Senior Account Executive

The Account Executive is responsible for managing and expanding a portfolio of strategic clients at Jolera. Working independently and with a long-term vision, this role leads complex consultative sales cycles, develops structured account plans and contributes directly to the company’s ARR/MRR growth within a B2B technology and managed services context.

Key Responsibilities

• Take ownership of a portfolio of strategic clients, with a focus on retention and growth.
• Define and execute structured account plans geared towards revenue growth.
• Identify and develop opportunities for upsell, cross-sell and expansion within the portfolio.
• Lead consultative sales cycles involving multiple stakeholders, including C-level executives.
• Ensure alignment between the client, pre-sales and delivery teams for frictionless execution.
• Manage the pipeline rigorously and predictably, with regular reporting to leadership.
• Actively contribute to the team’s ARR/MRR targets and retention rates.
• Represent Jolera at high-value meetings, events and negotiations.

People Management

This role does not involve direct people management, though it may coordinate pre-sales resources in the context of proposals.

Financial Responsibility

Responsible for meeting individual revenue targets (ARR/MRR). Direct involvement in managing commercial proposals and contract negotiations with strategic clients.

Key Performance Indicators (KPIs)

• Sales target achievement (%)
• Portfolio retention and growth rate (Net Revenue Retention)
• Volume and quality of the managed pipeline
• Number of converted upsell/cross-sell opportunities
• Customer satisfaction (CSAT / NPS)

Required Qualifications

Education & Certifications

• Degree in Management, Engineering, Technology or a related field.
• Certifications in technology areas (cloud, cybersecurity, infrastructure) are an advantage.

Experience

• 5+ years’ experience in B2B sales roles, preferably in IT or technology.
• Proven track record of meeting and exceeding sales targets.
• Experience in managing strategic accounts and complex sales cycles.

Skills & Competencies

Technical Skills

• Knowledge of Managed Services, Cloud, Cybersecurity or Infrastructure (preferred).
• Familiarity with recurring revenue models (MRR/ARR).
• Ability to navigate enterprise organisations and multi-stakeholder environments.

Soft Skills

• Strong negotiation and influencing skills.
• Strategic thinking combined with disciplined execution.
• Autonomy, accountability and a results-oriented approach.
• Clear and assertive executive communication.

Tools/Software

• CRM (Salesforce or equivalent).
• Microsoft 365.
• Pipeline management and forecasting tools.

Career Path/Progression

This role offers the opportunity to progress to Sales Manager. Lateral moves are possible into Business Development or Partner Sales.

Work Environment & Conditions

• Model: Hybrid.
• Hours: Monday to Friday, with flexibility for client meetings.
• Travel: As required by the client.

Application

Please submit your CV at this link.

Contacts and Address

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Av. da Boavista 2099 4100-100 Porto