Commercial Executive

Role Overview

• Identify and qualify business opportunities through active outbound and incoming inbound leads.
• Execute multichannel outreach (LinkedIn, email, cold calls) following structured cadences.
• Maintain a healthy pipeline, ensuring sufficient volume and quality to meet monthly targets.
• Conduct discovery calls to map customer pain points, context, and decision criteria.
• Deliver tailored product demonstrations (demos) of the allmates.ai platform for technical and business stakeholders.
• Prepare commercial proposals aligned with ROI and each account's specific needs.
• Lead negotiations with multiple decision-makers, manage objections, and accelerate the sales cycle.
• Draft contracts and coordinate internal approvals with support areas (Legal and Finance).
• Ensure an effective handover of the customer to the Project team immediately after closing the sale.
• Identify upsell and cross-sell opportunities within the existing customer base.
• Maintain active relationships with strategic accounts focused on retention and expansion.
• Rigorously record all interactions and keep the CRM updated with accuracy and discipline.
• Report pipeline metrics, sales forecast, and win/loss analyses to the Sales Manager.
• Contribute market insights to the continuous improvement of the ICP (Ideal Customer Profile), sales pitch, and commercial materials.

Requirements

• Proven experience in full-cycle B2B sales (from prospecting to closing).
• Practical mastery of consultative selling methodologies (such as SPIN Selling, BANT, MEDDIC, or similar).
• Active and disciplined pipeline management in CRM tools (HubSpot, Salesforce, RD Station, or similar).
• Ability to conduct persuasive product demonstrations and commercial presentations for decision-makers (managers and C-level executives).
• Ability to build, structure, and defend value propositions based on ROI and business cases.
• Previous experience handling complex negotiations with multiple stakeholders.
• Solid experience in the B2B market.
• Familiarity with selling SaaS solutions, technology, or high-value corporate services.
• Clear understanding of the corporate purchasing journey and cycle (interaction with Procurement, Legal, IT, and Finance).
• Analytical ability to map customers' operational pains and strategically connect them to the offered solution.
• Prior experience selling Artificial Intelligence solutions, automation, or productivity platforms.
• Familiarity with generative AI concepts, Language Models (LLMs), or virtual assistant platforms.
• Professional experience in technology startups or scaleups that are in commercial expansion phase.
• Experience selling to specific segments such as HR Tech, MarTech, LegalTech, or large corporate operations.
• Track record of success building new commercial territories from scratch (greenfield).
• Active network with managers and C-level decision-makers in mid-size and large companies located in São Paulo (SP).

Benefits

• Market-competitive salary
• Meal/Food voucher (flexible card)
• Transportation voucher (if needed)
• On-site parking
• Health insurance with private inpatient accommodation (private room)
• Life insurance
• Partnerships and agreements with educational and language institutions
• Childcare assistance