Account Executive (AE) - São Paulo

About Aprova:

We are going to simplify the relationship between the government and citizens.

Aprova is a software as a service (SaaS) startup that for nine years has been creating innovative tools for the government. We are a complete platform that makes city hall permit and licensing processes digital, allowing all procedures to pass through our software without piling paperwork on the secretary's desk. Our team has the chance to build something entirely new, which changes the way the government provides service to the citizen.

It's great that you are here :)

Culture and People:

Aprova Digital's objectives reflect directly on our Culture and Workflow. Words like transparency, communication, trust, curiosity, and passion are things we do not compromise on — from development to sales, from backoffice to customer service.

Our main value is that people always come first. Therefore, it is our priority to create a healthy environment full of opportunities for all teams and positions. This is the only way for our people to be successful.

Our machine works because we are productive and energetic. The drivers work hard and have a lot of fun. Our Slack chats are constantly buzzing with jokes and event invitations, and you won't have difficulty finding a hobby or interest that isn't represented.

Here, we are guided by accessibility; we are a harmonious brainstorm, from the CEO and Heads to the newcomers, everything integrates. Since the team is multicultural, there are people with all types of specialties, and there is always something to learn from one another.

About the role:

The Account Executive (AE) works consultatively with City Halls that are already interested in Aprova's solutions, in more advanced stages of the funnel, to teach them about the tool, convince them of the need for the service, and advise them on how to proceed with the system procurement. The Account Executive (AE) reports directly to the Sales Leader. (Similar: Account Executive, Account Manager, Commercial Analyst, Sales)

Responsibilities and duties

Primary:

• Consultative sales: Maintain relationships with City Halls that have already demonstrated interest in the Aprova Digital tools for which they are responsible and assist these City Halls and Secretariats as they advance through the sales funnel and the purchasing/bidding process;
• Understand the Aprova tool: Master our modules deeply to demonstrate them to different departments of the City Hall, both in simpler and superficial ways and in technical ways;
• Maintain relationships of trust with City Halls: Build a relationship with the client being served and with the civil servants working there, structuring a consultative and technical sale, listening to and analyzing the scenarios presented by clients;
• Sense of responsibility for opportunities: Must understand their role as the main person responsible for the sales team's performance and for the team's success in meeting their goals;

Secondary:

• Follow compliance processes: Understand and be faithful to the compliance processes established by Aprova Digital during all stages of the technical and consultative sale;
• Use documentation structures: Document the entire funnel flow and feed the performance and communication KPIs adopted by the Sales and Marketing team;
• Analyze results and implement improvements: Constantly working with the Sales and Marketing Team to measure the reasons for success and failure of digitalization projects being proposed in different city halls, understanding the reasons for any lack of urgency generated in the client in opportunities that are their responsibility and proactively suggesting ideas to improve the sales process;
• Participate in events: Represent Aprova Digital in Webinars, forums, and congresses. Working strongly with lead generation.

Requirements and qualifications

• Experience in technology, marketing, or consulting companies;
• Knowledge of the SaaS market;
• Experience in consultative sales;
• Knowledge of sales methodologies/techniques (Spin Selling, GPTC, and similar);
• Intermediate English;
• Understanding of different business models;
• Enjoy challenges and be motivated to overcome them every day;
• Communicative and able to express oneself well orally and in writing;
• Passionate about the commercial environment;
• Availability for travel.

Differential

• Experience with Salesforce - Lightning;
• Experience with bidding processes;
• Familiarity with Software, especially Enterprise Software;
• Experience in a startup environment;
• Understanding English and jargon/terms from your area.

Additional information

WE OFFER:

• Health Plan;
• Dental Insurance;
• Meal Voucher;
• Life Insurance;
• Wellhub;
• 20-day paternity leave;
• In-company courses;
• Equipment provided by the company;
• Informal, relaxed environment with incredible people;
• Financial growth as the company grows;
• Daily learning and challenges.