Fast Facts
The Director of Sales (LATAM) will lead a sales team focused on driving revenue growth in the LATAM region, excluding Brazil, while managing strategic partnerships and implementing effective sales strategies, all in a remote capacity from Florida.
Responsibilities: Oversee a team to achieve sales targets, manage CRM processes, develop partner relationships, conduct strategic reviews, ensure accurate forecasting, and handle HR-related team matters.
Skills: Fluency in Spanish and English, strong sales leadership in LATAM, experience in SaaS/cybersecurity, ability to build partnerships, and proficiency in sales tools and analytics.
Qualifications: Minimum 10 years of sales experience in LATAM, 5 years in a leadership role, Bachelor's degree, strong foundation in value-based selling, and familiarity with the cybersecurity industry.
Location: This is a remote position based in Florida, USA.
Compensation: Not provided by employer. Typical compensation ranges for this position are between $120,000 - $180,000.
This position is located in the U.S.
The Director of Sales (LATAM) is responsible for leading a team of Regional Account Executives, and Partner/ Channel Account Managers to drive sales efforts to meet and exceed Annual Recurring Revenue (ARR) targets for LATAM Region (not including Brazil). They will actively manage their teams to identify areas of opportunities and execute strategic plans to grow the sales pipeline, close deals and achieve revenue goals.
Responsibilities:
- Manage a team of Regional Account Executives, and Partner/Channel Account Managers to execute revenue strategies, and exceed KPIs and ARR targets.
- Manage day-to-day activities through close analysis of sales statistics and pipeline reviews to help construct deals, account and lead follow up and prospecting methods.
- Conduct pipeline reviews to help construct deals, ensure meticulous pipeline management, forecasting, and CRM optimization.
- Develop, drive and guide our partner activities to foster excellent relationships with new and existing ideal partners in the Latam Region to grow net new revenue.
- Conduct weekly rhythm of the business reviews with VP and other sales enablement teams to identify trends and provide feedback on areas of opportunity and improvement.
- Validate sales representative staging and Area pipeline health to ensure accurate forecasting.
- Collaborate with the Director, VP and/or EVP to discuss Area specific sales strategies, review KPI performance and refine processes and programs to achieve operational excellence.
- Understand assigned Area market demands to anticipate customer needs and ultimately increase new logo acquisition.
- Collaborate with Area Customer Success Leader to ensure the teams are aligned with all sales strategies and goals.
- Tag into deals with key partners and accounts to generate and close-won revenue opportunities.
- Conduct interviews with potential sales candidates to build a world class sales team.
- Manage Area sales budget requests for events, trade shows etc.
- Cooperate with People Operations to manage all HR-related issues within your team e.g. interviewing new candidates, helping with career development for high potential employees, and managing average and low performers.
Qualifications:
- Minimum 10 years sales experience required specifically within Latin America region
- Minimum 5 years in a leadership role - people management experience in the assigned Area required
- Bachelor degree or equivalent higher education experience, Desirable
- Industry Expertise - Specific industry experience in SaaS and cybersecurity a plus
- Channel Expertise - Proven track record in building and scaling partner ecosystems (distributors, resellers, or agents) that deliver significant revenue growth.
- Experience collaborating with Partner businesses and leading Channel sales teams, desirable
- Strong foundation in value-based selling (e.g., MEDDICC, Challenger, or Sandler).
- Familiarity with standard concepts and practices within the IT, Security or Cybersecurity industry, desirable
- Experience with Salesforce, a plus
- Experience with Gmail and Google Docs
- Experience with MS Office (Word and Excel)
- Experience with web browsers (Chrome, Internet Explorer, etc.)
- Strong verbal and written communications
- Fluency in Spanish and English is required, along with deep cultural awareness of the region
- Excellent time management and organization skills
- Excellent strategic planning, problem solving and analytical skills
- Infectious positive, can-do attitude
- Ability to provide productive feedback and coaching to sales leaders and teams
