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Workana

Freelancer marketplace connecting clients with professionals

Senior Account Manager - Multiple Teams

Account ExecutivePosted on Nov 13
Full-timeSão Paulo, State of São Paulo, Brazil

About the Job

Requirements

  • A completed higher-education degree in Engineering, Information Technology, Business Administration, Marketing, or a related area.
  • At least 8 years of commercial experience in B2B technology sales, including approximately 5 years in the cybersecurity market, preferably with resellers, distributors, or manufacturers.
  • A proven track record in hunter-style sales, opening new accounts, active prospecting, and complex consultative sales cycles.
  • Experience selling licenses, subscriptions, and technology solutions, and managing targets, pipeline, and forecasts.
  • Proficiency with BANT, SPIN Selling, Power Map, Roadmap to Close (RTC), customer relationship management (CRM) systems, and Microsoft Office or Google Workspace productivity suites.
  • Familiarity with artificial intelligence tools applied to commercial activities, along with negotiation skills and corporate communication ability.
  • Advanced English proficiency is required.
  • Residence in São Paulo, SP, and availability to work in a hybrid model with in-office attendance three times per week.

Responsibilities

  • Actively prospect and open new accounts while building and developing a personal sales pipeline.
  • Build executive relationships with CISOs, CIOs, and leaders in information security, technology, risk, and compliance.
  • Generate demand jointly with manufacturers and distributors through campaigns, events, shared leads, and referrals.
  • Conduct discovery meetings and qualify opportunities using methodologies such as BANT, SPIN Selling, Power Map, and Roadmap to Close (RTC).
  • Develop, present, and negotiate commercial proposals for technology licenses, subscriptions, and services in collaboration with technical teams and partners.
  • Manage complex negotiations involving multiple stakeholders and organizational levels, from prospecting through closing.
  • Keep the pipeline, forecast, and opportunities current in the CRM, and work consistently toward revenue and margin targets.
  • Develop won accounts to generate expansion and recurring revenue, using artificial intelligence tools to support prospecting, research, and pipeline analysis.

Desired Qualifications

  • An active network of relationships with CISOs, CIOs, and executives in information security, technology, risk, and compliance.
  • Established relationships with cybersecurity manufacturers and distributors, and experience with channel sales models.
  • Experience selling artificial intelligence governance, fraud prevention, or digital identity solutions.
  • Experience with complex negotiations involving large enterprise accounts and C-level executives.

About the Company

Workana

Freelancer marketplace connecting clients with professionals

Workana connects businesses with independent professionals in Latin America through a freelancer marketplace. Clients post projects and hire talent across fields like IT, design, marketing, and admin support, while freelancers create profiles, showcase skills, and bid on opportunities. The platform earns commissions on completed projects and uses an escrow system to securely hold client payments until the work is finished to the client's satisfaction. It differentiates itself by focusing on the Latin American market, using freelancer rankings and tiers, and growing through regional expansion and partnerships to simplify hiring remote talent with secure transactions.

Company size
5,001-10,000
Company stage
Series C
Total funding
$15.8M
Headquarters
Buenos Aires, Argentina
Founded
2012

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