• Realizar contatos ativos com indústrias e distribuidoras brasileiras por telefone, e-mail, WhatsApp e chat, identificando se o negócio se encaixa no Perfil Ideal de Cliente da Mercos. • Conduzir conversas consultivas com donos de empresa, gestores comerciais e profissionais de TI, entendendo a operação de vendas de cada negócio antes de apresentar qualquer solução. • Qualificar oportunidades com critério e gerar agenda de demonstração para o time de vendas com contexto suficiente para uma reunião de qualidade. • Testar, iterar e documentar abordagens de prospecção, contribuindo ativamente para a evolução dos scripts e fluxos de cadência utilizados pelo time. • Usar as ferramentas disponíveis, principalmente Salesforce e Google Workspace, para manter o pipeline organizado e os registros atualizados, garantindo rastreabilidade do trabalho. • Participar das reuniões de time com preparo, trazendo percepções de mercado coletadas nas interações diárias com potenciais clientes. • Gerenciar a própria agenda em um ambiente de alto volume de contatos, equilibrando produtividade com qualidade de abordagem. • Ser responsável pela construção e condução do seu PDI a partir dos feedbacks recebidos e das reuniões de 1:1 com sua liderança.

• Conduct outbound outreach through phone, SMS, and email • Follow up with inbound inquiries, old leads, and pending estimates • Qualify prospects and schedule appointments • Maintain consistent communication throughout the sales pipeline • Help establish outbound sales systems and workflows • Assist with scripting, follow-up structures, and lead management processes • Track KPIs and outreach performance metrics • Support leadership in building scalable sales operations • Maintain accurate CRM records and lead tracking • Organize follow-ups and customer communication • Ensure visibility and consistency across the sales pipeline

• Directly manage the inbound and Mid-Market floater team of Sales Development Representatives • Collaborate with Marketing and Senior Sales Directors to achieve meeting objectives • Onboard and train new SDR’s • Responsible for day-to-day SDR operations with focus on meeting setting, meeting completion, and daily productivity measurements • Provide leadership and oversight of the SDR sales organization to ensure all lead generation metrics are met and/or exceeded • Report on SDR performance to management and records of all sales activity throughout the sales cycle • Work cross functionally with marketing to execute against campaigns, MQLs, and top of the funnel activities to drive meeting volume • Define, implement, and manage productivity elements and measurements of SDR teams • Leverage Salesloft to manage and build calling and emailing cadences • Engage with other SDR leaders to identify SPIFFs, training opportunities, and role-playing engagements. • Responsible for career pathing and skill development of the SDR team • Lead by example, engage, embrace, and embody how a high performing outbound, lead generation, engine is required to operate in a fast-paced work environment

Role Description This role is responsible for account planning, tailoring solutions, and leading complex contract negotiations with partners while mitigating associated risks. The role mentors junior team members, provides strategic guidance, and monitors partner performance to ensure successful collaboration and optimal outcomes. - Acts as the expert to the partner for complex information regarding the organization’s products, services, promotions, and configurations. - Develops and maintains account plans to promote sales growth in adherence to legal procedures and requirements. - Collaborates with partners to tailor solutions that address specific customer needs, including customization of products and services to align with client requirements. - Leads and oversees complex contract negotiations, ensuring terms and conditions meet both partner expectations and organizational objectives. - Recruits new partners while providing risk assessment and business rationale for the organization’s investments. - Provides strategic guidance and insights to partner business managers and end-user sales teams regarding partners' capabilities, strengths, and market positioning. - Mentors junior team members, sharing expertise, providing guidance, and contributing to their professional development. - Identifies potential risks and challenges that could impact partnership success, develops mitigation strategies, and implements necessary actions. - Leads training sessions and workshops for partners, educating them on the latest products, services, and industry trends to enhance their sales capabilities. - Monitors partner performance against targets, analyzing data and providing insights to drive improvements and optimize outcomes. Qualifications - Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence. - Typically has 7-10 years of work experience, preferably in enterprise selling, channel & alliance, or a related field. Requirements - Account Management - Automation - Business Development - Business Planning - Business To Business - Channel Sales - Customer Relationship Management - Market Share - Marketing - Merchandising - Outside Sales - Product Knowledge - Sales Management - Sales Process - Sales Prospecting - Sales Strategy - Sales Territory Management - Salesforce - Selling Techniques - Value Propositions Benefits - Health insurance - Dental insurance - Vision insurance - Long term/short term disability insurance - Employee assistance program - Flexible spending account - Life insurance - Generous time off policies, including: - 4-12 weeks fully paid parental leave based on tenure - 13 paid holidays - Additional flexible paid vacation and sick leave