Commercial Manager – SMB & Enterprise

Role Overview

• Sales Operation Management: Lead the commercial team with a focus on revenue predictability, funnel conversion and achieving TPV (Total Payment Volume) and margin targets.
• Enterprise Navigation: Act consultatively on large accounts, discussing payments architecture, gateway flows and technical integrations.
• Strategic Synergy: Collaborate actively with Marketing and Partnerships teams to align sales messaging, optimize demand generation and explore new acquisition channels.
• People Development: Recruit, train and mentor the team, ensuring mastery of both consultative selling techniques and the technical differentiators of our platform.
• Metrics Analysis: Manage the pipeline via CRM, extracting insights to continuously improve the sales process and reduce the deal cycle.

Requirements

• Industry Experience: Solid, proven experience in the Payments sector (PSPs, Gateways or Sub-acquiring/Acquiring).
• Payments Performance Knowledge: Deep understanding of the mechanics of:
• Optimization of Conversion: Strategies to increase order approval rates (bank authorization and technical performance).
• Risk Management and Security: Knowledge of anti-fraud tools, chargeback analysis and financial protection measures.
• Recovery and Retention: Tools for delinquency recovery, Smart Retry strategies and automatic card updater solutions (Card Updater).
• Billing Ecosystem: Diverse payment methods (PIX, Credit, Debit).
• Purchase Experience: Transparent checkout flows, payment links and scalable API integrations.
• Financial Management: Mastery of end-to-end billing management and receivables reconciliation.
• SMB & Enterprise Agility: Ability to adapt commercial processes for customers of different sizes.
• Consultative Ability: Capacity to diagnose customers' financial pain points and present our platform as the solution.
• Leadership: Proven experience managing commercial teams and applying sales methodologies.
• Active and Strategic Network: An established network of high-level contacts with decision-makers in e-commerce platforms, ERPs, performance agencies and technology enablers, capable of generating business opportunities.
• Fluency in Technical and Business Language: Demonstrated ability to move fluidly between deep technical discussions about payments architecture and strategic commercial negotiations with C-levels and stakeholders.
• Transformational Leadership and Mentorship: Evidence of positive impact on team development, fostering a culture of excellence, continuous learning and autonomy in pursuit of results.
• Hiring and Talent Development: Proven experience in strategic recruitment, efficient onboarding and retention of talent in high-performance commercial environments.

Benefits

• Health insurance;
• Dental insurance;
• Meal allowance or food voucher;
• Childcare assistance;
• Transportation allowance;
• Profit-sharing program (PPR);
• Day off during the birthday month;
• Life insurance;
• Wellhub;
• Férias&Co (travel benefit);
• 6 months maternity leave and 20 days paternity leave;
• Flexible working hours;
• #Secuida
• our Quality of Life Program;
• Partnerships with various providers and institutions in education, health, leisure and entertainment, among others.