About this role.
Nebius Academy is seeking a Founding Head of Sales to lead enterprise sales in Brazil. This role involves owning the entire sales cycle, building a go-to-market strategy, and developing relationships with C-level executives at large Brazilian companies. The successful candidate will be a hands-on sales leader who can validate a repeatable sales model and then scale a team. This is a high-ownership, entrepreneurial position that requires deep experience in B2B enterprise sales and a strong network in Brazil. The role will collaborate closely with the CRO, Product, and Customer Success teams to shape the company's LATAM strategy.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Manager,
I am excited to apply for the Founding Head of Sales Brazil role at Nebius Academy. With over 10 years of enterprise sales experience in Brazil and a strong track record of closing complex deals with C-level executives, I am confident in my ability to drive revenue and build the market. I have a builder mentality and am eager to validate a repeatable GTM model before scaling the team. I look forward to contributing to Nebius Academy's mission of enabling AI adoption in Brazil. Thank you for your consideration.
Sample interview questions
In my previous role, I sold digital transformation solutions to large Brazilian corporations. I mapped all stakeholders and their priorities, built champions within the client, and tailored value propositions to each persona. I used a consultative approach and facilitated C-level workshops to align on outcomes, which accelerated the decision process.
I would start with account-based research to identify 50 key target enterprises, then test messaging with a few initial pilots. I would work directly with the C-suite to understand their AI upskilling needs and co-create solutions. Based on feedback, I would refine our pitch and create a repeatable playbook before scaling the team.
I thrive on outbound prospecting and am skilled in using LinkedIn, market intelligence tools, and my personal network to open doors. I prioritize high-value accounts and focus on personalized, value-driven outreach. I also leverage the success of early wins to build credibility and referrals.
I have managed a team of account executives, and my approach is to lead by example. I co-sold with them, provided training on our sales methodology, and implemented a deal review process to identify risks and opportunities. I also focused on career development and recognized individual strengths.
I am passionate about the impact of AI on businesses and believe that companies need structured upskilling to stay competitive. Brazil's large enterprises are eager to adopt AI but lack talent, so Nebius Academy's personalized approach is the perfect solution. I want to be part of building a market leader in this space.
Description
Nebius Academy is a B2B upskilling platform helping companies adopt AI and develop technical capabilities through tailored, end-to-end learning solutions. We combine structured programs, expert support, and AI-powered personalization — going beyond traditional course libraries.
We are looking for an Head of Sales Brazil to drive enterprise sales across large Brazilian enterprises. You will own the full sales cycle, working with enterprise clients in complex, multi-stakeholder deals and manage the team.
As one of the first enterprise sales leaders focused on Brazil, you will play a key role in shaping our go-to-market, defining our enterprise sales playbook, and building the Brazilian business together with the CRO, Customer Success, and Product teams.
What you will do
- Own enterprise sales in Brazil, personally leading the full sales cycle from prospecting to close while carrying a revenue target.
- Build and execute an account-based sales strategy, defining target accounts, market segments, and the most effective entry points into Brazil’s largest enterprises.
- Operate as a hands-on sales leader, actively driving pipeline creation, discovery, negotiations, and closing deals rather than relying on established inbound demand or SDR support.
- Develop and validate the go-to-market motion for Brazil by testing messaging, sales approaches, and commercial strategies before scaling the organization.
- Open and grow relationships with C-level executives (CHROs, CIOs, CFOs, CTOs, and other business leaders) across enterprise accounts.
- Turn successful sales motions into repeatable playbooks, creating a scalable foundation for future growth.
- Partner closely with Product, Marketing, and Customer Success to incorporate customer feedback into product direction and commercial strategy.
- Lead and coach a small team of Enterprise Account Executives while remaining an active individual contributor during the early stages of the business.
- Hire and scale the Brazil sales team only after validating a repeatable go-to-market model, ensuring new hires join a proven sales motion rather than building one from scratch.
- Represent the voice of the Brazilian enterprise market, helping shape our long-term commercial strategy across LATAM.
Requirements
- 8–10+ years of B2B enterprise sales experience selling to large companies in Brazil, with a strong track record of closing complex, multi-stakeholder deals.
- Proven experience selling to C-level executives (CHRO, CIO, CFO, CTO and other business leaders) through long sales cycles involving multiple decision-makers.
- Experience selling transformation-driven solutions, such as corporate training, consulting, digital transformation, HR Tech, EdTech, or complex SaaS, where success depends on changing how customers work rather than feature comparisons.
- Strong network within the Brazilian enterprise market, with existing relationships that can help open doors and accelerate pipeline creation.
- Hands-on sales mindset with experience owning the entire sales cycle—from account research and outbound prospecting to negotiations and closing—without relying on SDRs or established inbound demand.
- Experience building and executing enterprise go-to-market strategies, including account-based selling, defining target segments, and developing repeatable sales motions.
- Builder mentality with the ability to thrive in ambiguity, validate new commercial approaches, and create scalable processes before building larger teams.
- Previous people management experience or clear readiness to hire, coach, and develop Enterprise Account Executives as the business scales. (Management experience is valued, but strong enterprise sales execution and GTM expertise are higher priorities.)
- Entrepreneurial ownership and accountability—someone who takes initiative, solves problems independently, and focuses on finding ways to win rather than depending on other teams or existing processes.
- Fluent Portuguese and professional English for daily collaboration with international leadership and cross-functional teams. Spanish is a plus.
What we can offer you
- A supportive and proactive work environment.
- Competitive compensation: 6000-6500 USD base per month + commissions
- Fully remote and full-time collaboration.
- Paid time off and national holidays.
- A diverse team across Europe, the US, Latin America and more.
- Modern digital tools for seamless collaboration.
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