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• Actively perform outbound prospecting, identifying and developing new opportunities • Contact cold and warm leads and reactivate previous opportunities • Manage the full sales cycle, from prospecting through closing • Handle negotiations with multiple stakeholders (corporate accounts) • Build and maintain a healthy, predictable, and consistent pipeline • Maintain disciplined follow-ups and a strong sense of urgency • Develop demand generation and account reactivation strategies • Work in partnership with marketing, pre-sales, and strategic partners • Operate in a consultative sales model, focused on solutions and projects

• Compreender processos dos clientes e traduzir as demandas em User Stories ou tarefas de configuração para a equipe de desenvolvimento. • Aplicar treinamentos sobre as soluções da empresa quando necessário, garantindo que as operações dos clientes utilizem corretamente as ferramentas. • Priorizar e repriorizar demandas de acordo com as necessidades do negócio, prazos e escopos acordados com stakeholders. • Organizar e gerenciar o board de demandas da equipe, assegurando uma distribuição balanceada e negociação das prioridades. • Gerenciar e reportar o status de cada projeto, servindo como ponto focal para os clientes. • Remover impedimentos não técnicos da equipe, como comunicação com stakeholders e esclarecimento de problemas. • Gerenciar crises e propor soluções rapidamente. • Propor, implementar e documentar novos processos para aumentar a eficiência e escalabilidade da equipe ou dos clientes. • Participar de reuniões com clientes, promovendo uma comunicação eficaz entre todas as partes envolvidas. • Apoiar a execução e o alinhamento de processos, garantindo fluidez entre as áreas envolvidas.

• Active (outbound) prospecting of new B2B customers via cold calls, cold emails and social selling; • Creating and qualifying lead lists based on defined ICPs and personas; • Scheduling qualified meetings with leads for our AEs (Account Executives/Sales Executives); • Using prospecting automation tools such as Apollo, Meetime and LinkedIn Sales Navigator; • Building strategic, personalized cadence flows for different lead profiles; • Entering and maintaining data in the CRM (Zendesk Sell); • Ongoing collaboration with marketing and sales teams to optimize campaigns and demand-generation strategies; • Monitoring metrics such as open rates, CTR, conversion rate and producing reports to optimize results.

• Lead end-to-end discovery processes, validating hypotheses before development. • Define product vision, value proposition and product roadmap. • Also act as Product Owner in day-to-day activities: write user stories, define acceptance criteria and prioritize the backlog. • Manage the customer lifecycle (acquisition → activation → retention → expansion). • Design onboarding and user activation strategies. • Define the go-to-market model together with Sales. • Support the definition of tiers/plans and the revenue model. • Define and track product metrics, evaluating adoption, impact and financial return. • Establish continuous feedback channels with customers and early users, ensuring product evolution based on real usage.