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Praso is transforming Brazil's foodservice wholesale market by digitizing a traditionally analog, R$2 trillion sector. The company uses proprietary technology, AI, and logistics infrastructure to connect suppliers with over 10,000 small businesses including restaurants, bakeries, and snack shops. Operating with above-market margins and expanding rapidly from R$300M in revenue, Praso is building the new infrastructure for Brazilian foodservice, starting in the Northeast.
You will lead Praso's Key Accounts division in Recife, developing and scaling a team of key account managers responsible for mapping and acquiring large strategic accounts in foodservice—restaurant chains, hotel groups, and high-volume operations. Your mission is to establish Praso as an indispensable partner for digital transformation in these operations.
Key responsibilities include: leading, developing, and holding the KAM team accountable for pipeline, negotiations, and portfolio execution; building and refining the large-account sales process by converting field learnings and objection patterns into scalable playbooks; defining and tracking targets for new account acquisition and expansion in existing portfolios; directly supporting complex strategic negotiations; mapping the market of restaurant chains, hotels, and resorts operating in Recife to guide team prioritization; and serving as the bridge between the commercial team and other Praso departments (operations, product, finance) to ensure commitments are met with excellence.
You bring prior experience leading commercial teams, ideally in B2B sales, key accounts, or consultative selling in foodservice, distribution, or technology. You have hands-on experience negotiating large contracts and high-volume accounts, with the ability to support the team in complex negotiations. You are results-oriented, develop people effectively, and build processes with autonomy and method. You think strategically about long sales cycles, multiple accounts, and team pipeline management. You excel at structuring and documenting sales processes, turning practical experience into replicable standards.
