Pre-Sales Coordinator

Role Overview

• Lead the team of SDRs distributed across PODs, ensuring coverage and performance in all PODs.
• Conduct recurring 1:1s, individual development plans and ongoing coaching based on data (CRM and call analysis).
• Monitor ramp-up of new SDRs and reduce time-to-productivity for new hires.
• Actively participate in the recruitment, selection and onboarding processes for the pre-sales team.
• Keep the team engaged with clear goals and a healthy, meritocratic performance culture.
• Own top-of-funnel metrics: volume of MQLs worked, MQL → SQL conversion, time to first contact, disqualification rate and demo generation.
• Ensure the team meets the target number of demos completed — a metric that directly impacts SDRs' variable compensation under our commission model.
• Monitor the health of the leads funnel daily (MQL → 1st Contact → New Attempts → Connected → Qualified/Disqualified) and act quickly on deviations.
• Ensure adherence to the ICP: make sure the team correctly qualifies leads that actually process payments and/or receipts on Kamino, preventing out-of-profile leads from entering the sales pipeline.
• Ensure data hygiene and reliability in the CRM as the basis for analysis and forecasting.
• Maintain and evolve prospecting playbooks, qualification scripts and contact cadences.
• Analyze performance by SDR, by POD and by source channel/ad, identifying lead-quality patterns and optimization opportunities.
• Use call analysis to identify discovery gaps, objection patterns and coaching opportunities.
• Act as a bridge between Pre-Sales, Sales (AEs) and Marketing/Demand Generation, closing the feedback loop on lead quality and volume.
• Support commercial leadership with data, diagnostics and recommendations for pipeline and capacity decisions.

Requirements

• Solid experience in pre-sales / SDR in B2B sales, preferably in SaaS, fintech or technology.
• Prior experience in leading or coordinating SDR teams (people and target management).
• Strong command of top-of-funnel, conversion metrics and inbound operations.
• Fluent with CRM systems (HubSpot is a relevant plus) and a data-oriented mindset — comfortable with spreadsheets, reports and funnel analysis.
• Proven ability in coaching and developing people.
• Ownership mindset: organization, process rigor and a sense of urgency.
• Clear communicator with the ability to work cross-functionally with Sales and Marketing.

Tech Stack

• SQL

Benefits

• SulAmérica Special 100 Health Plan including legal dependents, with no monthly fee and no co-payment — comprehensive healthcare coverage.
• OdontoMais SulAmérica Dental Plan — for worry-free smiles.
• Life Insurance — because feeling protected matters.
• Flash Card — an essential perk.
• Wellhub (Gympass) and TotalPass — choose your preferred option.
• Private pension plan.
• Birthday day off — take a day off during your birthday week.
• Possibility of receiving stock options after one year of employment — equity upside.