Coordenador Comercial - SDR | São Paulo/SP

The role

You will lead, develop, and monitor the performance of the SDR team to ensure opportunity generation and pipeline quality. You will manage people through 1:1s, feedback, and training while optimizing prospecting and qualification processes.

What you will do

• Lead, develop, and monitor SDR team performance to meet opportunity generation and pipeline quality goals
• Perform people management through 1:1s, continuous feedback, performance evaluations, PDIs, and training
• Structure, optimize, and scale prospecting, qualification, and opportunity handoff processes
• Monitor and analyze operational and commercial indicators to propose improvement plans
• Ensure demand generation quality by tracking conversion, productivity, pipeline coverage, and funnel efficiency
• Partner with Marketing to optimize demand generation, lead qualification, and funnel conversion
• Lead operational improvement projects, automation, and implementation of new tools and technologies
• Support commercial strategy construction through market, competition, and trend analysis
• Prepare and present executive reports and performance analyses to leadership
• Ensure alignment between SDRs, Closers, and stakeholders for predictable commercial results

Required qualifications

• Experience in management and development of commercial teams
• Solid knowledge in active prospecting (outbound) and demand generation
• Mastery of qualification and sales methodologies such as SPIN, GPCT, BANT and similar
• Experience in defining, monitoring, and analyzing commercial performance indicators (KPIs)
• Knowledge in building and optimizing commercial processes, pipeline management, and result predictability
• Experience with CRM tools, dashboards, and data analysis
• Intermediate or advanced knowledge in Excel/Google Sheets for analysis and decision making
• Experience with project management, continuous improvement, and agile methodologies
• Capacity to act strategically in partnership with Marketing, Sales, and related areas

Nice to have

• Experience with consultative sales and Inside Sales model
• Experience with automation implementation and use of AI applied to commercial operations

Benefits

• Health and dental plan with national coverage, no cost for employee, coparticipation for spouse and dependents
• Meal/food voucher (Flash - Visa)
• Flexible benefit (Flash Multibenefícios - Visa) for food, meal, mobility, culture, health and education
• Private pension
• Transport voucher
• Life insurance
• Wellhub
• Daycare allowance for children up to five years old
• Education budget for competency development
• Language learning incentive through online platform
• Baby On Board benefit for those preparing for motherhood and fatherhood
• Extended maternity leave (180 days)

About the company

Hotmart is a company where work transforms lives on a global scale.