Commercial Executive

Description

**1\. Position Identification** * **Title:** Senior Commercial Executive / Business Development (EdTech) * **Department:** Sales / New Business / Growth * **Reports to:** CEO * **Work Model:** IN-PERSON \- BERRINI (with international interface) **2\. Position Objective** Responsible for driving company growth through **prospecting, developing, and closing new business**, including domestic and international markets, ensuring **revenue expansion, market entry, and strategic partnership development**. **3\. Key Responsibilities** **3\.1 Business Development (Hunting \& Farming)** * Identify and prospect new opportunities (B2B, B2B2C, and strategic partnerships) * Lead market entry initiatives, including internationally * Manage the full sales pipeline (lead → close → strategic post-sales) * Develop strategic accounts (key accounts) **3\.2 Consultative Sales (EdTech Solutions)** * Diagnose client needs (enterprises, educational institutions, governments) * Build customized value propositions (platforms, content, digital solutions) * Lead complex negotiations and consultative sales cycles * Present solutions in English to international clients and partners **3\.3 Pipeline Management and Sales Performance** * Manage CRM and sales funnel with forecasting accuracy * Track commercial KPIs and revenue targets * Prepare executive performance reports * Work with aggressive growth targets **3\.4 Partnerships and Strategic Expansion** * Structure and negotiate partnerships with: * National and international universities * Enterprises (L\&D / corporate education) * Platforms and distributors * Support go-to-market strategies and market entry initiatives * Participate in national and international events, trade fairs, and networking activities **3\.5 Internal Collaboration and Cross-Functional Interface** * Collaborate closely with teams across: * Marketing (lead generation) * Product (solution alignment) * Customer Success (retention and expansion) * Contribute market insights to portfolio evolution **4\. Position Requirements** **Education** * Bachelor’s degree completed (Business Administration, Commerce, Marketing, Education, or related fields) * Postgraduate degree or MBA (preferred) **Experience** * Proven experience in consultative B2B sales * Prior experience in: * EdTech, SaaS, corporate education, or technology sectors * Demonstrated track record of meeting/exceeding targets * Experience handling complex negotiations and long sales cycles **Languages** * **Fluent English (mandatory)** – interaction with international clients * Spanish (a plus) **Technical Knowledge** * CRM (Salesforce, HubSpot, or similar) * Sales funnel and methodologies (SPIN, MEDDIC, Challenger Sale, etc.) * SaaS revenue models (MRR, ARR, LTV, CAC) * Excel / commercial data analysis **5\. Behavioral Competencies** * Strong results- and goal-oriented mindset * Hunter profile with strategic vision * Excellent communication and storytelling skills * Negotiation and influence capabilities * Autonomy and ownership mindset * Adaptability to dynamic environments (startups / scale-ups) * Global mindset **6\. Differentiators** * Experience in international expansion * Background in startups / scale-ups * Familiarity with the digital education and LMS market * Relevant network within the educational or corporate ecosystem Compensation: R$7\.000,00 \- R$10\.000,00 per month Work Location: In-person