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

Clara is the leading spend management platform in Latin America. More than 40,000 businesses run on our corporate cards, bill pay, financing and B2B payments, and in 2025 the Financial Times named Clara the fastest-growing company in Latin America. We're ~400 people, backed by Kaszek, monashees, Coatue, 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 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. 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. Hybrid at Clara Claridians split their time between the office, customers and home. We don't set a minimum number of office days for most roles, but we expect you to spend time there naturally, and most days during your ramp-up or when your leader asks. If you meet the must-haves, apply — the nice-to-haves are a bonus, not a requirement.