Director, Sales – LATAM Software

Accountabilities:

Define and execute the LATAM sales growth strategy by assessing market potential, customer segments, installed base, competitive positioning, and expansion opportunities, prioritizing countries and establishing an effective direct sales coverage plan.
Lead, coach, and develop a geographically distributed sales team, setting clear expectations for account planning, pipeline generation, opportunity management, forecasting accuracy, and regional revenue performance.
Take a hands-on leadership approach by participating in customer meetings, shaping commercial opportunities, negotiating strategic deals, and personally supporting sales execution during the regional build-out phase.
Establish a unified LATAM sales organization by standardizing account coverage, strengthening collaboration, implementing consistent commercial processes, and aligning team activities with measurable growth objectives.
Drive new customer acquisition and account expansion across the full software portfolio, serving customers in packaging, pre-media, printing, brand management, manufacturing, and related industries.
Improve sales effectiveness through value-based selling, deal strategy, negotiation coaching, disciplined discount management, and regular pipeline reviews, opportunity inspections, and forecasting routines.
Build the regional organization for long-term scalability by identifying talent gaps, recruiting sales representatives, and recommending future coverage models and leadership structures based on market opportunities and demonstrated productivity.
Represent regional priorities in global planning discussions, providing customer and market insights to Product, Marketing, Customer Experience, Revenue Operations, and other cross-functional stakeholders.
Travel extensively throughout Latin America, particularly during the first year, to develop customer relationships, coach local teams, evaluate market opportunities, and support execution in priority countries.
Requirements:
Significant experience in senior B2B SaaS or software sales leadership, with direct responsibility for sales teams and commercial results across multiple Latin American markets.
Bachelor's degree in Business, Marketing, Engineering, or a related field.
Demonstrated success launching, building, or substantially expanding a LATAM business for a company headquartered outside the region, including clear examples of market prioritization and measurable growth.
Proven track record of achieving or exceeding regional revenue or bookings targets in a complex, multi-product sales environment.
Strong hands-on leadership capabilities, combining strategic planning with direct customer engagement, sales coaching, deal execution, team development, and recruitment.
Experience using CRM platforms such as Salesforce and structured sales methodologies to establish disciplined pipeline management, reliable forecasting, and consistent commercial execution.
Professional fluency in English, Spanish, and Portuguese, with the ability to communicate effectively with customers, regional teams, and global stakeholders in all three languages.
Strong commercial judgment, analytical skills, negotiation capabilities, and the ability to translate market insights into actionable growth strategies.
Excellent communication and interpersonal skills, with the ability to influence stakeholders across different countries, cultures, and organizational levels.
Willingness and ability to travel extensively throughout Latin America, particularly during the first year of the role.
Preferred qualifications:
Based in Brazil, ideally São Paulo, or Mexico, with convenient access to a major international airport.
Experience in entrepreneurial, startup, scale-up, or early-stage regional environments where sales teams, processes, and market coverage needed to be built from the ground up.
Background in packaging, pre-media, printing, brand management, or related industries.
Experience working within a global, matrixed organization and collaborating across international business functions.
Familiarity with Lean principles, continuous improvement, or structured business operating systems.
Benefits:
Competitive compensation: Locally competitive salary and benefits package, tailored to the hiring country.
Sales incentives: Performance-based sales incentive bonus opportunities.
Annual salary review: Regular compensation review to support professional growth and performance.
Learning and development: Access to training and professional development opportunities.
Employee assistance program: Global support services, including legal, financial, and counseling resources.
Global collaboration: Opportunity to work with an international team and collaborate across markets and business functions.
Autonomy and leadership impact: Significant ownership of regional strategy, market expansion, sales processes, and team development.
Career growth: The opportunity to build and scale a regional sales organization while contributing to a global software business.
Purpose-driven environment: Work within an organization focused on innovation, quality, and solutions that support the production of essential packaged goods.