Director, Sales – LATAM

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

📋 Description

• Lead and enhance the Zero Trust Network Access business throughout LATAM.

• Develop a high-performance, multi-country go-to-market team.

• Take ownership of the annual revenue plan, new-logo ACV, and expansion ACV targets for the LATAM region.

• Establish and maintain a rigorous forecasting schedule (weekly commitments, monthly QBRs, quarterly pipeline assessments).

• Achieve a pipeline coverage of 6x quota across all stages.

• Oversee the regional sales budget, headcount strategy, and operating expenses.

• Collaborate with Finance, Legal, and Revenue Operations for multi-country agreements.

• Lead the direct sales team focused on large enterprise accounts.

• Engage personally at the C-suite and CISO levels in strategic accounts.

• Implement and uphold a disciplined MEDDPICC sales approach.

• Recruit, nurture, and retain exceptional enterprise sales professionals.

• Design and implement a regional channel strategy.

• Conduct quarterly executive partner reviews.

• Support the regional Sales Engineering team and Marketing investments.

• Work closely with Customer Success and post-sale account management.

• Cultivate and sustain executive relationships with leading enterprises and government organizations.

⛳️ Requirements

• Over 15 years of experience in enterprise software or infrastructure sales, including a minimum of 5 years in leadership roles.

• Proven history of building and expanding a multi-country LATAM sales organization in network security, cybersecurity, networking, or related enterprise infrastructure sectors.

• Direct experience in meeting and consistently surpassing regional quotas, with documented year-over-year growth.

• Demonstrated capability to develop and manage both direct enterprise sales processes and high-leverage channel ecosystems simultaneously, without channel conflict.

• Experience in selling to and maintaining relationships with CISOs and senior security stakeholders in sectors such as financial services, telecommunications, government, energy, and large enterprises.

• Proficient in English and Spanish (Portuguese is a significant advantage) — capable of leading executive discussions, board-level presentations, and customer negotiations in all three languages.

• Comprehensive understanding of the LATAM and Caribbean commercial landscape, including country-specific go-to-market strategies, regulatory conditions, and distribution frameworks.

• Operational proficiency in modern sales tools and methodologies — including CRM best practices, forecasting discipline, MEDDPICC frameworks, and data-driven pipeline management.

• A Bachelor's degree is required; an MBA or equivalent advanced degree is preferred.

• Willingness to travel up to 50% throughout the region, including occasional trips to global headquarters.

🏝️ Benefits

• Health insurance package for the employee and their family.

• Mobile Phone Stipend.

• Fitness stipend.

• Training and certification opportunities.

• Award Units.