Lead Nuvem Datacom's commercial area during a transition of the sales model.
Guide the team in developing consultative and Challenger-style selling skills.
Reposition the company's market presence beyond its current verticals.
Ensure sustainable revenue growth by working closely with prospecting, inbound and outbound teams.
Establish clear commercial targets aligned with the company's strategy.
Monitor performance indicators (pipeline, conversion, CAC, LTV, etc.).
Act as a coach/mentor to the team, developing consultative selling capabilities.
Design, implement and optimize commercial processes integrated with marketing, SDRs, channels & partnerships and Services.
Lead high-impact negotiations with C-level decision-makers at mid-market and large clients.
Collaborate with the Partnerships & Channels team to define customer acquisition strategies.

Commercial Management: strategic planning, target setting, forecasting and team leadership.
CRM & Sales Tools: proficiency with Ploomes, HubSpot, RD Station CRM or similar platforms.
Hunter Prospecting Techniques: cold calling, social selling, LinkedIn prospecting and event-based prospecting.
Sales Metrics: CAC, LTV, conversion rate, sales funnel, MRR/ARR.
Sales Methodologies: knowledge of sales methodologies (SPIN Selling, Challenger Sale, Predictable Revenue).
Consultative Negotiation: ability to identify customer pain points and present tailored solutions.
Pipeline Management: organization, prioritization and opportunity tracking.
Previous experience leading B2B commercial teams, preferably in technology, cloud, SaaS or datacenter.
Proven track record in complex consultative sales and in implementing methodologies such as Challenger Sale and Predictable Revenue.
Experience with Outbound, Inbound and channel/partnership processes.

Commercial Manager

Key skills