Hybrid Pre-Sales, SDR

at Otus Engenharia

• Job title: Pre-Sales, SDR
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Florianopolis, Brasil

About the role

• Identifying business opportunities and qualifying leads for the sales team at Otus. Consulting with clients via multiple channels to understand their needs.

Responsibilities

• **Prospecting & Qualification**
• Conduct active prospecting and consultative outreach (via email, LinkedIn, WhatsApp and phone).
• Qualify leads based on defined criteria (persona, fit, maturity).
• Schedule sales meetings with Account Executives.
• Work with both inbound (organic incoming leads) and outbound (SDR-sourced leads).
• **Sales Relationship**
• Perform an initial needs diagnosis with the client.
• Feed the pipeline and log interactions in the CRM (Pipedrive).
• Ensure a smooth handoff of the lead to the Account Executive.
• Maintain clear, consultative communication.
• **Commercial Intelligence**
• Research the market, competitors and potential clients.
• Update prospecting lists and segmentation by region/size/profile.
• Support sales campaigns and marketing activities.
• **KPIs & Routines**
• Meet targets for contact volume, qualified leads and meeting bookings.
• Update dashboards and reports.
• Participate in alignments with marketing and sales.

Requirements

• **Education**: Bachelor's degree completed or in progress (Engineering, Architecture, Building Technician or related fields);
• **Behavioral Competencies**
• Active listening: understands what the lead needs before proposing solutions;
• Critical thinking: connects information from different sources to build a complete picture;
• Clear and empathetic communication: can explain technical topics naturally;
• Intelligent persistence: balances persistence with appropriate timing;
• Collaboration: works in synergy with marketing, sales and Customer Success;
• Emotional intelligence;
• Results-oriented;
• Strong written and verbal communication;
• Organization (recording, follow-ups, scheduling);
• Genuine curiosity about understanding clients' businesses;
• Interest in the real estate market and topics such as construction, design and BIM;
• Clear and persuasive communication.
• **Preferred Qualifications**
• Previous experience in pre-sales, customer service or B2B prospecting;
• Experience with CRM (preferably Pipedrive);
• Basic knowledge of the sales funnel and active prospecting;
• Familiarity with using AI.

Benefits

• Commission on sales of new projects to your clients;
• Year-end bonus tied to company performance;
• Paid vacation;
• Monthly access to online psychotherapy sessions and teleconsultations;
• Gympass;
• Birthday day off;
• Career plan tied to performance evaluations;
• Paid maternity and paternity leave;
• Opportunity to participate in our discussion groups: book club, charitable initiatives group, women's & diversity group, fitness challenge;