Account Executive

Description

At Mercos, we believe we improve people's lives by positively impacting the economy. Our business solution has existed for over 14 years to boost sales for representatives, manufacturers, and consumer goods distributors—and today, we’re a team of over 170 people who want you on board! Our Expansion Squad works exclusively with our existing customer base. As an Account Executive, your role will be to engage with your assigned accounts to ensure our solutions deliver optimal results in this partnership—deeply understanding each account’s reality to generate new business and ensure retention. This means closely monitoring financial metrics, designing upsell and cross-sell strategies, mapping cancellation risks, and leading complex contract negotiations. Additionally, although the role is remote most of the time, it requires consistent market presence to represent the brand. If you prefer a 100% static, back-office routine with minimal external interaction, this role is likely not for you. But if you have a proactive, data-driven profile, love negotiating, and feel equally comfortable in strategic meetings or representing Mercos at major trade fairs and events, this is your place. **This role is right for you if…** * You enjoy managing customer portfolios and delivering value by generating new business within your existing client base. * You understand SaaS metrics and use those numbers to expand your accounts. * You communicate effectively, think analytically, and simplify complexity rather than complicate it. * You enjoy representing the company at trade fairs, events, and live broadcasts (e.g., webinars and podcasts). **This role is not right for you if…** * You seek to work exclusively from home, without travel or attendance at trade fairs and events. * You’re uncomfortable with firm negotiations, leading discussions, annual price adjustments, or overcoming client objections. * You prefer working in isolation and struggle to engage or hold internal teams (Product, Engineering, Finance) accountable to resolve issues affecting your accounts. * You find it difficult to manage your own sales funnel and don’t see value in keeping your CRM updated. **Responsibilities and duties** **Responsibilities and duties** * Expand the volume of your customer portfolio, securing MRR through upsell, cross-sell, and retention strategies; * Monitor portfolio financial health metrics, ensuring necessary expansion and retention for positive Exit outcomes; * Schedule and conduct meetings with portfolio clients, actively participating in strategic planning and exploring improvement opportunities using Mercos solutions; * Proactively contact your entire customer portfolio on a cycle of up to 90 days; * Identify complex client needs and efficiently route them to responsible internal teams, guaranteeing delivery quality; * Deeply understand clients’ businesses and future plans, crafting personalized strategies to generate continuous value; * Act as the client’s voice within Mercos, connecting their needs with Product, Engineering, Partners, Finance, and other teams; * Attend trade fairs and events representing Mercos in São Paulo or other regions across Brazil; * Be available for frequent travel (approximately one week per month) to cover events; * Participate in MercosCast and host client-focused live sessions aimed at increasing product engagement and generating new opportunities; * Co-develop rapid, investigative action plans with clients to reverse cancellation requests (Churn); * Keep tracking and management tools (CRM) rigorously updated; * Lead contract negotiations, plan migrations, user package adjustments, and annual price reviews; * Contribute to the team’s ongoing process review to improve execution and collective outcomes; * Complete mandatory Mplayer development training paths and actively build your PDI through 1:1s with leadership. **Requirements and qualifications** **Hard Skills (Technical skills)** * Experience managing portfolios and generating new business within active accounts; * Technical proficiency in SaaS metrics and indicators (MRR, Churn, LTV, CAC, etc.); * Advanced mastery of negotiation, persuasion, and commercial conflict management techniques; * Analytical ability to interpret complex business scenarios and translate them into actionable plans; * Ability to coach and guide clients on software features and usability; * Experience managing sales funnels and opportunities; * Familiarity with strategic use and maintenance of CRM tools. **Soft Skills (Behavioral skills)** * Data- and results-oriented profile; * Solution-focused, pragmatic mindset with emphasis on viable, realistic outcomes; * Excellent verbal, written, and public speaking communication skills (for events and broadcasts); * Strong teamwork and collaboration mindset, aligned with squad-based workflows; * Maturity and discipline to work productively in a remote environment; * Openness to receiving feedback and pursuing continuous improvement. **Differentiators** * Knowledge of ERP systems or Sales Force automation software; * Practical understanding of commercial representative agencies, distribution companies, and consumer goods industries; * Prior experience in Customer Success (CS) or Inside Sales teams focused on B2B markets; * Practical knowledge of or experience applying the Challenger Sales methodology. **Additional information** **What’s our work environment like?** * **Great Place To Work**: Ranked **27th** among Brazil’s best mid-sized companies, **4th** among Brazil’s best mid-sized tech companies, and **2nd** among Santa Catarina’s best mid-sized companies * **4.8** rating on **Glassdoor**, with **96%** recommendation rate! * Top 20 in the Virtuous Company Ethics Culture Ranking * Remote work: We are genuinely a **Remote First** company * Employment contracts are exclusively **CLT** * Well-structured **PDI**, empowering Mplayers’ ownership and initiative * Culture of **feedback** and follow-up via **1:1** sessions with leadership * Our **values** are lived daily by everyone, and our **culture** forms the foundation of everything we do * Any Mplayer is just one Slack message away—from peers to senior leadership, all are **accessible** * Weekly **alignment meetings** ensure all Mplayers stay informed and confident about Mercos’ business trajectory * We know where we’re headed: Our **vision** is clearly defined through **2027** * We have a **Diversity Committee** that discusses and implements diversity-related initiatives across the company **Benefits** * PLR — Profit and Results Sharing Program * Home office allowance + meal/food allowance via Caju flexible benefits card * Budget to set up your home office * National health and dental insurance plans * Access to Moodar for online psychological support (available to family members) * Access to an educational platform offering **full scholarships** for undergraduate, graduate, short courses, language learning, and MBA programs * Wellhub (formerly Gympass): App providing access to fitness partners (gyms) and wellness partners supporting physical, emotional, and nutritional well-being—for you and your family! **Perks:** * Extended Parental Leave (Citizen Company): 6-month maternity leave and 20-day paternity leave * Fully stocked kitchen with snacks and fruits at our Joinville/SC office * Birthday day off * Referral bonus for recommending new Mplayers * Free Book Program (you recommend, we purchase) * Partnerships with education and language institutions * Training sessions and workshops for professional development * Annual trips to Joinville/SC for in-person gatherings * Reduced weekly workload to 40 hours * Laptop becomes yours after 48 months of use! * Monthly in-person and remote happy hours * Annual flu vaccination (optional) * Seasonal gifts and surprises * Salary review policies aligned with market competitiveness Our purpose is to drive Brazil’s economy forward—because we believe that driving the economy improves people’s lives! Helping brands conquer markets is our mission—and we do it through a software platform that helps consumer goods manufacturers and distributors across Brazil increase sales. We unify sales force automation, CRM, and B2B e-commerce into a single platform, delivering agility and increased sales for our customers. In doing so, we positively impact everyone involved in commercial operations: from sales representatives and internal support teams to commercial managers and directors, marketing, and IT departments. Moreover, we also deliver the Mercos solution to our customers’ customers—giving them greater flexibility and agility in restocking products via our B2B e-commerce platform. We invite you to learn more about what we’ve been building over these 15+ years. Why join Mercos? Because Mercos is built by all of us! We’re over 170 Mplayers striving to create an environment rooted in diversity and inclusion—with respect guiding every action we take :) Our culture is our strength, and our values define our identity: Authors of Our Story, Practical, Courage to Learn, Client Partners, Trustworthy, Always Challenge, Almost Always Relaxed! Join this journey—become an Mplayer!