About this role

The challenge

As Account Executive for the Portuguese market, you’ll be the force that builds and activates high-value partnerships with MSPs and IT integrators across Portugal. Your mission isn’t to sell to companies — it’s to convince those who sell to companies. You’ll identify high-potential partners, engage them with demos that matter, convert them into active collaborators, and guide them all the way to that glorious first invoice.

You’ll be part of the Sales team, reporting directly to the Sales Manager. You’ll work closely with Marketing to generate qualified pipeline, with Pre-Sales to design technical solutions that truly solve problems, and with Partner Success to ensure every partner you bring in becomes a long-term revenue engine.

Collaboration will define your success. You’ll coordinate with Marketing on webinars, local events, and roadshows in Lisbon, Porto, or wherever the best opportunities appear. You’ll work with Product and Engineering to share field insights and influence the roadmap. And you’ll represent Jotelulu at vendor events and trade fairs alongside major partners like Microsoft, Cisco, Fortinet, Sage, or OVHCloud.

Requirements that are important for us

We’re looking for an Account Executive who knows the Portuguese IT channel and already speaks the language of MSPs, VARs, and integrators. Someone with experience, discipline, and the sharpness to run a full sales cycle — and the patience and method to activate partners into real revenue.

Hard skills we expect:

• 5–7 years of B2B sales experience in cloud, hosting, or IT channel environments.

• Strong track record working with MSPs, VARs, distributors, and integrators — and activating them.

• Deep understanding of IaaS, virtualization, backup/DR, RDS, and related cloud services.

• Ability to manage the entire sales cycle: discovery → demo → proposal → close → onboarding.

• Comfortable presenting vertical-focused demos (retail, hospitality, construction, industry, services…).

• Skilled at qualification, outbound prospecting, and smart territory management across Portugal.

• Ability to keep churn low through consistent and proactive partner follow-up.

• Experience representing your company at industry events and vendor activities.

Soft skills that make a difference:

• You build long-term relationships — not transactional deals.

• You adapt naturally from technical conversations to high-level business discussions.

• You’re autonomous, structured, and thrive in a fast-scaling environment.

• You’re motivated by ambitious ARR targets and disciplined in your approach.

• You communicate clearly, directly, and positively across teams and cultures.

• You stay close to partners during activation because you know first impressions define loyalty.

Tools you master:

• Salesforce for pipeline management and forecasting.

• Apollo or similar outbound automation tools.

• Tableau or other analytics platforms for tracking performance and partner activity.

• Standard sales and collaboration tools used for demos, events, and follow-up.