SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Toku is a fintech company specializing in Payment Relationship Management (PRM) solutions that help enterprises reduce payment defaults and increase collections through intelligent recurring payment systems. The company is expanding in Brazil and seeking a Senior Account Executive to lead market entry into the utilities sector—electricity distributors, gas utilities, and water/sanitation companies. These are large enterprises with millions of recurring customers and complex collection, billing reconciliation, and revenue recovery operations where every point of default directly impacts financial results.
In this senior role, you will be Toku's primary reference point for the utilities vertical in Brazil, with autonomy to build commercial strategy, open flagship accounts, and influence product development.
Key Responsibilities:
- Lead commercial strategy for Toku in Brazil's utilities sector: define priority accounts, value proposition, and tailored approaches for energy, gas, and water utilities.
- Conduct complex consultative sales with major concessionaires, deeply understanding their collection, billing, and revenue recovery operations and connecting those needs to Toku's platform.
- Serve as technical and strategic reference on payments for utilities, bringing market insights to product and leadership teams.
- Act as Toku ambassador to CFOs, commercial directors, heads of collections, billing, and technology.
- Manage full enterprise sales cycle: strategic prospecting, discovery, diagnostics, demos, proposals, negotiation, closing, and implementation oversight.
- Build business cases quantifying impact on default reduction, collection costs, and reconciliation efficiency.
- Map and engage multiple decision-makers in complex accounts (finance, commercial, technology, operations, procurement), including formal procurement processes.
- Coordinate account prioritization with BDR team and lead pipeline generation in the vertical.
- Partner with implementation and customer success teams to ensure successful integrations with client systems (CIS/billing, ERP, payment gateways, banks).
- Feed sector-specific feedback and needs to the product team.
- Contribute to evolution of utilities pitch and go-to-market strategy.
Day-to-day activities include designing projects with clients by deeply understanding their collection and billing operations, mapping workflows and pain points, and co-building solutions with real revenue impact; maintaining strong client presence through in-person meetings and visits to understand operations and build long-term relationships with C-level executives; conducting the complete commercial cycle from diagnosis and demos to business cases, negotiation, and implementation tracking; acting as strategic partner translating business challenges into solutions and testing new approaches; and collaborating across BDRs, Marketing, Product, and Implementation teams.
Requirements:
- 7–10 years of experience in complex B2B consultative sales with proven track record of closing large enterprise accounts.
- Experience selling to utilities (energy, gas, or water) from technology, software, payments, or consulting companies, OR experience within a utility in areas such as collections, billing, billing systems, or commercial operations.
- Knowledge of utilities sector dynamics: high invoice volumes, long sales cycles, multiple stakeholders, regulated environment.
- Strong analytical capability to build business cases and ROI for enterprise clients.
- Mastery of consultative sales methodologies (MEDDIC, SPIN, Challenger, etc.).
- Full ownership mindset: you see yourself as owner of accounts, delivery, and results.
- Ability to operate autonomously in a high-growth environment.
- Desirable: knowledge of payment methods (Pix, boleto, automatic debit, card), API integrations, billing/CIS systems (e.g., SAP IS-U), or fintech experience.
- Languages: advanced Spanish and/or English for communication with global teams.
