Senior Account Executive

About Tako

Tako is the AI platform for people operations. We were born to solve one of Brazil's biggest problems: the bureaucracy that stalls companies and drains the time, money, and energy of those building businesses. It is a difficult problem, and our bet is an infrastructure that combines deterministic applications, such as payroll and real-time calculation, with AI agents that execute the work and face labor complexity head-on.

Today, this lives in two products on the same base:

• Tako Payroll & People Ops: takes care of the entire employee journey, from onboarding to offboarding, with real-time calculation and automatic integration with eSocial.

• Tako Recruiter: interviews all candidates via conversation, connected to the ATS the company already uses.

On top of this, an intelligence layer: Otto, which keeps the CLT, collective bargaining agreements, and jurisprudence alive within the payroll, answering questions about cost, headcount, and turnover with the company's real data.

So far, it is more than R$ 1 billion processed in payroll, NPS +80, zero churn since launch, and 70% faster payroll closing. Tako was founded in late 2022 by Fernando Gadotti (DogHero) and Sebastián Mejía (Rappi), has offices in São Paulo and San Francisco, and has already raised more than R$ 175 million from Ribbit Capital, a16z, and ONEVC. Read more here https://braziljournal.com/tako-capta-mais-r-100-milhoes-para-reinventar-a-folha-com-ai/.

Solving this requires big tech talent with startup autonomy, and that is what we have built here: an accelerated environment, where every person has ownership of their own work, from those starting their careers to those who are already senior. We value a diversity of opinions, stories, and experiences, because constructive exchange is essential to developing bold and relevant solutions.

Our team works in person at the office in Itaim Bibi, São Paulo.

About the team

Tako's commercial team already has processes, a playbook, and a track record of closings. It is not an operation to be created from scratch: there is a method running and numbers to show.

At the same time, growth requires constant revision, and what works today may need to be rethought tomorrow. The team works closely with BDRs, pre-sales, and Marketing, and reports to the Head of Sales, with direct access to the founders in building the commercial process.

About the position

We are expanding the Account Executives team and looking for a professional to come and accelerate results even further. You will sell Tako Payroll & People Ops, our payroll and DP operations solution with AI agents, to medium and large companies in Brazil.

It is a consultative sale, with multiple stakeholders and an average cycle of 1 to 5 months. What we are looking for is someone who brings consistency to the numbers, conducts consultative conversations with CHROs, DP directors, and CFOs, and helps prospects see that the product solves multiple operational pains in an integrated way, not just an isolated problem.

This is not a role for someone who just wants to execute a ready-made playbook. It is for someone who knows how to use what exists as a starting point and has the energy to push further, questioning and helping to build what does not yet exist. Comfort with ambiguity and change is not a plus here; it is part of the job.

Responsibilities

• Achieve and exceed monthly sales targets, managing the full cycle, from qualification to closing with C-level, and ensuring a positive experience at every stage.

• Conduct consultative demonstrations of Tako Payroll, deepening the prospects' pains and connecting them to the real value of the product. Master the platform and the competitive landscape.

• Cultivate relationships with key prospects, building credibility and trust throughout the sales cycle.

• Act in partnership with the BDR team in qualifying leads and developing the pipeline, but with ownership over your own results, performing continuous prospecting.

• Incorporate AI tools into the workflow (account research, outreach personalization, call preparation, CRM management) to elevate the quality and speed of execution.

• Work with Marketing and pre-sales to align demand generation initiatives, improve conversions, and optimize SLAs.

• Contribute to the evolution of the commercial process, collaborating with the Head of Sales and the founders in building a scalable playbook.

• Collect and systematize feedback from prospects and customers, ensuring that this information influences the product roadmap.

Prerequisites

• Minimum of 4 years in B2B sales, with at least 3 years as an Account Executive with proven targets and track record in numbers: achievement percentage, volume of pipeline generated, and average ticket.

• Hunter profile with a programmatic approach: real history of outbound prospecting and opening new clients. A 100% farmer history is a disqualifier.

• Ability to manage the full sales cycle, from prospecting to closing.

• Experience with consultative sales, medium cycles (1 to 5 months), negotiation with multiple stakeholders, and closing with C-level executives.

• Use of CRM (Salesforce, HubSpot, or equivalent) as an active pipeline management tool, not just for recording.

• Ability to learn quickly about the product and the market, explaining complex technology simply and building credibility with both technical and non-technical interlocutors.

• Continuous learning mindset in AI: genuine curiosity to test tools and the ability to evolve quickly in selling AI to a market that is still being educated.

• Empathetic communication, active listening, and consistency in conducting commercial conversations, both verbal and written.

• Proactive and collaborative profile, with the ability to operate autonomously in a dynamic environment, without depending on micromanagement.

• Intermediate or advanced English.

Differentials

• Has already sold AI, automation, or high-complexity SaaS products and knows how to explain how they educated the market during the process.

• Uses AI in their own work today (Claude, ChatGPT, Perplexity, Clay, Apollo, or similar) to research accounts, write outreach, or prepare for calls.

• Knows the payroll, DP, or HRTech market: understands what eSocial, CCT, rubrica, and payroll BPO are and why Brazilian companies struggle with them.

• Has been part of a sales team in an accelerated growth phase in a technology company.

• Knows Tako or arrives at the interview having researched the product, the competitors, and the market.

What we offer

Hiring and remuneration

• PJ Premium: PJ + 13th salary + paid vacation

• Stock options

Health and well-being

• SulAmérica Nacional Executivo R3 plan, for you and dependents, with no monthly cost and no co-payment

• Coverage at Sírio-Libanês, Einstein, Vila Nova Star, and top-tier laboratories

• Reimbursement for consultations close to R$ 800

• Wellhub, linked to the SulAmérica plan

• TotalPass: gyms, studios, and wellness apps throughout Brazil

Parental benefits

• Parental leave: 6 months of maternity leave and 1 month of paternity leave

• Childcare assistance: R$ 720/month per child up to 5 years and 11 months, upon monthly proof

Daily life

• Swile Card of R$ 1,800/month, with flexible balance

• Breakfast at the office: Monday, Wednesday, and Friday

• Paid recess at the end of the year

Career and development

• Semiannual performance cycle, with merit, stock options, and promotion based on delivery

• Tako House in San Francisco: support for business trips, technology events, meetings with investors, and projects with local partners