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Director of Sales LATAM

Thibault Lamy
Senior Consultant
The DoS Enterprise Solutions will be responsible to qualify, win and upselling opportunities in LATAM (Brazil active, other markets reactive). It is expected from this role to be extremely resilient as the position holder will be the most senior person in Sao Paulo’s office. Therefore, the person all departments will go to in order to understand the company’s strategy for LATAM. 
The current structure works in a way that sales executives have key functions among our revenue generation. That means that due to Sales strategies, not all markets will count with a team to work on new leads, a BDM support for example.
But depending on LATAM’s development and maturity this can be discussed in the future.
The DoS LATAM will report directly to the CSO of the company and belongs to the Sales team.
Fluency in Portuguese and English – Spanish is a plus

  • A Bachelor Degree and above 
  • At least 8 years of experience in successfully managing complex solution sales, consulting teams within the B2B industry either in SaaS, technology solutions and/or consultant environments
  • Strong leadership experience, leading remote or multicultural team High flexibility combined with strong logical cognitive ability and excellent analytical skills
  • Good understanding of the SaaS business model and landscape in Brazil
  • Ability to manage and develop a diverse commercial team, assuming full responsibility for the strategy and commercial initiatives that span new sales and strategic account management
  • Excellent interpersonal skills and ability to influence the ambition of clients as well as the motivation of team members
  • Value-based, cloud or technology services solution-selling is a must
  • Be the ultimate sales leader prepared to drive sales success
  • Analyze markets and identify partner potential to push new business and revenue and drive the prospects’ qualification and prioritization’s process, implementing the global standard methodology with detailed reporting into CRM
  • During the qualification process, lead and support the team to understand the strategic goals of the Prospect, beyond the scope of travel, in the different areas of digitization, automation, sustainability, security, safety, innovation, system’s integration, data protection, employment’s philosophy
  • Assist team in the acquisition of new clients, the development and the retention of existing ones in compliance with the global methodology and ensure the collaboration with the implementation team, the procurement consultants and the PAY and WORK sales staff 
  • Webinar organization, participation to roundtables, panel’s discussions, advocate in professional social networks and interviews with industry’s journalists are part of the challenges and must be coordinated with the marketing team
  • Assume the role of key escalation contact for major accounts
  • Support the G2M Planning and grant local implementation and sales push activities and subsequent reporting
  • Be responsible for business management by monitoring team targets and setting priorities to ensure mid and long-term revenue growth
  • Manage recruiting, onboarding, personnel development, performance management of team members in compliance with global of the company standards
  • Coach team members on their focus areas, priority setting and also their approach to specific client-facing issues
  • Maintain a high level of knowledge within the team with respect to the product portfolio, the benefits for the customer and key sales arguments
  • Build long-lasting relationships with key industry influencers and customer decision-makers
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