Diretor(a) de Vendas

Accountabilities:

Lead the Mid-Market sales organization, improving productivity, operational efficiency, and scalability while accelerating growth in the Enterprise segment.
Oversee the full assisted sales operation, including inbound, outbound, SDR/BDR teams, and field sales activities.
Deliver revenue growth targets, bookings, annual recurring revenue (ARR), and new customer acquisition objectives.
Improve sales funnel performance by optimizing conversion rates, sales productivity, pipeline velocity, and overall commercial efficiency.
Establish and maintain strong pipeline management practices, ensuring accurate forecasting, deal visibility, and predictable revenue outcomes.
Develop and refine sales methodologies, playbooks, prospecting cadences, performance metrics, and management routines to support consistent execution.
Define commercial priorities across target segments, strategic accounts, sales channels, and high-potential opportunities.
Build, recruit, coach, and develop high-performing sales teams, fostering accountability, continuous learning, and a results-oriented culture.
Participate directly in strategic customer opportunities, complex negotiations, and high-value deals to support successful outcomes.
Maintain close relationships with customers, understanding their business challenges and aligning commercial solutions with their needs.
Develop and execute strategies to build and expand Enterprise sales capabilities, including sales processes, account strategies, and engagement models.
Partner closely with Growth, Product Marketing, Revenue Operations (RevOps), Pre-Sales, Customer Success, Product, and other go-to-market stakeholders to align priorities and maximize business impact.
Use data, customer insights, and performance indicators to evaluate results, identify opportunities, and make informed commercial decisions.
Balance strategic planning with hands-on execution, adapting sales strategies and operating models as the business grows and market conditions evolve.
Requirements:
Extensive experience in B2B SaaS or enterprise technology sales, with a proven track record of delivering revenue growth and commercial results.
Demonstrated success leading B2B sales teams, managing commercial processes, and achieving ambitious business targets.
Strong experience managing both Mid-Market and Enterprise sales segments, including complex, consultative sales cycles.
Proven ability to build, launch, or scale Enterprise sales operations, including strategies for acquiring and expanding high-value accounts.
Experience leading inbound and outbound sales motions, SDR/BDR teams, and field sales operations.
Expertise in managing strategic accounts, large opportunities, complex negotiations, and long sales cycles.
Strong understanding of pipeline management, revenue forecasting, sales performance metrics, and commercial planning.
Experience recruiting, developing, coaching, and retaining high-performing sales professionals and leaders.
Strategic thinking combined with a hands-on, entrepreneurial approach and the ability to translate commercial plans into measurable results.
Strong data-driven mindset, with the ability to analyze sales performance, identify growth opportunities, and improve operational efficiency.
Excellent customer-facing and negotiation skills, with the ability to build trusted relationships with senior stakeholders and enterprise decision-makers.
Strong leadership and coaching capabilities, including the ability to motivate teams, establish accountability, and foster a high-performance culture.
Excellent collaboration and communication skills, with the ability to align multiple functions around shared go-to-market objectives.
Adaptability, a strong sense of urgency, and the ability to make informed decisions in fast-moving, evolving business environments.
Experience leading distributed or remote teams, maintaining alignment, engagement, and execution across locations.
Ability to combine the discipline and sophistication of established sales organizations with the flexibility and resourcefulness required in a scaling business.
Benefits:
100% remote work within Brazil, with regular customer visits as required.
Comprehensive benefits package, including meal and food allowances.
Childcare assistance.
Home-office allowance.
Health-related benefits.
Education allowance and professional development support.
Cultural benefits and discounts.
Gympass membership for fitness and wellness activities.
Birthday day off.
Discounts on therapy services.
Discounts on English-language courses.
Access to additional partner programs and employee perks.
A trust-based, results-oriented work culture that encourages autonomy, ownership, and collaboration.
Opportunities to shape commercial strategy and influence the growth of a technology business.
A supportive leadership environment with regular feedback, one-on-one meetings, and an emphasis on people development rather than micromanagement.
A dynamic environment offering meaningful challenges, continuous learning, and opportunities to build and scale sales operations.