Sales Account Executive

1 dia atrás

Campos Sales, Brasil Timeware Tempo inteiro

Se você quer ser parte fundamental da expansão da Timeware, atuar em vendas complexas, liderar negociações estratégicas com decisores C-level e participar da construção de processos comerciais de alta performance, esta vaga pode ser sua .

Buscamos alguém com maturidade comercial, domínio de metodologias avançadas de vendas consultivas e experiência sólida em lidar com ciclos longos, múltiplos stakeholders e alto ticket.

Pré requisitos

Experiência comprovada em vendas complexas B2B : Projetos de software, Outsourcing, Body shop, Squads, alocação e serviços profissionais;
Vivência em ciclos de vendas longos (2–6 meses);
Experiência real com prospecção ativa : cold call, cold mail, social selling;
Experiência com vendas enterprise para cargos como CTO, CIO, CDO, Head de TI, Gerentes e Diretores;
Familiaridade com CRM e automações comerciais.

Métodologias de Vendas

BANT (qualificação de Budget, Autoridade, Necessidade e Timing);
SPIN Selling (Situação, Problema, Implicação e Necessidade de solução);
GPCT + BA (Goals, Plans, Challenges, Timeline + Budget & Authority);
Challenger Sales ;
Técnicas de Farmer, Hunter e Closer ;
Técnicas de follow-up estruturado e nudges de decisão.

Ferramentas

HubSpot CRM (obrigatório — uso diário);
Apollo.io (sequências, enriquecimento, automação);
Lusha / RocketReach (dados e contatos);
Google Workspace e/ou Office;
Ferramentas de vídeo (Zoom, Meet);
Noções de Trello, Notion ou ferramentas de gestão são diferenciais.

Responsabildiades e Atribuições

Conduzir todo o ciclo comercial : prospecção → qualificação → diagnóstico → proposta → negociação → fechamento;
Realizar vendas consultivas, entendendo profundamente o negócio, a dores e os processos do cliente;
Estruturar diagnósticos utilizando SPIN, BANT e outras frameworks;
Conduzir reuniões de alto nível com decisores técnicos e de negócio;
Elaborar e apresentar propostas técnicas e comerciais (projetos, outsourcing, body shop);
Mapear múltiplos stakeholders e conduzir vendas com comitês de decisão;
Navegar por estruturas complexas e lidar com objeções estratégicas;
Trabalhar em parceria com a área técnica para desenhar soluções alinhadas ao stack do cliente;
Fazer gestão ativa do pipeline, previsibilidade e forecast;
Manter o CRM atualizado com dados, evolução do deal e próximos passos;
Auxiliar na criação e melhoria constante dos processos comerciais internos;
Representar a Timeware em reuniões estratégicas, eventos e apresentações executivas.

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