Key Account Manager

We are ODILO: a fast-growing edtech company, nominated three years in a row to be the next unicorn in the market, with a mission to democratize access to high-quality education and provide educational technology solutions to help our users reach their full potential.

Through our solutions, we provide access to millions of digital content items from the world's best providers and, using educational technology and Artificial Intelligence, enabling any organization to create its own unlimited learning ecosystem.

Currently, more than 4,500 institutions (governments, schools, libraries, universities, companies, and startups) place their trust in Odilo, providing access to their unlimited learning platforms to more than 170 million users in over 50 countries.

In 2022 we raised our latest Series C funding round (+60M€), strengthening our international presence and increasing our content catalogue. Our team is truly international (19+ nationalities) with the best talent across the education, media, content, and technology sectors.

Our mission and vision: empower everyone to become the best version of themselves by allowing any organization to provide unlimited learning in the most frictionless, efficient and valuable way.

We are looking for an experienced and dynamic Key Account Manager to lead our commercial efforts in Brazil's Public Sector and Education market, managing both existing client relationships and driving new business development. This role includes maintaining strategic accounts and opening new opportunities, working with customers like Secretarias Estaduais de Educação, municipal governments, universities, and public institutions, as well as coordination with partners to ensure sustainable growth and client satisfaction.

This is a high-impact role combining strategic relationship-building, public sector know-how, and strong commercial acumen.

What you will do at ODILO:

1. Key Account Strategy & Growth

• Identify, engage, and manage key public and education sector accounts in Brazil.
• Deliver against the strategic growth plan, maximizing revenue potential across public sector and educational institutions.
  
• Build long-term partnerships with key stakeholders and decision-makers, including C-level, education leadership, and policy influencers.

2. Full Sales Cycle Ownership

• Lead the entire sales cycle: prospecting, solution presentation, proposal development, negotiation, deal closing, and onboarding.
• Meet and exceed quarterly, and annual sales targets in assigned territories and sectors.
  
• Present Odilo's solution with a clear value proposition and alignment to public education priorities (e.g. digital inclusion, teacher training, equitable access).

3. Operational Excellence

• Maintain an accurate, up-to-date CRM (Pipedrive) and ensure rigorous pipeline management and forecasting discipline.
• Prepare executive-level presentations and responses to RFPs/tenders
• Track public procurement calendars, funding cycles, and regional opportunities.

4. Stakeholder & Partner Management

• Cultivate strong working relationships with key external and internal stakeholders, including CSMs, marketing, presales, legal, and operations.
• Act as the primary commercial contact for our local Brazilian partner, ensuring alignment on priorities and coordinated go-to-market strategy.
• Participate in joint initiatives, training, and opportunity development with the partner.

5.Thought Leadership & Innovation

• Leverage creative and consultative sales techniques to position Odilo as a strategic ally for digital learning transformation in Brazil.
• Stay informed of national education trends, EdTech procurement, and emerging needs in the public education space.

The ideal candidate will bring:

• Proven experience (3+ years) in selling SaaS- based or EdTech based solutions to public institutions, ministries, or large education organizations.
  
• Solid understanding of the Brazilian public education system, procurement frameworks, and government funding structures.
  
• Previous experience in managing long-cycle deals, ideally in the education or public sector environment.
  
• Fluent in Portuguese and English.
  
• Strong consultative selling and stakeholder management (C-level, government)
  
• CRM discipline (preferably Pipedrive) and accurate pipeline management
  
• Autonomous, results-driven, with a hunter mindset
  
• Excellent communication, presentation, and negotiation skills
  

Nice to have:

• Experience with public tenders and funding cycles
  
• Existing network in Brazilian education or fast network builder
  
• Experience with local partners/distributors
  
• Experience in presenting EdTech solutions as strategic transformation tools aligned with public policy goals.
  
• Familiarity with national education initiatives (e.g. inclusion, training)
  
• Fluent in Spanish
  

Why ODILO?

Working at Odilo is about being part of a lifelong learning culture, where everyone has the possibility to take on challenges and participate in the growth of the company.

But we also offer:

• A fast-moving and challenging job within a mission-driven company in an international, creative, and ambitious work environment.
• Unlimited learning with Odilofy, our platform with more than 3 million contents in all formats (books, audiobooks, learning experiences, movies, courses...).
• A salary commensurate with track record and experience.
• Real opportunities for internal professional development.

…And more

Sounds like a mission made for you? Then we need to talk

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*ODILO is an entity committed to Diversity and Inclusion, which is why it accepts the presentation of candidatures without bias.