Account Executive - Fuel & Fleet (Ejecutivo de Cuenta - Combustible y Flotas) - Mexico City (Hybrid)

Job description

**Clara is the leading platform in Latin America for companies to execute and manage every payment operation.** More than 50,000 leading and fast-growing businesses run on our corporate cards, bill pay, financing and B2B payments, and in 2025 the Financial Times named Clara the region’s fastest-growing company. We’re passionate about helping every company we work with become more effective—and, through that, raising the region’s competitiveness. We’re ~400 people, backed by Notable Capital, Coatue, Kaszek, monashees, DST Global, ICONIQ, General Catalyst and Goldman Sachs, among others. **What you'll do** We're looking for an **Account Executive - Fleet & Mobility Specialist** to accelerate Clara's growth in the logistics, transportation, and corporate sectors by acquiring companies with medium to large vehicle fleets. You'll help companies modernize how they manage operational expenses—including fuel, maintenance, and travel—by leveraging Clara's platform to improve financial control, visibility, and efficiency. This is a hands-on commercial role for someone who combines strong enterprise sales experience, deep industry knowledge, and an AI-driven, builder mindset to identify opportunities, close complex deals, and continuously improve how sales gets done. - Drive new business acquisition: Identify, prospect, and close enterprise customers across logistics, transportation, distribution, manufacturing, and other fleet-intensive industries. - Lead consultative sales: Understand customers' fleet operations, fuel management, and expense processes to demonstrate Clara's value in improving financial control, efficiency, and visibility. - Navigate complex sales cycles: Build relationships and negotiate with senior stakeholders across Finance, Logistics, Procurement, and Operations. - Drive adoption and growth: Collaborate with internal teams via **Slack** to ensure successful customer onboarding, product adoption, and growth in Total Payment Volume (TPV). - Leverage AI for smarter prospecting: Use AI tools to research target accounts, identify buying signals, personalize outreach, and prioritize high-potential opportunities. - Build and automate sales workflows: Identify repetitive tasks and experiment with AI and automation tools like **N8N** to improve prospecting, follow-ups, pipeline management, and overall sales productivity. - Optimize commercial performance: Use CRM data in **Hubspot**, AI-powered insights, and sales analytics tools like **Metabase** to improve conversion rates, pipeline quality, and forecasting accuracy. - Collaborate cross-functionally: Partner with Sales, Product, Customer Success, and Operations, utilizing **Google Drive** for documentation, to address customer needs and share market insights. **Who you are** *We’re looking for someone who meets the minimum requirements to be considered for the role. The preferred qualifications are a bonus, not a requirement.* **Must haves** - 5+ years of experience in B2B Enterprise Sales, ideally within fuel management, fleet solutions, vehicle leasing, logistics technology, or related industries. - Strong understanding of fleet operations, fuel expense management, cost controls, and operational challenges faced by transportation and logistics companies. - Knowledge of Mexican tax requirements related to fuel deductibility and relevant payment or electronic wallet regulations. - Proven track record of managing complex sales cycles, negotiating with senior stakeholders, and consistently achieving commercial targets, with proven role-specific execution. - Experience delivering consultative sales presentations and product demonstrations, translating complex solutions into clear business value. - Experience or interest in AI tools to automate workflows, improve prospecting, research, outreach personalization, and sales productivity. - Excellent verbal and written communication, negotiation, and relationship-building skills. - Adaptability to fast-changing environments, high ownership, and the ability to operate independently in a fast-paced setting. **Nice to haves** - Experience working at companies such as Edenred, Pluxee, Element, TIP, Samsara, Geotab, or similar fleet and mobility providers. - Experience using **Hubspot**, LinkedIn Sales Navigator, **Amplemarket**, or similar sales and prospecting platforms. - An established network within the transportation, logistics, manufacturing, or distribution sectors. - Experience selling fintech, corporate cards, payments, or expense management solutions. - Independent analytical skills using spreadsheets, SQL, or Python. - Basic proficiency in Portuguese or a desire to learn it. - A good sense of humor. ***Build Your Sales Career at Clara*** At Clara, we don’t just offer a sales job—we provide an environment designed for high performance, long-term wealth, and continuous career growth. **What We Leave Behind** If you have been in sales long enough, you know the industry’s bad habits. We actively reject them: - **No “Rolodex” Hiring:** We don’t hire just for connections. We value professionals who actually care to learn our product, solve real customer problems, and know how to close. - **No “Churn and Burn”:** We reject the revolving door culture. When we hire you, we invest in your quick success and long-term retention. **The Clara Sales Model** We engineered a transparent system built to help you win big: - **#Ownership (Uncapped Potential):** We deeply value the Individual Contributor. Our top-performing AEs consistently earn more than their managers, backed by absolutely zero commission caps and access to company equity. In our servant leadership model, even our CEO is building tools to help your productivity. - **#Simplicity & #Clarity (Transparent Compensation):** No complex math required. Your variable compensation is directly aligned with business goals, with real-time visibility over your metrics so you always know exactly where you stand. - **#Inclusivity (Teamwork Meets Territory):** We carve out clear, fair territories so you can autonomously run your own book of business, backed by a highly collaborative global team. - **#Pride (A Product That Delivers):** We build exceptional spend management products that actually solve the customer’s pain points, making your pitching process smoother and more impactful. - **#ABC (An Expanding Arsenal):** We never settle. Continuous platform innovation and new product launches mean you always have an ever-growing toolkit to cross-sell and hit your targets faster. **Where we work** This is a hybrid role: you'll split your time between the office, customers and home. We don't set a minimum number of office days for most roles — you'll spend time in the office naturally, and most days during your ramp-up or when your leader asks. ## Why Clara - **A high talent-density team** driven to make an impact in Latin America — low ego, high ownership. - Competitive salary and stock options (ESOP) from day one. - An annual learning budget and accelerated development paths. - English is our working language, with Spanish and Portuguese every day. ## How we work - **Clarity** — Open and direct communication: we say what we mean and give context where it matters. - **Simplicity** — If it can be simpler, it should be. - **Ownership** — We own everything we do, end to end. When something needs to happen, we don't wait. - **Pride** — We hold ourselves to a high standard, and it shows in what we deliver. - **ABC (Always Be Changing)** — We adapt fast, embrace change, and keep learning. - **Inclusivity** — Diverse ideas, stories and perspectives build a better Clara. If you meet the must-haves, apply — the nice-to-haves are a bonus, not a requirement.