This position sits in our Sales organisation and is measured on retention and expansion. You will own a book of existing enterprise customers, keeping them successful, renewing them on time and growing them into wider deployments, working closely with Pre-Sales, Field Deployment Engineers and Account Executives.
What you'll do
- Own a portfolio of enterprise accounts and their renewal and expansion targets.
- Build trusted relationships with risk, compliance, legal, security and AI leaders across each account.
- Run account plans, quarterly business reviews and renewal negotiations.
- Find and close upsell and cross-sell opportunities, bringing in Pre-Sales and FDEs for demos, pilots and rollouts.
- Spot churn risk early and coordinate with Product and Engineering to resolve customer issues.
- Forecast renewals and expansion accurately and keep the CRM up to date.
What you'll bring
- At least 5 years of account management, customer success or sales experience in B2B SaaS, ideally with enterprise customers.
- A track record of hitting renewal and expansion targets.
- Experience managing multi-stakeholder relationships and commercial negotiations.
- Excellent communication in English and Portuguese; Spanish is a plus.
- Organised, proactive account management habits and proficiency with CRM tools.
- A genuine interest in enterprise buyers and topics such as risk, compliance, technology and AI.
Nice to have
- Experience with AI, data, security or GRC software.
- Experience managing accounts in financial services, insurance or other regulated industries.
- Familiarity with AI governance frameworks such as the EU AI Act, NIST AI RMF or Brazil's proposed AI regulation.
Location and working model
- Rio de Janeiro, Brazil.
- Hybrid or remote, with travel to customer meetings as needed.
- Close coordination with colleagues across the UK, US, India and Brazil, so some flexibility for time zones.
Compensation
Base: $40,000 USD per year, plus commission tied to retention and expansion. Contract type: PJ (pessoa jurídica). Stock options included.
Interview process
- HR screen
- Hiring manager interview
- Technical assessment
- Task or skills assignment
- Culture fit
- Offer