What you'll do

We're looking for a Key Account Manager to manage and grow a strategic portfolio of existing Clara clients in the Southern region of Brazil. Preferably based in Porto Alegre, this person will be responsible for building long-term relationships with clients and, above all, driving sustainable growth within the portfolio by identifying expansion opportunities, increasing usage, and driving adoption of new Clara solutions.

We're looking for someone with commercial energy, an ownership mindset, and a strong results orientation, who can turn deep client knowledge into concrete business opportunities — proactively, not just in response to client demand. This is a strategic account management role, with close client engagement and strong interface with Customer Success, Sales, Credit, Product, and other internal areas. Success in this role will be directly tied to the ability to retain, develop, and expand clients, increasing the value generated through the relationship with Clara.

Key responsibilities:

• Manage and grow a portfolio of strategic existing clients in the Southern region.
• Build strong, long-term relationships with different stakeholders and decision-makers, including C-level executives.
• Develop a deep understanding of each client's business, challenges, and financial processes, identifying value-generation opportunities.
• Develop and execute growth strategies for the portfolio, with an explicit focus on increasing TPV, revenue, usage, and share of wallet.
• Identify upsell and cross-sell opportunities, expanding the use of Clara's solutions within client accounts.
• Proactively identify opportunities, rather than limiting activity to client-driven demand.
• Lead commercial negotiations and expansion processes with clients.
• Create account development plans for key accounts, prioritizing the opportunities with the greatest business impact.
• Monitor portfolio health indicators, identifying risks, opportunities, and action plans.
• Conduct meetings, business reviews, and in-person client visits.
• Work in partnership with Customer Success, Sales, Credit, Product, and other areas to unlock opportunities and ensure a consistent experience.
• Develop relationships within the Southern region's business ecosystem and represent Clara at relevant events and initiatives.

Who you are

We're looking for someone who meets the minimum requirements to be considered for the role. The preferred qualifications are a bonus, not a requirement.

Must haves

• Experience in Key Account Management, Account Management, or large B2B account management, with a track record relevant to the seniority of the role.
• Proven experience developing and growing existing client portfolios.
• Strong commercial orientation and ability to identify and convert upsell, cross-sell, and account expansion opportunities.
• Strong negotiation, relationship-building, and influencing skills across different hierarchical levels, including C-level executives.
• Energetic, proactive, results-oriented profile.
• Strong business acumen and ability to connect client needs to available solutions.
• Good analytical skills to track portfolio indicators, identify opportunities, and build action plans.
• Availability for frequent travel within the region.

Nice to haves

• Experience in financial services, fintechs, payments, banking, SaaS, or technology.
• Knowledge of the Southern Brazil corporate market.
• Established relationships with companies and executives in Rio Grande do Sul, Santa Catarina, and/or Paraná.
• Experience with data analysis, SQL, and/or BI (Business Intelligence) tools for tracking performance indicators.
• A good sense of humor.

How we work in this territory

Porto Alegre is an emerging territory for Clara — there's no office to go into, so this role works remotely from Porto Alegre day to day. You'll ramp up in person with the team, and come together in person for team moments, events and customer visits through the year.