Senior Sales Executive

Description

Job Summary: The Senior Account Executive will serve as the commercial and strategic lead for IBLISS’s corporate client portfolio, ensuring account expansion and retention. Key Highlights: 1. Commercial and strategic engagement focused on customer expansion and retention. 2. Complex negotiations and pipeline management for corporate clients. 3. Management of strategic client relationships as the primary point of contact and advisor. Since 2009, we have been a company specialized in Information Security, focused on delivering precise diagnostics and ongoing security programs. IBLISS’s purpose over these years has been to motivate our team members to engage with our vision of a **safer digital society**. We see people in their essence and acknowledge their existence; therefore, we encourage applications from women, persons with disabilities (PCDs), LGBTQIAP\+, Black/Indigenous people, and all underrepresented groups. **For six consecutive years, we have been certified by GPTW as one of the best companies to work for. We also fulfill our commitment to security and are ISO 27\.001 certified.** Our culture values motivated individuals who identify with their work and feel genuinely part of our purpose—connected to the values that define our way of being: ✅ We take things lightly—but seriously ✅ We share everything internally so nothing leaks to clients ✅ What is right is right ✅ Inquisitive minds **About the Role:** The **Senior Account Executive** will be the **commercial and strategic lead for IBLISS’s corporate client portfolio**, ensuring account expansion and retention. The professional will collaborate closely with the IBLISS team, leading **high-value negotiations, pipeline management, and expansion plans** within both the installed base and the professional relationship-based client base. **Hybrid work model** – 3 days per week onsite in São Paulo \+ occasional visits to clients and suppliers. **Responsibilities:** Manage commercial relationships with strategic clients, acting as the **primary point of contact and executive advisor**. Lead **high-value negotiations**: contracts, margins, timelines, and commercial terms. Develop and execute **Account Plans**: mapping decision-makers, analyzing potential, expansion pipeline, and revenue forecasting. Participate in **Quarterly Business Reviews (QBRs) and executive meetings** with CISOs, CIOs, and business stakeholders. Collaborate closely with **Finance and PMO**, monitoring formalizations, onboarding, and strategic deliverables. Ensure pipeline predictability and governance within the **corporate CRM (Pipedrive)**. **Minimum Requirements** **7\+ years of experience** in consultative B2B sales within **cybersecurity**. **Advanced knowledge of the cybersecurity services and products market**, including vendors, distributors, and strategic partners. Proven track record in **installed base expansion (farming)** and **complex sales involving multiple stakeholders**. Active network of **relationships with CISOs, CIOs, and heads of information security**. Ability to translate technical challenges into **business value**. Experience with **CRM and commercial forecasting management**. **Preferred Qualifications** **Fluent English** (spoken and written). Technical knowledge of **security frameworks (NIST, ISO 27001, MITRE ATT&CK)**. Experience in **strategic account planning (Account Planning)** and **sales involving Proof of Concept (POC)**. Commercial certifications (SPIN Selling, Challenger Sale, etc.) or cybersecurity certifications (Security\+).