• Gerenciar o funil de vendas do início ao fim para Mid Market e Enterprise com foco na superação das metas estabelecidas. • Conduzir reuniões, apresentações e ações de prospecção com interlocutores que vão desde Gerentes a C-Level. • Desenvolver relacionamento com prospects e clientes. • Trabalhar em conjunto com o time de marketing para explorar conteúdos, ações de prospecção e eventos com foco em geração de leads qualificados. • Elaborar propostas comerciais, conduzir negociações e ser hábil na defesa e construção de análises de ROI. • Manter atualizado o CRM (Hubspot) com informações sobre os contatos, oportunidades, reuniões, etc. • Trabalhar em conjunto com os times de produtos, customer success, jurídico, financeiro e com a liderança num ambiente matricial para estabelecer e executar as estratégias de curto e longo prazo.

• Uncover and manage new selling opportunities in a geographic territory • Call on and develop relationships with C-level executives across business and IT units for named accounts • Execute a sales process that validates and qualifies the technical and business requirements of the customer in order to close the business • Articulate the value proposition and be familiar with ROI and TCO tools at a business level to provide to Business Stakeholders • Negotiate contracts, up-sell and cross-sell, build customer rapport • Achieve sales quotas in a territory on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional sales plan to include selling with and through partners. • Prospect, effectively qualify, and develop new sales opportunities and ongoing revenue streams from new and existing accounts. • Work with Global and local SIs and Channel partners to promote OutSystems solutions.

• Position OutSystems as the premier solution for Federal agencies, helping them accelerate digital modernization and eliminate application backlogs. • Manage complex sales cycles by leading a team of Solution Architects, Partner Managers, Customer Success, and other resources to deliver a unified value proposition. • Build and leverage deep relationships with System Integrators, Channel Partners, and Alliances to co-sell and deliver comprehensive mission solutions. • Develop and execute a sophisticated account and territory plan, identifying high-impact use cases where low-code can provide immediate tactical value. • Proactively identify new business opportunities and navigate the complexities of Federal procurement vehicles and budget cycles. • Champion the shift toward agile, high-performance development, articulating how OutSystems meets stringent Federal security requirements (including FedRAMP) while maintaining developer flexibility.

• Active prospecting of new industrial clients; • Management and development of the client portfolio; • Technical and commercial visits to assess client needs; • Preparation of technical-commercial proposals; • Negotiation and follow-up of orders; • Interface with engineering, automation and after-sales teams; • Monitoring projects through delivery and commissioning (when applicable); • Participation in trade shows, events and technical visits.