Commercial Named Account Executive, Brazil

At Yubico, we offer:

Freedom and Flexibility: At Yubico, we want you to be your most productive selves whether you decide to work 100% from home or choose to work hybrid/onsite. The way we balance the fast-paced demands of a high-growth company and sustainability is making rest a priority.

Yubico Values: We work to ensure that our employees have an open space to have their voices amplified to create a workplace where everyone feels like they belong. In support of this, our employees have created some pretty cool Employee Resource Groups that foster inclusion, help build community and connection across Yubico which all employees are welcome to join. Additionally, Yubico donates YubiKeys to organizations in need all over the world (you can read more about our work here).

Social Connection: Relationships and connectedness matter, and we love spending time with our team! Our virtual workspace keeps us connected day-to-day whether it's through Yubico celebrating wins or our buzzing Slack communities. Check out our Life at Yubico Page on LinkedIn and our awards here.

The Role:

Yubico’s mission is to create a safer internet for everyone. Our core invention, the YubiKey, hardware-based token, revolutionized secure logins for top Internet brands, including Google and Facebook, and for millions of users in 160 countries. Collaboration and innovation are at the core of our culture, as we expand to more advanced software and services for encryption and Internet of Things (IoT). We are a multinational, fast-growing, and profitable company, offering an opportunity to bring your ideas to life with our global team. In Brazil we grow with and through partners. In 2026 we launched YubiNation Partners, our global channel program for resellers, system integrators and managed service providers. This role builds our commercial presence in the country: you will grow named accounts, develop the partners that extend our reach, and shape how Yubico goes to market in Brazil. 

Yubico is in the enviable position of its security products being deployed at scale in 9 out of the top 10 internet firms. Much of this success comes from Yubico connecting directly with our customers. As a Commercial Named Account Executive, Brazil you will be responsible for driving continued growth for existing and new accounts having a major impact on our business and Yubico’s mission. Of course, revenue generation is a critical measure, but this role is so much more. It's also about changing the world to be able to Trust the Net.

Tasks & Responsibilities:

• Meet or exceed quarterly and annual revenue targets across direct, partner-sourced and partner-influenced business, managing the end-to-end sales cycle from discovery to close
• Building and owning a Brazil go-to-market plan that sets account and partner coverage across key Brazilian and some Latam economic hubs territories (primarily São Paulo, Rio de Janeiro, Minas Gerais, and the South regions) and specific vertical segments
• Recruit, onboard and certify resellers, integrators and managed ser
• Selling with and through Channel partners
• An ownership mindset: you build trust with partners and customers across multi-quarter cycles and work well with teammates 
• A results-oriented approach which balances a “take charge, do-whatever-it-takes” attitude with teamwork and collaboration
• The successful candidate’s background will include having executed call plans, orchestrated account-planning sessions and effectively executed account strategies
• vice providers through YubiNation Partners, and help them move up tiers through Yubico Academy certification and quarterly business plans
• Generate pipeline directly and jointly with partners through outbound and inbound prospecting, social selling, deal registration and co-sell on larger opportunities, managing the entire cycle from initial contact to close. 
• Must be skilled at multi-threading conversations across procurement, legal, security architecture, identity and IAM, technical, and C-level stakeholders
• Maintain up-to-date account activity, lead tracking, and opportunity stages in Salesforce, including partner pipeline and tier status, and delivering accurate weekly and quarterly sales forecasts by source (direct, partner-sourced and partner-influenced)
• Develop long-term strategic relationships with key accounts, landing first deployments and expanding to enterprise-wide rollouts and recurring revenues with partners
• Work closely with Pre-Sales/Solutions Architects, the Channel Sales Engineer and Professional Services to address technical requirements and partner enablement

Basic Qualifications:

• 7 + years prior experience selling B2B software tools or solutions into targeted accounts across multiple industries
• Experience building or scaling a partner network (resellers, SIs or MSSPs) in Brazil or LATAM, with partner-sourced revenue you can name
• Strong hunting skills to develop new regions and manage complex sales cycles into mid-market and Global 2000 organizations
• A history of consistently meeting and exceeding sales targets
• Trilingual in English, Portuguese, and Spanish, with strong presentation and negotiation skills
• Excellent verbal, presentation and written communication skills

Preferred Qualifications: 

• Familiarity with identity and access management, MFA or passkeys, and the Okta and Microsoft ecosystems and negotiation skills

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