The challenge
As Account Executive for the Portuguese market, you’ll be responsible for building and activating high-value partnerships with MSPs, IT integrators, and service providers across Portugal. Your mission is not just to sell — it’s to engage and convince those who sell to companies, guiding partners from first interaction to their first invoice and beyond. You’ll identify high-potential partners, deliver impactful demos, and drive full-cycle sales execution.
You’ll be part of the Sales team, reporting directly to the Sales Manager, and play a key role in expanding Jotelulu’s footprint in Portugal. This is a hands-on, target-driven role where you’ll own your territory, manage your pipeline, and contribute directly to revenue growth. You’ll operate in a fast-paced, multi-product environment, balancing outbound prospecting, partner qualification, and deal execution.
Collaboration will be essential. You’ll work closely with Marketing to generate qualified pipeline through events, webinars, and local initiatives; with Pre-Sales to design tailored technical solutions and deliver relevant demos; and with Partner Success to ensure partners are effectively onboarded and activated. You’ll also collaborate with Product and Engineering to share insights from the field and help refine our go-to-market strategy, while representing Jotelulu at industry events alongside key vendors.
Requirements that are important for us
We are looking for an Account Executive who understands the Portuguese IT channel ecosystem and knows how to build partnerships that translate into consistent revenue. The ideal candidate combines strong sales execution with relationship-building skills and thrives in a structured, performance-driven environment.
Relevant experience and expected outcomes
5–7 years of experience in B2B sales within cloud, hosting, or IT channel environments.
Proven track record working with MSPs, VARs, distributors, and integrators, successfully activating them into revenue-generating partners.
Strong understanding of cloud technologies such as IaaS, virtualization, backup & disaster recovery, remote desktop services, and related solutions.
Experience managing end-to-end sales cycles (discovery, demo, proposal, close, onboarding) with consistent performance.
Experience managing territory and pipeline across Portugal, including outbound prospecting and partner qualification.
Ability to represent the company at industry events, roadshows, and vendor activities.
Key skills and expected impact
Build and activate a strong pipeline of IT partners across Portugal through outbound and relationship-driven approaches.
Deliver tailored demos adapted to different industries and partner needs.
Drive full-cycle sales execution, ensuring smooth progression from initial contact to partner activation.
Maintain strong pipeline discipline, ensuring accurate forecasting and visibility.
Build long-term partner relationships, ensuring engagement, activation, and low churn.
Collaborate cross-functionally to improve conversion rates, messaging, and GTM effectiveness.
Communicate effectively with both technical and business stakeholders, adapting your approach to each audience.
Tools
Salesforce for pipeline management, forecasting, and CRM accuracy.
Apollo or similar tools for outbound prospecting and automation.
Tableau or other analytics platforms to track performance and partner activity.
Standard sales enablement and collaboration tools for demos, events, and partner follow-up.