Key Account Manager (Gerente de Contas Estratégicas) - São Paulo (Hybrid)

Clara

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  • Hybrid
  • Sao Paulo
  • SP
  • Brazil
  • Customer Development
  • 14h ago

Job Description

Clara is the leading platform in Latin America for companies to execute and manage every payment operation. More than 50,000 leading and fast-growing businesses run on our corporate cards, bill pay, financing and B2B payments, and in 2025 the Financial Times named Clara the region’s fastest-growing company. We’re passionate about helping every company we work with become more effective—and, through that, raising the region’s competitiveness. We’re ~400 people, backed by Notable Capital, Coatue, Kaszek, monashees, DST Global, ICONIQ, General Catalyst and Goldman Sachs, among others.

What you'll do

We're looking for a Key Account Manager to drive Clara’s growth and solidify our position as the leading spend management platform in Latin America. You will be at the forefront of our expansion in the Brazilian market, focusing on high-value corporate clients to increase market share and expand revenue.

This is a high-impact, revenue-driving role where you will manage complex corporate relationships, navigate financial workflows, and unlock expansion opportunities to maximize Gross/Net Retention and portfolio value.

You will:

  • Identify, prospect, and close new business opportunities within the mid-market and enterprise segments.

  • Manage the end-to-end sales cycle and Account Management lifecycle, from initial outreach and discovery to complex contract negotiation and closing.

  • Partner with prospective and existing clients to understand their financial workflows, positioning Clara as a strategic solution for spend control, corporate credit, and liquidity.

  • Drive revenue growth within your portfolio through proactive cross-selling and upselling of Clara's financial solutions.

  • Conduct regular, in-person relationship-building visits with key stakeholders to ensure long-term client satisfaction and minimize churn.

  • Collaborating with the Product and Operations teams to share market feedback and ensure a seamless onboarding and implementation experience for new customers.

  • Develop and execute territory plans to consistently exceed quarterly sales and expansion targets.

  • Maintain accurate records, pipeline stages, and forecasts within HubSpot to ensure data-driven decision-making.

Who you are

We’re looking for someone who meets the minimum requirements to be considered for the role. The preferred qualifications are a bonus, not a requirement.

Must haves

  • 7+ years of proven experience in B2B sales, enterprise commercial roles, or Account Management, preferably within Fintech, SaaS, or the corporate financial services sector.

  • Availability to work in person at our office in Itaim Bibi at least twice a week.

  • A proven track record of consistently meeting or exceeding commercial quotas and revenue targets in a high-growth environment.

  • Strong execution in managing complex sales pipelines and negotiating with sophisticated buyers using HubSpot.

  • Excellent verbal and written communication skills, with a demonstrated ability to pitch, negotiate, and engage confidently at the CFO and C-suite level.

  • Working proficiency in English and fluent/native Portuguese.

  • Adaptability to fast-changing environments, high strategic thinking, and a strong degree of resilience.

  • Experience or interest in using AI tools to automate sales workflows and prospecting.

Nice to haves

  • Experience or familiarity with outbound and automation infrastructure tools like Amplemarket or N8N.

  • Basic proficiency in Spanish or a strong desire to learn it.

  • Independent analytical skills using spreadsheets, SQL, or Python to evaluate portfolio health and data.

  • A good sense of humor.

 

Where we work

This is a hybrid role: you'll split your time between the office, customers and home. We don't set a minimum number of office days for most roles — you'll spend time in the office naturally, and most days during your ramp-up or when your leader asks.

Why Clara

  • A high talent-density team driven to make an impact in Latin America — low ego, high ownership.
  • Competitive salary and stock options (ESOP) from day one.
  • An annual learning budget and accelerated development paths.
  • English is our working language, with Spanish and Portuguese every day.

How we work

  • Clarity — Open and direct communication: we say what we mean and give context where it matters.
  • Simplicity — If it can be simpler, it should be.
  • Ownership — We own everything we do, end to end. When something needs to happen, we don't wait.
  • Pride — We hold ourselves to a high standard, and it shows in what we deliver.
  • ABC (Always Be Changing) — We adapt fast, embrace change, and keep learning.
  • Inclusivity — Diverse ideas, stories and perspectives build a better Clara.

If you meet the must-haves, apply — the nice-to-haves are a bonus, not a requirement.