meeting.


• Help team leaders improve the process so the sales operation keeps scaling. Our AEs who stand out contribute with insights and actions to improve our process and overall performance.

Requirements

• Experience as an Account Executive in B2B SaaS, with a track record of high performance with Mid-market accounts.


• Proven experience in outbound prospecting and closing in cold accounts, and a history of selling to Corporate accounts.


• Ability to bring, in every call, a specific market insight backed by data that reorganizes how the customer sees their own problem, without talking about the product.


• Ability to reframe: identify when the real problem is not the one first presented, and sustain that reading with evidence before proposing any solution.


• Sharp stakeholder reading: distinguish support roles (Friend, Guide, Blocker) from decision profiles (Go-Getter, Teacher, Skeptic), knowing that a convinced Skeptic is worth more than several Friends.


• Command of commercial teaching methodologies (Commercial Teaching / Challenger), including a structured presentation sequence in which the product only enters in the final stage.


• Knowledge of customer indecision management (JOLT framework): recognize \"no decision\" signals, recommend instead of only asking, limit the exploration of alternatives, and design agreements that reduce perceived risk.


• Discipline to follow the call sequence without shortcuts, resisting pressure (your own or the customer's) to present the product too early.


• Active listening focused on implication questions, not only situation questions, and the ability to give recommendations with conviction even without perfect information.


• Adaptable communication: talk about cost per person-month with a CFO, cycle time with a COO.


• Clarity to close opportunities without judgment, recognizing when there is no real gap or when the buying group cannot reach consensus.


• Ability to build relationships with global customers through cross-cultural awareness. Fluency in Portuguese is required; advanced English and Spanish are differentiators.


• Collaborate across teams and engage technical, legal and finance stakeholders to move your deals forward.


• Organization and analytical skills. Agenda management and good CRM habits (Salesforce.com) are essential.


• Energy and a thirst for knowledge: we will give you the tools and expect you to make the best of them.


• We Value Diversity and Inclusion and you are ready to bring your whole self to win together!

Nice to have

• Formal experience with teaching- or challenge-based sales methodologies (e.g., SPICE, SPIN, Challenger Sale, MEDDIC, Command of the Message, Winning by Design, Force Management).


• Experience selling to multiple buyer profiles within the same account (operations, finance, technology).


• Experience with projects and large stakeholder engagements.


• Health and Dental insurance


• Life insurance


• Flexible hours (40h/week)


• Flexible monthly meal allowance


• Monthly home office allowance


• Home office setup allowance


• Psychological assistance (employees or legal dependents)


• Gympass


• Labor classes


• Maternity / Paternity leave (Maternity 6 months / Paternity 3)


• Babysitting / Elementary school allowance