Senior Sales Representative | Remote

Description

First and foremost, we’d like to tell you a bit more about who we are. Shall we? Nice to meet you — we’re Aurum! We’re an established company in the legal software market. We leverage the most innovative technologies to redefine how legal professionals practice law. Our work helps thousands of lawyers better manage their daily tasks and boost productivity. Pretty cool, right? **Here’s a secret: We’re only able to achieve all this because we have the best people on our team.** What do we call this amazing group? \#GoldenPeople. Today, we’re over 200 people spread across Brazil, and we’re also supported by our offices in Florianópolis (SC) and São Paulo (SP). **It doesn’t matter where we are — our culture remains the same, always guided by our core values.** In fact, backed by such incredible people, strong values, and an outstanding culture, we’ve earned the **Great Place to Work** certification ten times — and in 2025, we ranked highly across all three rankings we participated in. **So, what kind of people are we looking for to join our Team?** We’re seeking professionals who value autonomy, responsibility, teamwork, continuous learning, collaboration, communication — and, of course, closeness and transparency! If this environment resonates with you, we’re already starting to *match*! We consider each member of our team unique and special, which is why everyone is welcome. We foster a safe environment where GoldenPeople can express themselves authentically. **Within the Themis Commercial Team, your mission will be:** To lead commercial opportunities from qualification through to closing — presenting the value of Themis solutions to legal departments and law firms — thereby contributing to sustainable client base growth, company revenue, and a positive acquisition experience. **Responsibilities and Duties** **Now take a look at the main responsibilities for this role:** * Conduct diagnostic and commercial presentation meetings. * Understand potential customers’ challenges, processes, and needs. * Develop commercial proposals and lead negotiations. * Manage and update the sales pipeline in the CRM. * Build relationships with decision-makers and influencers. * Track opportunities throughout the entire commercial cycle. * Deliver product demonstrations and present value propositions. * Collaborate closely with Marketing, Pre\-Sales, Product, and Customer Success teams. * Participate in events, webinars, and customer/prospect engagement initiatives. * Achieve defined sales targets and commercial KPIs. * Contribute to continuous improvements in commercial processes and strategies. * Conduct diagnostic meetings with potential clients to understand their context, challenges, and legal management needs. * Present Themis consultatively — linking system features directly to clients’ pain points and objectives. * Deliver hands\-on product demonstrations, highlighting how the system can optimize legal organization and daily workflows. * Track opportunities across the sales funnel, ensuring accurate and organized interaction logging in the CRM. * Identify buying signals and customer readiness to advance negotiations and close deals. * Partner with Pre\-Sales and Marketing teams to ensure a seamless and positive acquisition journey. * Document learnings about objections, needs, and customer behaviors to evolve the commercial process. * Pursue continuous improvement in consultative selling techniques, product knowledge, and understanding of customer profiles. * Contribute to achieving commercial goals and generating departmental revenue. **Requirements and Qualifications** **To apply for this opportunity, we expect you to have:** * Prior experience selling software, technology, or digital products. * Prior experience in B2B consultative sales. * Experience leading commercial meetings, conducting needs diagnostics, and delivering product demonstrations. * Hands\-on experience managing opportunities within a structured sales funnel using a CRM. * Ability to identify customer needs, lead negotiations, and advance opportunities to closure.  **Nice\-to\-have qualifications include:** * Experience in **SaaS companies or subscription\-based business models**. * Experience selling to legal departments, law firms, or corporate legal teams. * Familiarity with or interest in the **legal market and the day\-to\-day operations of legal departments and law firms**. * Experience using **CRM and pipeline analysis tools** for opportunity management. * Interest in **continuously improving consultative selling techniques and deepening product knowledge**. * Participation in events, trade shows, or business\-generation initiatives. **Additional Information** **Take a look at what we offer GoldenPeople:** * **Meal/Voucher Allowance:** R$ 1\.300 monthly on a flexible card, with no payroll deduction. * **Remote Work Allowance:** R$ 135.00 monthly, with no payroll deduction. * **Health Insurance:** Nationwide Bradesco plan. * **Dental Insurance:** SulAmérica plan. * **Life Insurance.** * **Extended Parental Leave:** We participate in the “Empresa Cidadã” (Citizen Company) Program and offer leave policies supporting diverse family structures — including adoption, same\-sex couples, and single\-parent families. * **Childcare Assistance:** For children up to 5 years old. * **Gympass/Wellhub:** A holistic wellbeing platform focused on physical activity and overall health — granting access to thousands of gyms, studios, live classes, and wellness apps, all for a single monthly fee; * **Conexa Saúde:** A digital health platform offering multiple specialties. GoldenPeople receive 2 free psychological consultations and 2 free nutritional consultations per month. * **Guapeco:** Pet health insurance with simple enrollment, nationwide coverage, and reimbursements of up to 100%. * **Language School Partnership:** Discounted English and Spanish courses through OpenEnglish, Fluentia, and Instituto Cervantes — available online and in person. * **Profit\-Sharing Plan (PLR):** If the team meets its annual target, everyone (yes, really!) shares in the profits! * **Relax Week:** We don’t work on weekdays between Christmas and New Year’s Eve — giving you time to rest and enjoy the year\-end however you prefer. * **Workstation Allowance:** In addition to lending you a laptop for comfortable remote work, we provide a R$ 2\.400,00\ allowance. * **Birthday Day\-Off:** During your birthday month, you get a full day off to relax and celebrate. * **Work at a Great Place to Work:** We’re one of the best companies to work for in Latin America and Brazil. * **And much more!** With a **culture of feedback**, **development guilds**, **Personal Development Plans (PDI) during onboarding**, **Aurum Talks**, frequent all\-company meetings, **OKR transparency**, celebratory initiatives, performance reviews, and development programs — all designed to continuously grow GoldenPeople. So — did you like it!? Then come join us :) Nice to meet you — we’re **Aurum**! For over 30 years, we’ve been building technology for the next generation of legal practice. With our two software platforms — **Astrea** and **Themis** — we impact over 20,000 clients, ranging from independent lawyers to corporate legal departments. Here, we deliver technology that simplifies and keeps pace with every client’s unique rhythm. Our key differentiator is delivering an experience of innovation and freedom — not only to our customers but also to our team members. That’s because we cultivate an environment that respects individuality and empowers every GoldenPerson’s growth. Working at Aurum means having the autonomy to innovate, the freedom to grow, and being part of a team that makes everything flow effortlessly. That’s why we value development and prioritize a collaborative, learning\-oriented environment. PDIs, 1x1s, the Leadership Development Program, and recurring feedback are just some of the initiatives supporting GoldenPeople. Respect for individuality is lived daily through our ongoing commitment to fostering a diverse and inclusive workplace. Our 200+ GoldenPeople can truly be themselves here. We believe diversity fuels innovation — and every representative of a diverse group strengthens our team. With our predominantly remote work model, we’ve become an even more open space for diverse talent. In this context, our physical offices in Florianópolis and São Paulo serve as optional complements to our culture — always open to those who wish to experience in\-person collaboration. **That’s why (and so much more), working at Aurum means having \#GoldenPride in being:** * Certified ten consecutive times by Great Place to Work (GPTW); * Ranked 79th best company to work for in Latin America (Top 100 Small & Medium Enterprises, GPTW LatAm 2025\); * Ranked 30th best medium enterprise to work for in Brazil (2025\); * Ranked 5th best medium enterprise to work for in Santa Catarina (2025\); * Ranked 7th best technology company to work for in Brazil (2025\); * A leader in development and cultural initiatives; * A co\-steward in maintaining a safe environment for every GoldenPerson. * Part of a team with gender equity across all seniority levels; Visit our Culture Manifesto to learn more about the Golden way of working! Explore the portal transforming the daily routine of thousands of lawyers! And of course — don’t forget to check out our other social media channels! #### **Before reviewing our opportunities, take a look