Job Summary: Lead and develop the LDR team, optimizing processes and implementing tools to enhance operational productivity and efficiency, with a strategic focus on prospecting automation. Key Highlights: 1. Leadership and development of the LDR team 2. Process optimization and tool implementation 3. Strategic focus on automation powered by market intelligence **Business Intelligence Coordinator (Prospecting)** ================================================================ TOTVS | São Paulo - SP | Hybrid Job Description **Role Mission:** Lead and develop the LDR team, optimizing work processes and implementing tools that increase operational productivity and efficiency. Initially, the focus will be on managing a manual operation, with the strategic objective of progressively identifying and implementing robust automation solutions based on market intelligence, data architecture, and data engineering. Responsibilities and Duties **WHAT YOU WILL DO:*** Lead, develop, and motivate a team of 14 LDRs, ensuring achievement of prospecting and lead enrichment targets. * Standardize and optimize the team’s work processes to drive continuous improvement, increased efficiency, and higher quality of generated lists. * Ensure alignment of prospecting activities with market intelligence and the company’s Go-to-Market strategy, including defined Ideal Customer Profiles (ICPs) for each product and sales campaign objectives. * Monitor and analyze team performance and lead quality, presenting reports and action plans to management. * Identify, evaluate, and implement tools and technologies that improve productivity and accuracy in lead generation and enrichment. * Manage the current operation—which, during the first 3–6 months, will be predominantly manual—while laying the foundation for automation. * Develop and execute a strategic plan to automate the majority of the lead generation and enrichment process, applying expertise in market intelligence, data architecture, and data engineering. * Promote continuous team upskilling on best practices in research, tool usage, and understanding of the ideal customer profile. * Collaborate closely with Sales, Marketing, and Market Intelligence teams to ensure synergy and delivery of qualified leads. Requirements and Qualifications **WHAT WE EXPECT FROM YOU:****Education:** Bachelor’s degree completed. * Knowledge of Go-to-Market strategies, market mapping, and Ideal Customer Profile (ICP) definition. * Familiarity with big data tools, market intelligence platforms, and prospecting and lead enrichment tools. * Ability to optimize processes and implement operational improvements. * Strategic mindset and proactivity to identify and implement automation solutions. * Experience or strong interest in data architecture and data engineering concepts applied to lead generation. * Excellent analytical skills to interpret metrics, identify bottlenecks, and propose solutions. * Strong communication, influence, leadership, and people management skills. * Results orientation and adaptability to thrive in a dynamic and innovative environment Desirable Requirements **IT WOULD BE GREAT IF YOU HAD:*** Experience implementing Artificial Intelligence solutions for lead generation / lead enrichment; * Experience leading prospecting teams (LDR, SDR, BDR, or Sales) in a B2B environment; * Prior experience implementing and managing process automation projects; * Knowledge of CRM systems, marketing automation tools, and process automation tools; * Education or certifications in Market Intelligence, Data Science, Software Engineering, Business Intelligence, or related fields. Salary Range To be discussed Employment Type CLT Benefits * TOTVS Network University—a corporate university offering free content and certifications for all TOTVS employees; * +Saudáveis Program—supporting each TOTVER through advisory services and initiatives focused on physical, mental, and financial well-being; * +Vantagens Program—the largest discount network in Latin America, exclusively for our employees; * +Cuidado Program—personal support program for employees and their families, offering guidance across multiple specialties including psychology, social work, and pet consulting; * Einstein Conecta—free online medical consultation service provided by physicians from Hospital Israelita Albert Einstein; * Health and dental insurance; * Meal and/or food allowance; * Transportation allowance and shuttle buses available at select metro stations; * Extended maternity and paternity leave; * Nursing room; * Bicycle parking; * Changing room; * Life insurance; * Daycare assistance; * Private pension plan; * Office designed to foster creativity and productivity, featuring snack areas, game rooms, billiard tables, and relaxation lounges; * Gympass. About the Company As a technology leader, we are a community of nonconformist individuals driven by innovation, autonomy, learning, and performance. Together, we create opportunities, transform futures, and share knowledge. Here, your professional growth happens within an inclusive, respectful, and energizing environment—people-first! We pursue sustainable growth. And we leverage data and AI to deliver smarter, more efficient results for our customers. Join us in innovating and building the future of technology. #VemPraTOTVS #SomosTOTVS