Senior Account Executive - LATAM

3 дн. назад

USASeniorRemote

pipeline managementsales forecastingprospectingaccount mappingcustomer discovery

Responsible for driving sales growth in LATAM by managing the full sales cycle and expanding into new use cases and customers.

Own the full sales cycle from pipeline creation through close within your LATAM territory
Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders
Partner with our global channel partners to help drive in market opportunities when needed
Expand beyond existing motions to uncover new use cases and opportunities
Consistently generate pipeline through outbound efforts, account mapping, events, and partner collaboration
Forecast accurately and manage pipeline to consistently meet or exceed revenue targets
Lead strong discovery to uncover customer challenges, priorities, and desired outcomes
Apply structured qualification and value-selling frameworks (e.g., MEDDICC, SPICED) to advance deals
Clearly articulate business impact and position solutions around outcomes, not features
Drive deal momentum by building urgency, aligning stakeholders, and establishing clear next steps
Contribute to evolving GTM strategy by refining ICP, messaging, and use cases 
Collaborate cross-functionally and bring insights from the field to influence Product and GTM

6+ years of B2B SaaS sales experience, ideally including time in early-stage, new product, or evolving GTM environments
Portug ue se, Spanish, and English fluency essential
Experience working the LATAM territory
Proven ability to generate pipeline and close deals in ambiguous or evolving markets
Strong experience with qualification frameworks such as MEDDICC, SPICED, or similar
Demonstrated use of value selling methodologies such as Command of the Message or equivalent
Experience selling to mid-market and enterprise customers, including executive stakeholders
Consistent track record of meeting or exceeding sales targets
High ownership mentality - you take initiative and move things forward without waiting for direction
Thrive in ambiguity and are comfortable operating without a fully defined playbook
Curious and business-oriented, with the ability to connect customer problems to solutions
Resourceful and adaptable - you figure things out and adjust quickly
Strong collaborator who contributes positively to team culture
Experience using Salesforce or similar CRM tools to manage pipeline and forecast
Strong organizational skills and ability to manage multiple complex deals

As an Account Executive for LATAM , you will play a key role in helping evolve how we go to market . This role goes beyond traditional account expansion. You’ll be responsible for building and scaling how we sell across new use cases and buying centers within our install base and with net new customers. You’ll work through ambiguity to identify what resonates with customers, what drives real outcomes, and how we can create repeatable success.
You will operate at the intersection of execution and problem-solving, closing business while helping shape our sales motion, messaging, and approach.
This is an opportunity to have a direct impact on how grows its next generation of products, with high visibility across GTM leadership.
AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:
Awareness: U nderstand yourself and others .
Judgment: E valuat e information and mak e decisions in complex situations .
Adaptability: L earn, adjust, and stay effective through change .
Connection: C ommunicat e , collaborat e , and build trust .
To learn more about why these skills matter and what the data shows about thriving through change, read this  blog post from our Chief People Officer, Melanie Rosenwasser.