Role Description Ser o responsável por estruturar a arquitetura de Revenue Operations da Lastlink, garantindo previsibilidade de receita, eficiência operacional e escalabilidade através da evolução do CRM, governança de dados e inteligência de negócio. Essa pessoa será o owner da estrutura de Revenue Ops, atuando para transformar dados em decisões e processos em crescimento. - Liderar a arquitetura e evolução do HubSpot como sistema central de receita - Diagnosticar e atuar sobre gargalos do funil com foco em aumento de conversão - Estruturar e evoluir pipeline, forecast e previsibilidade de receita - Desenvolver análises para identificar alavancas de crescimento (win rate, ciclo de venda, ticket médio, churn, expansão) - Construir e manter dashboards executivos e operacionais para liderança e áreas de Revenue - Criar e evoluir automações e workflows que aumentem eficiência e reduzam fricção no processo comercial - Garantir governança e confiabilidade dos dados do CRM - Atuar próximo à liderança (Sales, CS, Marketing) como parceiro estratégico, influenciando decisões com base em dados - Estruturar e documentar processos comerciais escaláveis (playbooks, SLAs, handoffs entre áreas) - Identificar oportunidades de destravar receita via dados, segmentação, priorização e eficiência operacional Qualifications - Experiência sólida em Revenue Operations / Sales Operations em ambientes de crescimento (startup ou SaaS) - Histórico comprovado de melhoria de métricas de receita (conversão, pipeline, forecast, produtividade) - Experiência prática estruturando ou evoluindo CRM como motor de negócio (não apenas operacional) - Vivência com processos B2B complexos e funil estruturado Requirements - HubSpot avançado (obrigatório) — domínio de: pipelines, propriedades, workflows, scoring, segmentações e integrações - Excel / Google Sheets avançado (obrigatório): fórmulas complexas - Construção de modelos de forecast e análise de pipeline - Capacidade de trabalhar com dados imperfeitos e estruturar lógica analítica - Conhecimento de métricas de SaaS / Revenue: CAC, LTV, churn, retenção, expansão, win rate, sales cycle, pipeline coverage Soft Skills - Pensamento estruturado e orientado a negócio - Forte capacidade analítica com viés de ação - Capacidade de influenciar lideranças com dados - Visão sistêmica - Protagonismo e autonomia alta Benefits - Plano de saúde e odontológico Bradesco Saúde (sem coparticipação) - Cartão Caju Flash (R$ 660/mês) + Auxílio home office (R$ 120/mês) - TotalPass (acesso à academias) - Day Off de aniversário - Auxílio cultura (R$ 50/mês via Caju) - Equipamentos para home office (conforme política vigente)

Location Our Revenue Enablement Specialist - Sales Development will be an integral part of our Global Revenue Enablement team. This role is based remotely in the UK, Ireland or the US East Coast. Who We Are DoiT is a global technology company that works with cloud-driven organizations to leverage the cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure our customers operate in a well-architected and scalable state - from planning to production. Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help our customers solve complex multicloud problems and drive efficiency. With decades of multicloud experience, we have specializations in Kubernetes, GenAI, CloudOps, and more. An award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we work alongside more than 4,000 customers worldwide. The Opportunity We’re looking for a Revenue Enablement Specialist to empower our Sales Development teams with the enablement, messaging, and skills they need to consistently generate a high-quality pipeline. In this role, you’ll serve as a key partner to Sales leadership and GTM teams, ensuring our SDRs are aligned on messaging, confident in outreach, and prepared to support multiple products, segments, and GTM motions. Reporting to the Revenue Enablement team, this highly cross-functional role gives you the opportunity to shape how our Sales Development teams ramp, learn, and continuously improve. You’ll build enablement strategies that accelerate ramp time, strengthen discovery and qualification skills, and reinforce best practices across inbound and outbound pipeline generation. You’ll create engaging learning experiences, deliver impactful training programs, and work closely with leadership to measure and improve the effectiveness of enablement initiatives. Responsibilities - Design and deliver enablement programs tailored to Sales Development teams across multiple business units and GTM motions. - Translate go-to-market strategy, ICP definitions, and product positioning into practical SDR-ready messaging, outreach frameworks, and talk tracks. - Support new product launches and GTM changes by ensuring SDRs are trained, certified, and ready to support pipeline generation at launch. - Partner with Marketing to align campaign messaging, value propositions, ICP targeting, and outbound plays. - Support onboarding programs for new SDRs, accelerating time-to-productivity across different segments and offerings. - Develop ongoing enablement programs focused on discovery and qualification, objection handling, persona-based outreach, and multi-product messaging. - Create playbooks, enablement resources, and call examples that reinforce learning and support day-to-day execution. - Collaborate with Operations to ensure processes, tools, and systems support SDR workflows and enable consistent execution. - Partner with Product Marketing and Product Enablement to simplify complex offerings into clear, SDR-friendly narratives. - Work with Sales Enablement to ensure alignment and consistency across the pipeline journey from SDR to AE and beyond. - Monitor, measure, and report on the effectiveness of enablement initiatives, continuously iterating based on data and feedback. - Engage in regular feedback loops with SDR leaders and team members to identify skill gaps, challenges, and opportunities for improvement. - Build out and own career progression pathways for SDRs Qualifications - 3+ years of experience in revenue enablement, sales enablement, training, or a related role supporting BDR/SDR or early-stage sales teams. - Strong understanding of pipeline generation, outbound motions, qualification frameworks, and prospect engagement strategies. - Experience supporting multiple products, segments, or go-to-market motions in a scaling SaaS or technology organization. - Exceptional communication and facilitation skills, with the ability to simplify complex strategies and products into clear, actionable guidance. - Proven ability to design and deliver enablement programs that drive measurable improvements in ramp time, productivity, and pipeline quality. - Highly collaborative, with experience partnering across Sales, Marketing, Product Marketing, and Operations teams. - Analytical mindset with experience measuring training impact and optimizing programs. - Strong storytelling, presentation, and instructional design skills. - Ability to thrive in a fast-paced, remote environment while balancing multiple priorities. - Passion for helping teams build the skills and confidence needed to succeed in pipeline generation roles. Bonus Points - Prior experience as a BDR/SDR or SDR Manager - Experience enabling teams in SaaS, cloud, or multi-product environments. - Familiarity with enablement platforms, LMS tools, call coaching tools, and CRM systems. Are you a Do’er? Be your truest self. Work on your terms. Make a difference. We are home to a global team of incredible talent who work remotely and have the flexibility to have a schedule that balances your work and home life. We embrace and support leveling up your skills professionally and personally. What does being a Do’er mean? We’re all about being entrepreneurial, pursuing knowledge, and having fun! Click here to learn more about our core values. Sounds too good to be true? Check out our Glassdoor Page. We thought so too, but we’re here and happy we hit that ‘apply’ button. Full-time employee benefits include: - Unlimited Vacation - Flexible Working Options - Health Insurance - Parental Leave - Employee Stock Option Plan - Home Office Allowance - Professional Development Stipend - Peer Recognition Program Many Do’ers, One Team DoiT unites as Many Do’ers, One Team, where diversity is more than a goal—it's our strength. We actively cultivate an inclusive, equitable workplace, recognizing that each unique perspective enhances our innovation. By celebrating differences, we create an environment where every individual feels valued, contributing to our collective success. #LI-Remote

• Own and oversee global revenue recognition processes in compliance with ASC 606 / IFRS 15. • Act as the primary authority on revenue accounting matters, providing guidance on complex or non-standard transactions. • Review customer contracts, pricing models, and deal structures to ensure appropriate revenue treatment. • Ensure consistent application of revenue policies across regions, entities, and revenue streams. • Lead monthly, quarterly, and annual revenue close processes, ensuring accuracy, timeliness, and audit readiness. • Oversee deferred revenue, unbilled receivables, contract assets, and contract liabilities. • Develop, maintain, and enhance revenue accounting policies, procedures, and internal controls. • Serve as the primary point of contact for external auditors on revenue-related matters. • Own revenue-related processes and configurations within NetSuite, including revenue modules and reporting. • Partner with Finance Systems, IT, and Operations to drive system enhancements, integrations, and automation. • Support ERP, billing, CRM, and revenue automation implementations and improvements. • Ensure data integrity and scalability across revenue systems as the business grows. • Partner closely with Sales, Legal, Deal Desk, Billing, and FP&A on deal structuring, forecasting, and revenue implications. • Provide revenue insights, analytics, and reporting to Finance leadership and FP&A. • Support strategic initiatives by translating business changes into accounting and system impacts. • Manage, mentor, and develop revenue accounting team members (where applicable). • Set clear goals, review deliverables, and foster a culture of accountability and continuous improvement. • Build scalable team processes, documentation, and knowledge-sharing practices.

• Own and oversee global revenue recognition processes in compliance with ASC 606 / IFRS 15. • Act as the primary authority on revenue accounting matters, providing guidance on complex or non-standard transactions. • Review customer contracts, pricing models, and deal structures to ensure appropriate revenue treatment. • Ensure consistent application of revenue policies across regions, entities, and revenue streams. • Lead monthly, quarterly, and annual revenue close processes, ensuring accuracy, timeliness, and audit readiness. • Oversee deferred revenue, unbilled receivables, contract assets, and contract liabilities. • Develop, maintain, and enhance revenue accounting policies, procedures, and internal controls. • Serve as the primary point of contact for external auditors on revenue-related matters. • Own revenue-related processes and configurations within NetSuite, including revenue modules and reporting. • Partner with Finance Systems, IT, and Operations to drive system enhancements, integrations, and automation. • Support ERP, billing, CRM, and revenue automation implementations and improvements. • Ensure data integrity and scalability across revenue systems as the business grows. • Partner closely with Sales, Legal, Deal Desk, Billing, and FP&A on deal structuring, forecasting, and revenue implications. • Provide revenue insights, analytics, and reporting to Finance leadership and FP&A. • Support strategic initiatives by translating business changes into accounting and system impacts. • Manage, mentor, and develop revenue accounting team members (where applicable). • Set clear goals, review deliverables, and foster a culture of accountability and continuous improvement. • Build scalable team processes, documentation, and knowledge-sharing practices.