Account Executive [Vaga Afirmativa para PCD]
Jusbrasil is seeking an Account Executive to drive active prospecting within the middle-market segment, with occasional focus on small accounts. The role involves introducing Jusbrasil's legal data products to companies unfamiliar with their benefits. The successful candidate will be instrumental in building and managing a qualified pipeline from scratch, engaging with decision-makers, and closing deals involving multiple stakeholders. Additionally, the role includes contributing to the development of the sales operation, leaving a lasting impact on the team's processes.
Key responsibilities include actively prospecting middle-market accounts, with occasional focus on small accounts, in priority verticals such as fintechs, credit, legal techs, and law firms. The Account Executive will execute multichannel outbound cadences (cold call, email, LinkedIn, video) with personalized and hyper-personalized approaches by vertical. They will own the full sales cycle: discovery, demo, proposal, negotiation, and closing, with autonomy and a strong sense of ownership. The role also involves rigorously qualifying opportunities using methodologies such as MEDDIC, SPIN Selling, or BANT, keeping the CRM consistently up to date. Contributing to structuring the sales operation by documenting playbooks, defining cadences, proposing tracking metrics, and helping build scalable processes is also expected. Collaboration with Customer Success and Product teams to ensure successful onboarding and identify expansion opportunities within the customer base is essential. Meeting and exceeding monthly targets for pipeline generation, qualified meetings, and closed revenue, as well as contributing market intelligence by mapping competitors, recurring objections, and positioning opportunities, are key aspects of the role.
Candidates should have over three years of experience in B2B sales, with a proven track record in outbound prospecting and closing deals. Experience in consultative selling to mid-market companies, along with familiarity with shorter sales cycles in small accounts, is important. The ability to structure commercial processes, having previously helped build or improve a sales operation, is required. Familiarity with Sales Engagement tools (Outreach, Apollo, or similar), AI tools (Claude, Gemini), and CRMs (Salesforce, HubSpot) is necessary. Clear communication skills, the ability to tell stories with data, and ease in navigating organizations with multiple decision-makers are essential. A data-driven mindset, with the ability to track metrics, identify bottlenecks, and act proactively, is also required.
Jusbrasil offers a competitive salary, generous paid time off policy, and a collaborative, team-oriented culture that embraces inclusion. Professional development and career growth opportunities are available, along with accommodations in the office and home office to support employees' needs.
The company values diversity and inclusion, providing an accessible and respectful environment with real opportunities for professional development. Joining Jusbrasil means being part of a mission-driven team dedicated to transforming the justice system through technology.