Sales Specialist serving private and business clients with sustainability solutions through effective consulting. Collaborating with product development and marketing teams to meet customer needs.
About the role
- Head Comercial leading B2B sales strategy in São Paulo for Pulsus, driving revenue through direct and partner channels. Focus on scaling sales operations and improving market position.
Responsibilities
- Structure, implement and optimize the partner channel program (resellers, integrators and referral partners), focusing on revenue generation and activation of the customer base;
- Develop and implement Pulsus's commercial strategy, taking into account different ICPs (public and private sectors) and channels (direct sales – SMB and enterprise – and indirect sales through partners);
- Drive new opportunities by exploring new markets, products, services and/or channels;
- Ensure execution of the commercial growth plan, including targets for revenue generation, margin and market expansion;
- Support Pulsus's positioning as a reference in MDM solutions, reinforcing our competitive differentiators;
- Represent Pulsus at industry events, trade shows and strategic market meetings;
- Ensure alignment of commercial activities with the company’s strategic guidelines.
- Lead and develop the direct and indirect sales teams;
- Set and monitor targets, forecasts and performance indicators for each channel;
- Manage integrated sales funnels with cadence and process discipline;
- Participate in complex, large-scale negotiations, acting as strategic support for sales representatives;
- Integrate and align with marketing, pre-sales, customer success and product teams to ensure commercial flow;
- Drive continuous improvements in processes, tools and commercial approaches (CRM, playbooks, cadences, etc.).
Requirements
- Proven track record in building and/or scaling through partner programs;
- Strong experience leading B2B commercial teams, preferably in technology or SaaS companies;
- Experience with outbound and inbound processes, with proficiency in CRM (HubSpot or similar);
- Analytical, data-driven mindset with strong execution discipline;
- Hands-on profile with mobilizing leadership and a strong focus on targets and results;
- Facilitative profile able to find solutions in high-complexity business environments;
- Experience in commercial operations across multiple segments and channels;
- Proficiency in sales methodologies such as Challenger Sales, SPIN Selling, MEDDIC, Predictable Revenue, SPICED, etc.;
- Fluent English;
- Residential base in São Paulo (capital) or surrounding region, available for hybrid work and able to travel to visit clients and attend strategic events.
Benefits
- Meal/food voucher in partnership with Swile;
- Health plan: SulAmérica - Clássico Apartamento or Especial 100 R1, or Unimed Unimax;
- Dental plan: SulAmérica or Bradesco Odonto;
- Profit-sharing based on achievement of company targets;
- Birthday day off.
- **Our partnerships and agreements:**
- TotalPass: discounts at gyms;
- Vittude: discounts for mental health support consultations;
- NewValue: benefits club with discounts at partner stores.
Job title
Job type
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