Account Executive - Government (Ejecutivo de Cuenta - Segmento Gobierno) - Mexico City (Hybrid)

Clara · Mexico City, Mexico City

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 to lead Clara's Government segment in Mexico. You'll be responsible for building the commercial strategy, sales processes, and customer portfolio for this segment from the ground up.

You'll work closely with our Risk team, one of your key stakeholders, to develop a competitive offering tailored to the public sector's unique requirements, timelines, and procurement processes.

In this role, you will:

Own the Government segment end-to-end: Define the commercial strategy, prioritize target accounts, and build the sales playbook for government agencies and public-sector entities.
Drive new business acquisition: Actively prospect and generate opportunities by leveraging your existing government network and relationships, complemented by outbound strategies and referral channels.
Manage the full sales cycle: Navigate public procurement processes, including competitive tenders, direct awards, invitation-based procedures, and vendor qualification requirements, from initial engagement through contract signing.
Lead consultative sales: Deliver product demonstrations and presentations to decision-makers and key stakeholders, positioning Clara against existing solutions and competitors.
Partner closely with Risk: Collaborate to define eligibility criteria, commercial terms, and offering guidelines, ensuring a competitive solution for the public sector while maintaining Clara's risk appetite.
Represent the segment internally: Act as the voice of Government customers across Product and Leadership teams, sharing customer requirements, objections, competitive insights, and procurement feedback.
Own pipeline management and forecasting: Maintain a well-structured pipeline and accurate forecasts in HubSpot, applying disciplined qualification processes to long and complex sales cycles involving multiple stakeholders.
Deliver commercial results: Achieve quarterly and annual targets for new customer acquisition and segment transaction volume.

Who you are

We're looking for someone who meets the minimum requirements to be considered for the role. Preferred qualifications are a plus, but not mandatory.

Must haves

5+ years of experience selling to the government sector in Mexico, with deep knowledge of public procurement processes and competitive tenders.
An established network and active relationships within the government sector. This will be a key differentiating factor in the selection process.
Experience selling technology, software, or SaaS solutions to government organizations. We'll evaluate the quality of the companies you've worked for, as well as the size and relevance of your customer portfolio.
Proven track record of closing complex deals involving long sales cycles and multiple decision-makers across Procurement, Legal, Finance, and IT.
Ability to build a new business segment from scratch, with the confidence to navigate ambiguity and operate without an established playbook.
Strong ability to collaborate with Risk, Legal, and Product teams, translating public-sector requirements into commercially viable solutions.
Hands-on experience using HubSpot or similar CRM platforms.
Excellent written and verbal communication skills, with experience presenting to government officials and senior executives.

Nice to haves

Experience selling financial products, payment solutions, or fintech services to government organizations.
Knowledge of public procurement regulations and government vendor requirements at the federal, state, or municipal level in Mexico.
Experience selling products in early-stage environments or newly developed market segments.
Analytical skills using spreadsheets, SQL, or BI tools such as Metabase to evaluate pipeline coverage and commercial performance.
Intermediate or advanced English proficiency.
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.

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