Director, Sales – LATAM Software

This is a fully remote position, open to applicants in Brazil, +1 more country.

📋 Description

• Develop the growth strategy for LATAM by evaluating markets, customer segments, the existing installed base, competitive landscape, and potential for growth.

• Determine priority countries and create a direct coverage plan for regional expansion.

• Lead, mentor, and nurture the LATAM sales team.

• Establish expectations for account plans, pipeline development, opportunity execution, forecast accuracy, and performance related to regional bookings.

• Participate in customer meetings, influence deals, and provide support or leadership in sales opportunities as necessary.

• Create a unified operating region for LATAM by clarifying account coverage and implementing consistent sales processes.

• Expand the entire Esko portfolio through acquiring new customers and growing existing accounts.

• Enhance commercial execution through value selling, strategic deals, effective negotiation, disciplined discounting, pipeline evaluations, deal reviews, and accurate forecasting.

• Recognize talent needs, recruit sales representatives, and recommend future coverage and leadership structures.

• Represent LATAM in global planning discussions with Product, Marketing, Customer Experience, RevOps, and other stakeholders.

• Travel extensively throughout LATAM to coach the team, engage with customers, assess markets, and drive local execution.

⛳️ Requirements

• Proven senior leadership experience in B2B SaaS or software sales, including accountability for teams and commercial outcomes across various Latin American countries.

• A bachelor’s degree in Business, Marketing, Engineering, or a related field.

• Demonstrated success in launching, building, or significantly expanding LATAM for a company based outside the region, with clear evidence of market prioritization and growth achievements.

• A strong track record of meeting or surpassing regional bookings or revenue targets in a complex, multi-product setting.

• Hands-on leadership experience: capable of formulating strategy, coaching a geographically dispersed team, directly engaging with customers, supporting deals, and recruiting talent as the region evolves.

• Familiarity with CRM platforms such as Salesforce and structured sales methodologies, along with the ability to establish consistent pipeline discipline and forecasting practices.

• Professional proficiency in English, Spanish, and Portuguese, plus enough capability in the third language to effectively participate in business and customer meetings.

• Located in Brazil—ideally São Paulo—or Mexico, with easy access to a major airport.

• Experience in an entrepreneurial, start-up, scale-up, or early-stage regional environment where processes and teams have been built from the ground up rather than inherited.

• Background in packaging, pre-media, printing, brand management, or related industries that align with Esko’s core markets.

• Experience working within a global, matrixed organization; knowledge of Lean or continuous-improvement business systems is a plus.

🏝️ Benefits

• A competitive local benefits package, with specifics provided for the hiring country.

• Sales incentive bonus and annual salary review.

• Opportunities for training and development.

• Access to a Global Employee Assistance Program offering legal, financial, and counseling resources.

• Join an exceptional global team.