Account Executive Hunter

Location:
Hybrid (SP or CWB) About Pipefy We are a collective of fearless people with a clear purpose: to empower professionals around the world through intelligent workflow automation software. Currently, more than 500 people work with us across 7 countries, remotely or in a hybrid model, to make life easier for over 3,000 companies using Pipefy in more than 180 countries. Since our founding in 2015, we have put people at the center of everything we do. Therefore, we invite you to learn more about this position and apply to become part of our team.

Job Description
Dreaming big – One of our most essential values. As a company that aims for a market leadership scenario, selling is fundamental. We are responsible for generating a huge amount of new revenue to reach our goals. But that is only a small part of the job Our main goal as sales professionals is to win our customers' business and help them build a better way of working. We want to give our best We focus on 10x execution because our challenges are huge and our results will become increasingly difficult to achieve. Therefore, our commitment and hunger for success are always greater. This is a 100% hunter and outbound position, focusing on automation solutions for Shared Services Centers (SSC/CSC), Procure-to-Pay (P2P), and Order-to-Cash (O2C). As a Corporate Account Executive Specialist, you will build buyers in cold accounts: people who haven't asked for contact, haven't yet formulated the problem, and have no set budget. The job is not to qualify an existing demand, but to create the buyer, measure the gaps between the current state and the desired future state, and lead a decision-making group to a buying consensus. We are looking for professionals who deeply understand the challenges of operational efficiency, productivity, governance, and digital transformation in Finance, Procurement, and Shared Services, and who can translate these pain points into concrete commercial opportunities. Genuine curiosity about the customer's process is essential. Main Responsibilities
• Develop opportunities in Corporate and Enterprise accounts, building approach plans based on the business context, operational challenges, and decision-making structure of each customer.
• Mobilize and expand relationships with leadership in SSC, Finance, Controllership, Procurement, Operations, and Technology to open qualified conversations and build opportunities.
• Conduct the full sales cycle: prospecting, diagnosis, qualification, solution construction, proposal, negotiation, and closing.
• Deepen the diagnosis of P2P and O2C processes, identifying operational bottlenecks, manual activities, rework, exceptions, integration difficulties, and automation opportunities.
• Identify transformation opportunities in SSCs, understanding operating models, process centralization, SLAs, productivity indicators, and scalability challenges.
• Apply SPICED in conducting diagnosis and commercial qualification, keeping evidence and gaps for each opportunity recorded in the CRM.
• Translate operational needs into value propositions, with benefits, success metrics, and economic assumptions backed by the customer's context, including cost reduction, productivity gains, efficiency, and governance.
• Build alignment among business sponsors, users, technology, information security, procurement, and legal throughout the purchasing decision.
• Work with pre-sales, product, and other involved areas to define viable solutions and maintain consistency between proposal, contracted scope, and delivery.
• Maintain rigorous management of opportunities, next steps, risks, and closing forecasts in the CRM.
• Contribute market intelligence, bringing insights about customer needs, competition, and opportunities for evolving offerings. Requirements
• Minimum of 3 years of commercial experience in solutions for SSC, P2P, O2C, financial automation, procurement, or backoffice process transformation.
• Consolidated track record in B2B consultative sales for large accounts, with direct participation in opportunity generation, negotiation, and closing of contracts.
• Applied knowledge of Procure-to-Pay (P2P) processes, including purchase requisitions, approvals, vendor management, purchase orders, receiving invoices, and accounts payable; and/or Order-to-Cash (O2C), including order management, billing, accounts receivable, and collections.
• Experience selling to heads, managers, and directors of SSC, Finance, Procurement, Controllership, or Operations.
• Relevant network of relationships in the SSC, Finance, or Procurement market, with the ability to mobilize and expand it to develop new business.
• Ability to discuss operational transformation, automation, and efficiency challenges, understanding the relationship between processes, systems, people, costs, and business metrics.
• Familiarity with enterprise systems environments, especially ERPs, and with integration challenges, decentralized processes, and high-volume transactional operations.
• Experience in negotiations with multiple stakeholders, complex decision cycles, and technical and commercial evaluations.
• History of results that can be demonstrated through targets, attainment, new client acquisition, revenue expansion, and individual contribution.
• Autonomy to prospect and advance opportunities, with organization, consistency of follow-up, and accountability for targets. Differentials
• Experience at technology vendors, consultancies, or companies specialized in SSC transformation, financial automation, procurement, or process management.
• Commercial experience with solutions such as SAP, Oracle, TOTVS, Coupa, SAP Ariba, ServiceNow, UiPath, Celonis, or enterprise workflow and process automation platforms.
• Experience with enterprise software, SaaS, BPM, RPA, Intelligent Automation, or solutions integrated with ERPs.
• Knowledge of maturity models and transformation of Shared Services Centers, including centralization, standardization, automation, and continuous improvement.
• Experience with operational and financial indicators, such as SLA, productivity, cost per transaction, DSO, DPO, and rework reduction.
• Commercial experience in industries with complex transactional operations, such as manufacturing, retail, distribution, services, and large business groups. Benefits Brazil
• Health and Dental insurance
• Life insurance
• Flexible hours (40h/week)
• Flexible monthly meal allowance
• Monthly home office allowance
• Home office setup allowance
• Psychological assistance (employees or legal dependents)
• Yoga & Meditation
• Gympass
• Labor classes
• Maternity / Paternity leave (Maternity 6 months / Paternity 3)
• Babysitting / Elementary school allowance
• Complementary nutrition assistance
• Vet insurance
• Birthday day off
• Marriage leave (7 days)
• Bereavement Leave (10 days)
• Pet bereavement leave (2 days)
• Individual funeral aid
• Education Allowance
• Payroll loan
• Financial consulting
• Udemy
• Coworking space