Senior Inside Sales Specialist managing client portfolio in editorial market. Leading sales strategies for accountants and regulated professionals at a top tech company in Europe.
About the role
- Coordenador de Inside Sales lidando com vendas internas e desenvolvendo a equipe na Órigo Energia. Foco em produtividade e estratégias de vendas para crescimento comercial.
Responsibilities
- Leadership and Team Management: Manage a team of 5–15 Inside Sales executives and SDRs, running weekly cadences for pipeline, conversion, forecast and average discount control. Target: increase productivity per FTE by 20–30% within up to 9 months.
- Funnel and Conversion Management: Monitor and optimize the pipeline via CRM, ensuring a rapid-contact SLA for inbound leads and reducing the average sales cycle. Target: minimum conversion of 20–25% from qualified leads.
- CAC Control and Commercial Efficiency: Work closely with Marketing and Sales Ops to improve lead quality, reduce rework, and enforce commercial discipline on average discounts. Goal: progressive reduction of channel CAC while maintaining healthy margins.
- Process and Playbook Development: Standardize scripts, commercial approaches and operational routines. Implement clear, replicable playbooks and support automation and digitization initiatives across the sales journey.
- Analysis and Reporting: Track metrics such as sales per FTE, conversion rate by stage, average sales cycle and forecast predictability (variance under 10%), using CRM and BI tools.
- Commercial Strategy Support: Contribute to optimizing the channel mix, supporting the migration of analog sales to a more digital and scalable model.
Requirements
- Experience: Minimum of 4–6 years in structured sales (B2B or B2C), with at least 2 years in an Inside Sales leadership role. Proven experience managing by metrics and increasing commercial productivity.
- Education: Bachelor’s degree in Business Administration, Engineering, Economics or related fields. MBA or specialization in Sales Management is a plus.
- Technical Skills:
- Proficiency with CRM tools (Dynamics or similar).
- Advanced Excel and/or BI tool proficiency.
- Funnel management, forecasting and conversion analysis.
- Knowledge of metrics such as CAC, productivity per FTE and sales cycle.
- Behavioral Skills:
- Hands-on, data-driven profile.
- Strong organizational skills and operational discipline.
- Close leadership style focused on development and high performance.
- Resilience and ability to operate under aggressive targets.
- Differentiators: Experience in distributed solar generation, the free energy market ("mercado livre de energia") or subscription models. Background in commercial restructuring or channel digitalization.
Benefits
- Health and dental plan for employee and dependents
- Meal allowance of R$42.00 per day to enjoy your breaks with flavor
- Life insurance for your security and peace of mind
- Educational partnership to continue your professional growth
- Birthday day off to spend time with family and friends
- Gympass to encourage a healthy lifestyle
- Flexible working hours to balance personal and professional life
- Training programs to accelerate your development
- ESG education supported by the Global Compact Academy to stay up to date with trends
- Hybrid work model
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