Sobre

• 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