Senior Business Development Manager
Senior Business Development Manager
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Job Description
Job Summary
We are seeking an accomplished Senior Business Development Manager with extensive experience in SaaS sales and prospecting specializing in the Brazilian government sector (public administration agencies and stateowned enterprises). The ideal candidate will have a proven track record of selling SaaS solutions to government entities navigating complex procurement processes (Licitaes) and driving digital transformation in the public sector.
Knowledge of ESG (Environmental Social and Governance) and corporate governance is a strong plus as many government contracts now require sustainability and compliance considerations. Experience with CRM HubSpot is essential for managing pipelines tracking interactions and optimizing sales processes.
Key Responsibilities
Prospecting & Lead Generation:
o Identify and target government agencies public institutions and stateowned companies that can benefit from our SaaS solutions with a focus on board digital transformation efficiency and ESGaligned projects.
o Use HubSpot CRM to track leads manage pipelines and automate outreach (email sequences call logs deal stages).
o Leverage databases such as ComprasNet Portal de Licitaes and Dirio Oficial to find bidding opportunities including those with ESG and Board Portal opportunities.
o Develop tailored outreach strategies including cold calling LinkedIn engagement and participation in public sector events.
Sales Strategy & Execution:
o Lead the entire sales cycle from initial contact to contract signing including responding to RFPs (Editais) drafting proposals and negotiating terms.
o Work closely with marketing product and legal teams to align proposals with government needs emphasizing corporate governance data security and sustainability benefits.
Relationship Building:
o Build and maintain relationships with government decisionmakers (gestores pblicos secretrios TI governamental procurement officers and ESG compliance teams).
o Act as a trusted advisor demonstrating how our SaaS solutions support efficiency transparency and ESG goals (e.g. reducing carbon footprint improving social impact ensuring governance compliance).
o Attend government tech conferences ESG forums and public sector innovation events to expand influence.
Market & Competitive Intelligence:
o Monitor trends in GovTech digital government (Governo Digital) ESG regulations and public sector sustainability initiatives.
o Analyze competitors and adjust sales strategies to highlight our ESG and governance advantages.
o Provide feedback to the product team on governmentspecific needs (security LGPD compliance ESG reporting integrations etc.).
Revenue Growth & Reporting:
o Achieve and exceed quarterly and annual sales targets.
o Use HubSpot dashboards and reports to track performance and forecast revenue.
o Ensure accurate CRM updates for sales transparency.
Qualifications & Experience
4 years in B2B SaaS sales with at least 2 years selling to the Brazilian public sector (municipal state or federal government).
Proven experience in closing deals via licitaes (Tomada de Preos Convite Prego Eletrnico) and direct negotiations.
Strong knowledge of public procurement processes (Lei 14.133/21) and compliance requirements (LGPD security certifications ESG frameworks).
Advanced HubSpot CRM proficiency (deal tracking automation reporting).
ESG and corporate governance knowledge is a plus
Excellent negotiation communication and presentation skills (Portuguese fluent English mandatory for internal matters).
Ability to work independently in a structured metricsdriven environment.
Why Join Us
Opportunity to drive innovation in Brazils public sector with cuttingedge SaaS solutions that align with ESG and corporate governance trends.
Competitive salary (base uncapped commissions) annual performance bonus
Company notebook
Office located in Paulista Avenue
Employment Type
Full Time
