The driving force behind our success has always been the people of AspenTech. What drives us, is our aspiration, our desire and ambition to keep pushing the envelope, overcoming any hurdle, challenging the status quo to continually find a better way. You will experience these qualities of passion, pride and aspiration in many ways — from a rich set of career development programs to support of community service projects to social events that foster fun and relationship building across our global community.
The Role
The Manager, Sales Operations — LATAM is a strategic business partner to the LATAM Sales Vice President and regional leadership team, translating growth objectives into disciplined commercial execution. The role owns the regional operating cadence across forecasting, pipeline governance, annual planning, territories and quotas, performance analytics, process improvement, and CRM data quality. This leader will provide actionable insights, drive adoption of global sales methodologies and tools, and lead regional Sales Operations resources to improve growth, productivity, forecast accuracy, and customer lifecycle value. The role is based in our São Paulo or Rio de Janeiro, Brazil office and requires effective collaboration across Brazil, Spanish-speaking LATAM, and global functions.
Your Impact
Responsibilities
- Business Partnership and Operating Rhythm: Serve as the primary Sales Operations partner to LATAM sales leadership. Establish a consistent operating cadence, translate regional growth priorities into executable plans, and provide clear recommendations that improve sales productivity, accountability, and decision-making.
- Forecasting and Pipeline Management: Lead the regional forecasting process and pipeline inspection cadence to improve forecast accuracy and predictability. Analyse pipeline coverage, conversion, velocity, deal risk, and compelling reasons to close; identify gaps early and coordinate corrective actions with sales leaders.
- Annual Planning, Territories and Quotas: Translate growth objectives into capacity plans, territories, quotas, productivity expectations, and account coverage models. Partner with Finance, Sales Compensation, and global Sales Operations to ensure plans are equitable, achievable, and aligned with corporate standards.
- Performance Analytics and Insights: Develop executive-level analysis and reporting across ARR, growth, churn, renewals, pipeline, funnel performance, productivity, and revenue trends. Turn complex data into actionable insights, recommendations, and presentations for regional and global leadership.
- Process, Systems and Data Governance: Simplify lead-to-cash and sales workflows while maintaining global standards, financial controls, and governance. Drive adoption of the company’s sales methodology, CRM, and productivity tools; establish clear ownership and improve the accuracy, completeness, and consistency of commercial data.
- Team Leadership and Cross-functional Execution: Lead, coach, and develop regional Sales Operations personnel, including goal setting, performance management, onboarding, and professional development. Partner with Marketing, Solution Consulting, Customer Success, Finance, Deal Desk, Legal, Enablement, and global Operations to coordinate execution. Provide operational governance for pricing, contract structures, approvals, onboarding, tool adoption, and incentive compensation processes where ownership resides with partner functions.
What You'll Need
Required Qualifications
- Bachelor’s degree or equivalent relevant experience.
- 7+ years of experience in Sales Operations, Revenue Operations, or commercial operations, including demonstrated ownership of forecasting, pipeline governance, territory planning, and quota processes.
- 3+ years of people-management experience, with a record of coaching and developing high-performing teams.
- Experience supporting an enterprise software, SaaS, subscription, or other recurring-revenue sales organisation.
- Advanced Salesforce and Excel skills, with the ability to build executive-level analysis, recommendations, and presentations in PowerPoint.
- Strong analytical, problem-solving, project-management, and change-management capability, with the ability to translate complex data into clear actions and business outcomes.
- Demonstrated ability to influence senior stakeholders, build cross-functional consensus, manage competing priorities, and adapt to changing business requirements.
- Knowledge of LATAM markets, sales motions, business practices, and regional complexity, including experience operating across multiple countries, currencies, and routes to market.
- Fluency in Portuguese and English, with strong written and verbal executive communication skills. Professional proficiency in Spanish is required for effective support of Spanish-speaking LATAM markets.
- Ability to travel within the LATAM region as business needs require.
Preferred Qualifications
- Experience in industrial software or complex enterprise selling.
- Familiarity with ARR, renewals, churn, consumption, and services revenue models.
- Experience with Power BI, Tableau, SQL, or comparable analytics and data-visualisation tools.
- Experience applying AI, machine learning, or generative AI to Sales Operations use cases such as forecasting, pipeline risk identification, account intelligence, guided selling, and workflow automation.
- Ability to evaluate, prioritise, and scale AI-enabled use cases based on business value, user adoption, data readiness, and measurable outcomes.
- Understanding of responsible AI practices, including data privacy, security, governance, accuracy, and appropriate human oversight.
- Experience supporting pricing, deal governance, contract structures, or incentive compensation.
- Prior responsibility for regional Sales Operations across LATAM.
What Success Looks Like
- Improved regional forecast accuracy and revenue predictability.
- Stronger pipeline coverage, progression, conversion, and inspection discipline.
- Timely, data-driven recommendations that influence LATAM leadership decisions.
- Consistent adoption of global sales processes, methodologies, and tools.
- Higher CRM data quality and more reliable performance reporting.
- Effective and timely execution of annual planning, territories, quotas, and capacity plans.
- A high-performing regional Sales Operations team with clear goals and development plans.
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