Key Account Manager South Region (Gerente de Contas Estratégicas Região Sul) - Porto Alegre / RS / Br (Hybrid)
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What you'll do
- Identify, prospect, and close new business opportunities within the mid-market and enterprise segments.
- Manage the end-to-end sales cycle and Account Management lifecycle, from initial outreach and discovery to complex contract negotiation and closing.
- Partner with prospective and existing clients to understand their financial workflows, positioning Clara as a strategic solution for spend control, corporate credit, and liquidity.
- Drive revenue growth within your portfolio through proactive cross-selling and upselling of Clara's financial solutions.
- Conduct regular, in-person relationship-building visits with key stakeholders to ensure long-term client satisfaction and minimize churn.
- Collaborating with the Product and Operations teams to share market feedback and ensure a seamless onboarding and implementation experience for new customers.
- Develop and execute territory plans to consistently exceed quarterly sales and expansion targets.
- Maintain accurate records, pipeline stages, and forecasts within Hubspot to ensure data-driven decision-making.
What they're looking for
- 7+ years of proven experience in B2B sales, enterprise commercial roles, or Account Management, preferably within Fintech, SaaS, or the corporate financial services sector.
- Availability to work in person at our office in Itaim Bibi at least twice a week.
- A proven track record of consistently meeting or exceeding commercial quotas and revenue targets in a high-growth environment.
- Strong execution in managing complex sales pipelines and negotiating with sophisticated buyers using Hubspot.
- Excellent verbal and written communication skills, with a demonstrated ability to pitch, negotiate, and engage confidently at the CFO and C-suite level.
- Working proficiency in English and fluent/native Portuguese.
- Adaptability to fast-changing environments, high strategic thinking, and a strong degree of resilience.
- Experience or interest in using AI tools to automate sales workflows and prospecting.
Nice to have
- Experience or familiarity with outbound and automation infrastructure tools like Amplemarket or N8N.
- Basic proficiency in Spanish or a strong desire to learn it.
- Independent analytical skills using spreadsheets, SQL, or Python to evaluate portfolio health and data.
- A good sense of humor.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
Ready to accelerate your career?
Clara is the fastest-growing company in Latin America. We've built the leading solution for companies to make and manage all their payments. We already help over 20,000 large and growing businesses operate with agility and financial clarity through locally issued corporate cards, bill pay, financing, and a powerful B2B platform built for scale.
Clara is backed by some of the most successful investors in the world, including top regional VCs like monashees, Kaszek, and Canary, and leading global funds like Notable Capital, Coatue, DST Global Partners, ICONIQ Growth, General Catalyst, Citi Ventures, SV Angel, Citius, Endeavor Catalyst, and Goldman Sachs - in addition to dozens of angel investors and local family offices.
We’re building the financial infrastructure that powers high-performing organizations across the region. We invite you to join us if you want to be part of a fast-paced environment that will accelerate your career and support you to do some of the best work of your life alongside a passionate and committed team distributed across the Americas.
What you'll do
We're looking for a Key Account Manager to manage and grow a strategic portfolio of existing Clara clients in the Southern region of Brazil. Preferably based in Porto Alegre, this person will be responsible for building long-term relationships with clients and, above all, driving sustainable growth within the portfolio by identifying expansion opportunities, increasing usage, and driving adoption of new Clara solutions.
We're looking for someone with commercial energy, an ownership mindset, and a strong results orientation, who can turn deep client knowledge into concrete business opportunities — proactively, not just in response to client demand. This is a strategic account management role, with close client engagement and strong interface with Customer Success, Sales, Credit, Product, and other internal areas. Success in this role will be directly tied to the ability to retain, develop, and expand clients, increasing the value generated through the relationship with Clara.
Key responsibilities:
- Manage and grow a portfolio of strategic existing clients in the Southern region.
- Build strong, long-term relationships with different stakeholders and decision-makers, including C-level executives.
- Develop a deep understanding of each client's business, challenges, and financial processes, identifying value-generation opportunities.
- Develop and execute growth strategies for the portfolio, with an explicit focus on increasing TPV, revenue, usage, and share of wallet.
- Identify upsell and cross-sell opportunities, expanding the use of Clara's solutions within client accounts.
- Proactively identify opportunities, rather than limiting activity to client-driven demand.
- Lead commercial negotiations and expansion processes with clients.
- Create account development plans for key accounts, prioritizing the opportunities with the greatest business impact.
- Monitor portfolio health indicators, identifying risks, opportunities, and action plans.
- Conduct meetings, business reviews, and in-person client visits.
- Work in partnership with Customer Success, Sales, Credit, Product, and other areas to unlock opportunities and ensure a consistent experience.
- Develop relationships within the Southern region's business ecosystem and represent Clara at relevant events and initiatives.
Who you are
We're looking for someone who meets the minimum requirements to be considered for the role. The preferred qualifications are a bonus, not a requirement.
Must haves
- Experience in Key Account Management, Account Management, or large B2B account management, with a track record relevant to the seniority of the role.
- Proven experience developing and growing existing client portfolios.
- Strong commercial orientation and ability to identify and convert upsell, cross-sell, and account expansion opportunities.
- Strong negotiation, relationship-building, and influencing skills across different hierarchical levels, including C-level executives.
- Energetic, proactive, results-oriented profile.
- Strong business acumen and ability to connect client needs to available solutions.
- Good analytical skills to track portfolio indicators, identify opportunities, and build action plans.
- Availability for frequent travel within the region.
Nice to haves
- Experience in financial services, fintechs, payments, banking, SaaS, or technology.
- Knowledge of the Southern Brazil corporate market.
- Established relationships with companies and executives in Rio Grande do Sul, Santa Catarina, and/or Paraná.
- Experience with data analysis, SQL, and/or BI (Business Intelligence) tools for tracking performance indicators.
- A good sense of humor.
Why join Clara
At Clara, you’ll have the autonomy, speed, and support to make meaningful impact — not just on your team, but on how organizations are run across Latin America.
Who we are
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We’re the leading B2B fintech for spend management in Latin America.
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Certified as one of the world's fastest-growing companies, a Great Place to Work, and a LinkedIn Top Startup.
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Passionate about making Latin America more prosperous and competitive.
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Constantly innovating to build financial infrastructure that enables each of our customers to thrive.
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Product-led, high-talent-density culture — designed for builders who raise the bar.
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Proud of our open, inclusive, and values-driven environment.
What we believe in
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#Clarity. We say things clearly, directly, and proactively.
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#Simplicity. We reduce noise to focus on what really matters.
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#Ownership. We take responsibility and never wait to be told.
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#Pride. We build products and experiences we’re proud of.
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#Always Be Changing (ABC). We grow through feedback, risk-taking, and action.
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#Inclusivity. Every voice counts. Everyone contributes to our mission.
What we offer
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Competitive salary and stock options (ESOP) from day one
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Multicultural team with daily exposure to Portuguese, Spanish, and English (our corporate language)
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Annual learning budget and internal accelerated development paths
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High-ownership environment: we move fast, learn fast, and raise the bar — together
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Smart, ambitious teammates — low ego, high impact
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Flexible vacation and hybrid work model focused on results
If you’re ready for growth, ownership, and impact — apply now and help us redefine B2B finance in Latin America.
Clara’s Hybrid Policy
Claridians in a hybrid mode split their time between working from the office, talking to or visiting customers, or working from home. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for each individual and team.
We don't enforce a minimum number of days for most roles, but you're expected to spend time at the office organically, and be at the office most days during your ramp-up or when required by your leader.
Company
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