Law Tech Strategic Partnerships/Sales Lead, Dura Brazil

About Dura Software:

Dura Software is a leading software-as-a-service (“SaaS”) aggregator, based in the United States, with operations across three continents, serving global enterprise customers.  Our business involves buying promising SaaS companies and making them part of the Dura family, where we bring portfolio-wide resources and support to sustain and grow our businesses to deliver a compelling value proposition to our customers and employees alike.  In recent months, Dura has grown, including expanding from the U.S. and Europe into Latin America.

About the Role:

To support our operations in Brazil, we are currently looking for a Strategic Partnerships/Sales Lead for our Brazilian law tech portfolio.

This is a hands on role that will deliver strategic partnerships with Brazilian law tech companies –with a primary focus making Dura Brazil’s companies the partner to legal management software brands (i.e., software judrídico) for summons (citações/intimações).  You will be expected to meet revenue targets and deliver lasting partnerships.  You will be expected to own results and be accountable for the success of your portfolio.

The role will report to the local operations director/COO and also have significant interaction with the regional CEO, who is a global executive committee member.  The role will also have the support of Dura’s local and global marketing teams, though it will not have direct reports to start.  If you are successful, you may have the opportunity to build a team, but to start this role will not have direct reports.

 Substantive Abilities You Bring to the Role:

• Native level Portuguese
• Sales experience and drive:
  • You are a salesperson at heart – committed to winning with sales in a niche area that requires a “high touch” sales approach and substantial product expertise.
  • You know how to push results, adapt to changing market conditions, and help a superior best in class product beat competitors who may come in at lower price points or with a much glitzier sales and marketing strategy to push a product that does not deliver the same performance for clients.
  • You know how to absorb 9 “noes” to get to the first “yes” and keep plugging along.
• Leader-Servant: You know how to lead and build an outside sales team by ensuring that it is well served and supported.
• Building from scratch: You know how to build these functions.  You are coming into a law tech group recently acquired by an American aggregator and will be expected to deal with the give-and-take of building something, rather than just being a cog in the machine.
• Understanding of diverse software sales and partnership models, with a strong service element:
  • You understand how to work with diverse products, e.g., ones that serve both enterprise and small business (retail-like clients) with the same law tech solution, and you understanding the corresponding sales cycles and marketing approaches.
  • You also understand products that have more traditional segments (e.g., small law firms).
• Understanding of the Brazilian software market:
  • You understand the regional nuances of Brazil and its regional diversity.
  • You understand the evolving and changing nature of technology sales in Brazil and the competitive landscape of local players competing with international companies.
  • You understand local consumer and business profiles in Brazil as distinct target audiences.
• Modesty and Willingness to Learn:
  • You are open to learning, challenging yourself, and growing as a professional and with the company.
  • You will learn the products, understanding that they are niche product but mission critical to the customer.
  • You will learn and adapt to selling to legal audiences; you will appreciate that these are not products that just any skilled salesperson can sell.
• Professionalism: You will conduct yourself ethically and treat colleagues, clients, partners, etc. with respect and courtesy.  When you promise a goal or deliverable, you will make it happen.  We can count on you, and you take end-to-end ownership of your work.  You are happy to work as part of a team and contribute as a leader, but also be led by others with more expertise.

Preferred Education and Experience:

• Experience working with SaaS enterprise/B2B applications
• Experience with law tech and connections in the Brazilian law firm community
• Undergraduate degree in a field related to business, sales, or marketing.
• Professional level English is a plus, but not required.

Personal Traits You Bring to the Role:

• You are a self-starter and can figure out what needs to be done next without someone telling you to do it, and you can be accountable for your work, even while working remotely.
• You like learning, problem-solving, and overcoming challenges and take pride in producing top-quality SaaS products.
• You thrive in a high-growth, start-up-like environment and are a committed team player – “all in” – and eager to take-on responsibility and earn more responsibility based on your success.
• You are comfortable working with roadmaps and consistently delivering projects on-time and within budget.
• You are highly motivated and want to put in the extra effort to ensure we reach our collective goals.
• You understand that success in a high-growth company expanding in the region is a marathon rather than a sprint.  Rewards come with success, and this is a long-term game.  Everyone here has long-term goals and incentives to work toward.
• You are comfortable with a “hands on” role, where you will be doing the work yourself to start.

 What We Offer:

• Opportunity to be part of private equity-backed U.S. tech company with aggressive growth plans in Brazil, Latin America, and beyond.
• The chance to work on best-in-class law tech. products and to be part of an international team focused on: Trust, Success, and Community.
• You will interact with key leadership.
• You will have the opportunity to learn from many solid experts, based in the U.S. and elsewhere, who will contribute to your career development.
• Competitive compensation and benefits, depending on experience and alignment with the role.

Additional Information:

• CVs welcome in English or Portuguese
• Cover/motivational letters are welcome but not required.
• If remote, the position must be in a location where an existing Dura affiliate is able to hire the employee and in a time zone compatible to work with Brazil and Central U.S. time.  A location in Brazil would be preferred.  Depending on the selection process, we may decide that this needs to be an in-person role at the local headquarters in Florianopolis.
• This role may be capable of being filled by an independent contractor or consultant who has an existing separate book of business.
• Must be willing to travel as needed.
• All employment offers subject to additional terms and conditions.