Director, Region Sales

This is a fully remote position, open to applicants in Mexico.

📋 Description

• Take ownership of annual and quarterly ARR goals across all segments and delivery models.

• Lead and mentor the local sales team in both high-velocity (SMB) and complex enterprise sales cycles.

• Foster direct enterprise relationships while supporting channel-led coverage for SMB and mid-market.

• Coordinate marketing initiatives (for both channel and end-user) with the overall go-to-market strategy.

• Create and expand a tiered partner ecosystem, including VARs, MSPs, MSSPs, telcos, and cloud distributors.

• Empower partners to sell and deliver subscription, SaaS, and managed service models.

• Develop service-provider and white-label agreements for BDR/DR-as-a-Service offerings.

• Define and implement distribution strategies and co-selling motions with key partners.

• Enhance partner performance in terms of revenue contribution, pipeline generation, and enablement metrics.

• Recruit, develop, and manage local teams in sales, presales, customer success, and marketing.

• Oversee country-level operational expenditures, headcount planning, and forecasting.

• Ensure strong CRM practices and accurate reporting across pipeline, forecasts, and performance metrics.

• Monitor and navigate the regulatory landscape (LFPDPPP, NOM, CNBV, IMSS/SAT data mandates).

• Stay informed on competitive dynamics within subscription, SaaS, and managed service models.

• Represent the company at significant industry events.

• Provide continuous market and competitive intelligence.

• Ensure effective onboarding, adoption, and renewal processes for all delivery formats.

• Achieve a Net Revenue Retention (NRR) of ≥ 110% through upselling, cross-selling, and service expansion.

• Guide customers through transitions between delivery models (e.g., from subscription to SaaS).

• Establish and maintain executive relationships with strategic accounts.

⛳️ Requirements

• 8–15 years of experience in B2B technology sales, including leadership positions at the country or regional level.

• Demonstrated ability to manage and sell across SMB, mid-market, and enterprise segments concurrently.

• Experience with at least two of the following: subscription licensing, SaaS, or managed/service-provider models.

• Strong foundation in cybersecurity, data protection, or backup/recovery solutions.

• In-depth understanding of the Mexican IT channel ecosystem (distributors, VARs, MSPs, MSSPs, telcos).

• Established connections within the CISO and IT leadership community in Mexico.

• Proven track record of building and scaling high-performing local teams across various sales motions.

• Entrepreneurial mindset with strong ownership and decision-making skills.

• Executive presence with experience engaging C-level stakeholders and boards.

• Strong forecasting discipline and experience with CRM tools (Salesforce, HubSpot).

• Native or near-native Spanish proficiency and professional English skills.

🏝️ Benefits

• Onboarding kit.

• Company cellphone.

• Paid home Internet (through modem).

• Coffee & snacks at the office.

• Car allowance.

• Health insurance for employee and immediate family group.

• Life insurance.