Key Account Manager, Regional

Clara; Rio de Janeiro; Hybrid; BRL 200,000 - 320,000; Full time

Benefits offered by this job

Stock options (ESOP)

Learning budget

Competitive salary

Job summary

Clara is seeking a Key Account Manager in the Rio de Janeiro region to manage a strategic client portfolio and drive growth through expanding Clara's solutions. Based in Rio de Janeiro City, you will build long-term relationships with clients and key stakeholders, turning insights into measurable business value.

You will engage with cross-functional teams across Customer Success, Sales, Credit, and Product to unlock opportunities, with a focus on increasing usage, TPV, and wallet share.

Qualifications

• Experience in KAM/Account Management for large B2B clients.
• Proven ability to grow client portfolios and drive revenue expansion.
• Strong negotiation, relationship-building, and influencing skills across levels, including C-suite.
• Willingness to travel frequently within the RJ region.

Responsibilities

• Manage and develop a portfolio of strategic Clara clients in the RJ state.
• Build long-term relationships with stakeholders and executives.
• Understand each client's business and identify value-generation opportunities.
• Develop growth strategies to increase TPV, revenue, usage, and share of wallet.
• Identify upsell/cross-sell opportunities and expand Clara solutions.
• Lead commercial negotiations and expansion processes.
• Create development plans for key accounts and monitor risks/opportunities.
• Coordinate with Customer Happiness, Sales, Credit, Product, and others to ensure a consistent experience.

Skills

Key Account Mgmt

Account Growth

Negotiation

Relationship Building

Analytical Skills

C-level Engagement

Travel Availability

Job description

Key Account Manager RJ Region (Gerente de Contas Estratégicas Regional RJ) - Rio de Janeiro / RJ (Hybrid)

Location: Rio de Janeiro / RJ / Brazil

Department: Customer Success

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 a Key Account Manager to manage and develop a strategic portfolio of Clara clients in the Rio de Janeiro. Preferably based in Rio de Janeiro City, this person will be responsible for building long-term relationships with clients and, above all, driving sustainable growth within the portfolio by identifying expansion opportunities, increasing usage, and driving adoption of new Clara solutions.

We're looking for someone with commercial energy, an ownership mindset, and a strong results orientation, who can turn client knowledge into concrete business opportunities. This is a strategic portfolio management role, with close client engagement and strong interface with different areas of Clara. Success in this role will be directly tied to the ability to retain, develop, and expand clients, increasing the value generated through the relationship with Clara.

Key responsibilities:

• Manage and develop a portfolio of strategic clients in the RJ state.
• Build strong, long-term relationships with different stakeholders and decision-makers, including C-level executives.
• Develop a deep understanding of each client's business, challenges, and financial processes, identifying value-generation opportunities.
• Develop and execute growth strategies for the portfolio, focused on increasing TPV, revenue, usage, and share of wallet.
• Identify upsell and cross-sell opportunities, expanding the use of Clara's solutions within client accounts.
• Proactively identify opportunities, rather than limiting activity to client-driven demand.
• Lead commercial negotiations and expansion processes with clients.
• Create development plans for key accounts, prioritizing the opportunities with the greatest business impact.
• Monitor portfolio indicators, identifying risks, opportunities, and action plans.
• Conduct meetings, business reviews, and in-person client visits.
• Work in partnership with Customer Happiness, Sales, Credit, Product, and other areas to unlock opportunities and ensure a consistent experience.
• Develop relationships within the RJ state region's business ecosystem and represent Clara at relevant events and initiatives.

Who you are

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

Must haves

• Experience in Key Account Management, Account Management, or large B2B account management.
• Proven experience developing and growing client portfolios.
• Strong commercial orientation and ability to identify and convert upsell, cross-sell, and account expansion opportunities.
• Strong negotiation, relationship-building, and influencing skills across different hierarchical levels, including C-level executives.
• Energetic, proactive, results-oriented profile.
• Strong business acumen and ability to connect client needs to available solutions.
• Good analytical skills to track metrics, identify opportunities, and build action plans.
• Availability for frequent travel within the region.

Nice to haves

• Experience in financial services, fintechs, payments, banking, SaaS, or technology.
• Knowledge of the RJ state corporate market.
• Established relationships with companies and executives in RJ state.
• A good sense of humor.

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.