Senior Account Executive - Utilities

The role

This person will build and develop Toku's commercial presence in the Brazilian utilities sector. They will manage the full sales cycle and develop relationships with leaders in finance, operations, and technology.

What you will do

• Define priority accounts and strategy for the segment in Brazil.
• Conduct the full sales cycle including prospecting, diagnosis, presentation, proposal, negotiation, and closing.
• Understand client billing, collection, and reconciliation processes.
• Build financial return analyses showing potential reduction in delinquency and operational costs.
• Develop relationships with CFOs and leaders in finance, collection, commercial, technology, and operations.
• Involve different decision-making areas and conduct hiring processes.
• Work with BDRs and Marketing to generate opportunities.
• Follow the sale handover to implementation.
• Provide market feedback to Product and leadership to guide platform improvements.

Required qualifications

• Solid experience in B2B consultative sales, between 7 and 10 years.
• History of winning large accounts.
• Experience selling to utilities from technology, software, payments, or consulting companies, or acting in commercial positions within the sector.
• Knowledge of energy distribution and commercialization, subscription energy and shared generation, gas distribution, water and sanitation.
• Understanding of how these companies operate regarding invoice volumes, recurring collection, regulatory requirements, and multi-area decisions.
• Capacity to analyze client operations and build proposals with clear financial return.
• Familiarity with consultative sales methodologies like MEDDIC, SPIN or Challenger.
• Autonomy to define priorities.
• Advanced English and/or Spanish.

Nice to have

• Knowledge of Pix, boleto, automatic debit, card and other payment methods.
• Familiarity with API integrations and billing and customer management systems, such as SAP IS-U.
• Experience in fintechs or payment companies.
• Professionals who have built careers in collection, billing or invoicing within utilities.

About the company

Toku was created to help companies collect more in less time using technology. They are growing in Brazil and focus on utilities such as energy, gas, water, and sewage companies.