Senior Business Development Manager

Job Summary

We are seeking an accomplished Senior Business Development Manager with extensive experience in SaaS sales and prospecting, specializing in the Brazilian government sector (public administration, agencies, and state-owned enterprises). The ideal candidate will have a proven track record of selling SaaS solutions to government entities, navigating complex procurement processes (Licitações), and driving digital transformation in the public sector.

Knowledge of ESG (Environmental, Social, and Governance) and corporate governance is a strong plus, as many government contracts now require sustainability and compliance considerations. Experience with CRM HubSpot is essential for managing pipelines, tracking interactions, and optimizing sales processes.

Key Responsibilities

· Prospecting & Lead Generation:

o Identify and target government agencies, public institutions, and state-owned companies that can benefit from our SaaS solutions, with a focus on board digital transformation, efficiency, and ESG-aligned projects.

o Use HubSpot CRM to track leads, manage pipelines, and automate outreach (email sequences, call logs, deal stages).

o Leverage databases such as ComprasNet, Portal de Licitações, and Diário Oficial to find bidding opportunities, including those with ESG and Board Portal opportunities.

o Develop tailored outreach strategies, including cold calling, LinkedIn engagement, and participation in public sector events.

· Sales Strategy & Execution:

o Lead the entire sales cycle, from initial contact to contract signing, including responding to RFPs (Editais), drafting proposals, and negotiating terms.

o Work closely with marketing, product, and legal teams to align proposals with government needs, emphasizing corporate governance, data security, and sustainability benefits.

· Relationship Building:

o Build and maintain relationships with government decision-makers (gestores públicos, secretários, TI governamental, procurement officers, and ESG compliance teams).

o Act as a trusted advisor, demonstrating how our SaaS solutions support efficiency, transparency, and ESG goals (e.g., reducing carbon footprint, improving social impact, ensuring governance compliance).

o Attend government tech conferences, ESG forums, and public sector innovation events to expand influence.

· Market & Competitive Intelligence:

o Monitor trends in GovTech, digital government (Governo Digital), ESG regulations, and public sector sustainability initiatives.

o Analyze competitors and adjust sales strategies to highlight our ESG and governance advantages.

o Provide feedback to the product team on government-specific needs (security, LGPD compliance, ESG reporting integrations, etc.).

· Revenue Growth & Reporting:

o Achieve and exceed quarterly and annual sales targets.

o Use HubSpot dashboards and reports to track performance and forecast revenue.

o Ensure accurate CRM updates for sales transparency.

Qualifications & Experience

· 4+ years in B2B SaaS sales, with at least 2 years selling to the Brazilian public sector (municipal, state, or federal government).

· Proven experience in closing deals via licitações (Tomada de Preços, Convite, Pregão Eletrônico) and direct negotiations.

· Strong knowledge of public procurement processes (Lei 14.133/21) and compliance requirements (LGPD, security certifications, ESG frameworks).

· Advanced HubSpot CRM proficiency (deal tracking, automation, reporting).

· ESG and corporate governance knowledge is a plus

· Excellent negotiation, communication, and presentation skills (Portuguese fluent, English mandatory for internal matters).

· Ability to work independently in a structured, metrics-driven environment.

Why Join Us?

· Opportunity to drive innovation in Brazil's public sector with cutting-edge SaaS solutions that align with ESG and corporate governance trends.

· Competitive salary (base + uncapped commissions) + annual performance bonus

· Company notebook

· Office located in Paulista Avenue