Research, map, and qualify accounts and decision-makers in priority verticals (law firms, fintechs, credit, risk, compliance, legaltechs, and corporate legal departments), validating fit before outreach.
Execute multichannel cadences — calls, WhatsApp, email, and LinkedIn — with personalized outreach tailored to each vertical and persona.
Conduct opportunity diagnosis: investigate the lead's challenges, measure the impact of pain points, and identify which of our solutions (Background Check, data APIs, or the Jusbrasil Soluções Platform) makes the most sense.
Qualify opportunities methodically using frameworks like BANT (Budget, Authority, Need, Timing) and SPIN (Situation, Problem, Implication, Need-payoff), ensuring each scheduled meeting is well mapped for the sales team.
Schedule qualified meetings and hand off to the Sales Representative, documenting the full context of the conversation, pain points, and next steps.
Keep the CRM impeccable: log interactions, update opportunity statuses, and ensure the quality of data that feeds the team's metrics.
Work alongside artificial intelligence daily — account enrichment, research, and cadence productivity — to prospect at greater scale and precision.
Contribute market intelligence: map competitors, recurring objections, and patterns that help refine messaging and process.
Help structure the operation: propose improvements to cadences, scripts, and processes that will scale the pre-sales team.

Experience in B2B sales (inside sales, pre-sales, or similar), with a genuine desire to grow.
Excellent verbal and written communication — comfortable on the phone, concise on WhatsApp, and clear in email.
Goal-driven, organized, proactive, and resilient: comfortable handling a high volume of contacts and not discouraged by rejection.
Ability to ask the right questions, listen to the customer's pain, and connect needs to the solution — a consultative approach rather than pushing products.
Data-driven mindset and process discipline: you track your metrics, log everything in the CRM, and act on your own bottlenecks.
Comfortable in a building environment and scale-up pace, with autonomy and an ownership mindset.
Proven experience with outbound prospecting and multichannel cadences (cold calling, email, social selling).
Familiarity with Sales Engagement tools and CRMs (Pipedrive, HubSpot, Salesforce, Apollo, Outreach, or similar) and with marketing automation (RD Station).
Use of AI tools (Claude, Gemini, etc.) applied to prospecting and productivity.
Knowledge of sales methodologies (BANT, SPIN Selling, MEDDIC, Challenger).
Experience selling to buyers in Legal, Compliance, Risk, or Finance, or with data products, background checks, credit, or LegalTech.
Not specified

Sales Development Representative

Key skills