Sales Director Latam

Sales Director Latam

The Sales Director Latam is responsible for driving commercial growth across Latin America, with direct accountability for Mexico and Central America. This role manages strategic relationships with the seven major global professional services firms (Deloitte, EY, KPMG, PwC, BDO, RSM, and Grant Thornton), leading the end-to-end sales strategy and enabling joint go-to-market initiatives. The position oversees a regional sales organization, orchestrates complex deal execution, and collaborates with technical and product teams to ensure seamless solution integration and customer success.

The ideal candidate brings executive relationship leadership, expertise in enterprise technology sales, and a proven track record managing large, multi-product commercial motions in highly matrixed global environments.

Key Responsibilities

Sales & Account Leadership

• Own senior-level relationships with the Big 7 firms across LATAM and develop multi-year commercial roadmaps aligned to partner priorities.
• Negotiate commercial frameworks, alliance agreements, and joint success metrics.
• Represent the business strategy of each firm to guide internal priorities and influence product direction.
• Lead regional account teams, ensuring high standards of client service, proactive engagement, and long-term partnership growth.
• Drive co-selling and co-marketing motions in collaboration with Partnerships & Alliances teams.
• Maintain full commercial accountability for Mexico and Central America, ensuring delivery against revenue and retention targets.

Revenue Growth & Deal Execution

• Build and implement a comprehensive LATAM sales plan to achieve ARR, bookings, margin, and year-over-year growth targets.
• Lead complex, multi-offering deals including bundled solutions, OEM/embedded products, data licensing, and platform integrations.
• Partner with regional and global sales teams to identify, qualify, and close cross-sell and upsell opportunities.
• Leverage solution-selling methodologies to articulate value and differentiate offerings in the market.

Integration & Technical Orchestration

• Partner with Product, Operations, and Technology teams to:
• Ensure seamless integration of TR products into partner and customer environments.
• Define scalable solution patterns, reference architectures, and best practices.
• Govern technical validation processes including POCs, pilots, and solution assurance.
• Oversee smooth post-sale transitions to delivery and Customer Success teams.

Cross-Functional Leadership

• Lead and develop a high-performing regional sales organization; establish clear targets, territories, and operating cadence.
• Collaborate closely with Product, Marketing, Legal, Finance, and Operations to align on pricing, packaging, and partner motions.
• Provide market intelligence and customer feedback to influence product roadmaps and investment decisions.

Operational Excellence

• Drive rigorous forecasting discipline, including leading forecast calls and account reviews.
• Execute territory planning, pipeline development, and sales governance across the region.
• Establish and track KPIs related to partner contribution, attach rates, integration velocity, adoption, and NPS/CSAT.
• Ensure compliance with risk management, data governance, and operational standards.
• Foster a culture of accountability, results orientation, and continuous improvement.

About You

Qualifications

• 12+ years of enterprise sales, alliances, or business development experience with global professional services firms or technology companies.
• 8+ years leading regional or global sales teams.
• Proven success owning C-suite relationships and closing complex, multi-million-dollar, multi-year deals.
• Strong experience in the technology industry, including APIs, data/content integrations, workflow solutions, and platform ecosystems.
• Demonstrated ability to orchestrate cross-functional teams (sales, engineering, product, legal) across long deal cycles.
• Expertise in integration-led selling, technical validation, POCs, and solution assurance.
• Outstanding executive communication, negotiation, influence, and stakeholder management skills.
• Bachelor's degree required; MBA or advanced degree preferred.

Success Metrics

• Year-over-year revenue, sales, and bookings growth.
• Reduction in integration cycle times and improved solution adoption.
• High partner satisfaction, retention, and expansion.
• Forecast accuracy, pipeline health, and territory execution.

Leadership Competencies

• Strategic thinker with the ability to operate across complex global ecosystems.
• Customer- and partner-obsessed, with a collaborative mindset.
• Data-driven operating discipline and strong forecasting rigor.
• Inclusive leadership and talent development focus.
• Ability to navigate ambiguity and drive large-scale change.

Travel

• 25–40% international travel as required to visit customers, partners, and regional teams.