Senior Account Executive

Responsibilities

• Own the full sales cycle from pipeline creation through close within the LATAM territory.
• Build pipeline from scratch by prospecting into new teams, departments, and executive stakeholders.
• Partner with global channel partners to drive in-market opportunities.
• Uncover new use cases and opportunities beyond existing sales motions.
• Generate pipeline through outbound efforts, account mapping, events, and partner collaboration.
• Forecast accurately and manage pipeline to meet or exceed revenue targets.
• Lead discovery to uncover customer challenges, priorities, and desired outcomes.
• Apply qualification and value-selling frameworks such as MEDDICC and SPICED.
• Articulate business impact and position solutions around outcomes rather than features.
• Build urgency, align stakeholders, establish next steps, and maintain deal momentum.
• Contribute to GTM strategy by refining ICP, messaging, and use cases.
• Collaborate cross-functionally and share field insights with Product and GTM teams.

Requirements

• 6+ years of B2B SaaS sales experience, ideally in early-stage, new-product, or evolving GTM environments.
• Fluency in Portuguese, Spanish, and English.
• Experience working in the LATAM territory.
• Proven ability to generate pipeline and close deals in ambiguous or evolving markets.
• Experience with qualification frameworks such as MEDDICC, SPICED, or similar.
• Experience using value-selling methodologies such as Command of the Message or equivalent.
• Experience selling to mid-market and enterprise customers, including executive stakeholders.
• Consistent record of meeting or exceeding sales targets.
• Strong ownership, initiative, adaptability, business judgment, collaboration, and organizational skills.
• Experience using Salesforce or similar CRM tools to manage pipeline and forecasts.
• Ability to manage multiple complex deals.

Preferred Qualifications

• Experience selling a new or emerging product within an existing portfolio.
• Experience in high-change or transformation environments.
• BA/BS degree or equivalent experience.
• Familiarity with AI or productivity tools.
• Channel partner experience.
• Global market experience.

Compensation

• US Zone 2: $187,900–$254,100 USD annually.
• US Zone 3: $166,900–$225,900 USD annually.