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Senior Account Executive
Stone & Company. Conduct outbound prospecting and qualify new Enterprise clients, identifying opportunities and building a strong pipeline .
About the role
Key responsibilities & impact- Conduct outbound prospecting and qualify new Enterprise clients, identifying opportunities and building a strong pipeline
- Own the end-to-end sales process, including prospecting, negotiation, closing, RFP coordination, preparation of sales materials, and meeting preparation
- Manage the sales pipeline and CRM, tracking opportunities, next steps, follow-ups, and forecast updates
- Partner with the Onboarding team and other internal departments to monitor implementation, ramp-up, and activation of new clients
- Monitor performance indicators throughout implementation, identifying improvements and engaging the responsible teams
- Build and strengthen relationships with clients and stakeholders through meetings, in-person visits, events, and networking
- Analyze sales data and performance indicators to identify conversion patterns, business opportunities, and improvements in time-to-value
- Conduct a structured handover to the team responsible for account management after the ramp-up period
Requirements
What you’ll need- Proven experience in B2B sales to Enterprise clients, working on highly complex sales processes
- Consistent track record of negotiating and closing complex deals with long sales cycles and multiple stakeholders
- Strong ability to prospect, build relationships, negotiate, and manage the end-to-end sales process
- Excellent organization and attention to detail for managing pipelines, follow-ups, RFPs, forecasts, and structured sales processes
- Ability to work autonomously, with a strong sense of ownership and results orientation
- Advanced or fluent English, with the ability to lead professional conversations and interactions and understand documentation
- Preferred: experience in payments, fintech, or financial services
- Preferred: experience as a hunting-focused Account Executive, with an active role in generating and developing a self-sourced pipeline
- Preferred: knowledge of cash management, acquiring, or other B2B financial products
- Preferred: experience in banking or credit markets, particularly in environments involving approval, risk, and compliance processes
- Preferred: experience with technical integrations, Enterprise client onboarding, and implementation of complex solutions
- Preferred: experience with B2B SaaS or SaaS solutions for Enterprise clients
- Preferred: knowledge of payments solution architecture, including APIs, tokenization, authorization flows, and integrations
Benefits
Comp & perks- Base salary
- Variable compensation package* (profit sharing, long-term incentive plan, or commission—provided according to role eligibility and not offered as a freely selectable option)
- Health and dental insurance with copayments (except for employees with disabilities, who are not subject to copayments)
- Hospital Virtual Verde: 24/7 telemedicine team
- Prescription medication subsidy
- Meal and/or food allowance—Pluxee*
- Daycare assistance (for children up to 5 years and 11 months old)
- Assistance for children with disabilities
- Life insurance
- Fuel or commuting allowance*
- Home office allowance* (for Hybrid or Remote contracts only)
- New Parent Welcome Kit
- SESC partnership*
- Education Benefit—internal self-development platform (Studa and Stone Library)
- Acolhe360º—free emotional support
- Quick massage and on-site clinic*
- Wellhub
- TotalPass
- Pet Club
- Flash
- Férias&Co
- Transportation voucher
- Allya
- Educational partnerships