Director, Sales LATAM

We are seeking an accomplished sales leader to lead and scale our Zero Trust Network Access business across Latin America, South America, and the Caribbean. Reporting to the SVP, Global Sales, the Director of LATAM Sales will own be responsible for building a high-performing, multi-country go-to-market organization spanning direct enterprise sales, channel and distribution partners while collaborating with sales engineering, regional marketing, delivery and customer success.

This is a builder role for a leader who has scaled network security, cybersecurity, or adjacent infrastructure businesses from early traction to durable, predictable growth across the region. The successful candidate will combine deep enterprise-selling instincts with the operational discipline to forecast accurately, manage a complex partner ecosystem, and deliver on aggressive quota commitments.

Requirements

Quota and Revenue Ownership

• Own the annual revenue plan, new-logo ACV and expansion ACV targets for the LATAM region.

• Build and maintain a rigorous forecasting cadence — weekly commits, monthly QBRs, quarterly executive-grade pipeline reviews — with accuracy held to a tight tolerance.

• Drive pipeline coverage of 6x quota across all stages, with healthy distribution by country, segment, and partner type.

• Manage the regional sales budget, headcount plan, and operating expenses to deliver target contribution margin.

• Partner with Finance, Legal and Revenue Operations to structure complex, multi-country commercial agreements.

Direct Enterprise Sales Motion

• Lead the direct sales organization covering large enterprise, manufacturing, telecommunications, government, critical infrastructure and financial services accounts.

• Personally engage at the C-suite and CISO level in the region's top strategic accounts to drive enterprise-wide adoption.

• Establish and enforce a disciplined MEDDPICC sales methodology — qualification, opportunity management, executive briefings, and proof-of-value programs.

• Recruit, develop, and retain top-tier enterprise sellers in priority countries.

• Build account-based motions for the region's named strategic accounts in partnership with Marketing and Sales Engineering.

Channel and Partner Ecosystem Build-Out

• Design and execute the regional channel strategy across distributors, resellers, MSSPs, system integrators, and technology alliance partners.

• Recruit, certify, and activate net-new partners while deepening engagement with existing strategic partners to drive partner-sourced and partner-influenced revenue.

• Own quarterly executive partner reviews and ensure partner-sourced revenue grows as a percentage of total regional revenue.

Cross-Functional Regional Leadership

• Guide regional Sales Engineering team — technical pre-sales, proof-of-concept execution, and competitive displacement.

• Guide regional Marketing investment across demand generation, field marketing, events, and partner co-marketing to fill the top of the funnel.

• Collaborate with Customer Success and post-sale account management to drive gross and net revenue retention across the installed base.

• Coordinate with Product, Marketing, Engineering, and Delivery & Support to ensure regional customer needs — language, localization, regulatory, and integration — are represented in the roadmap.

• Serve as the senior executive sponsor for the region's most strategic customers and partners.

Market and Executive Presence

• Represent the company at industry events, customer councils, analyst briefings, and press engagements across the region.

• Build and maintain executive relationships with CISOs, CIOs, and CTOs at the region's largest enterprises and government entities.

• Provide informed market intelligence — competitive landscape, regulatory shifts, and macroeconomic factors — back to the executive team.

Required Qualifications

• 15+ years of enterprise software or infrastructure sales experience, with at least 5 years in sales leadership roles.

• Demonstrated track record of building and scaling a multi-country LATAM sales business in network security, cybersecurity, networking, or adjacent enterprise infrastructure categories.

• Direct experience carrying and consistently exceeding regional quotas, with documented year-over-year growth.

• Proven ability to build and operate both direct enterprise sales motions and high-leverage channel ecosystems in parallel, without channel conflict.

• Experience selling to and managing relationships with CISOs and senior security buyers in financial services, telecommunications, government, energy, and large enterprise verticals.

• Fluent in English and Spanish (Portuguese a significant plus) — able to lead executive conversations, board-level presentations, and customer negotiations in all three languages.

• Deep working knowledge of the LATAM and Caribbean commercial landscape, including country-level go-to-market nuances, regulatory environments, and distribution structures.

• Operational fluency in modern sales tooling and methodology — CRM hygiene, forecasting discipline, MEDDPICC frameworks, and data-driven pipeline management.

• Bachelor's degree required; MBA or equivalent advanced degree preferred.

• Willingness to travel up to 50% across the region, including periodic travel to global headquarters.

Preferred Qualifications

• Prior experience at a high-growth network security, Zero Trust, SASE, SSE, firewall, or secure access vendor.

• Existing executive relationships across LATAM's top distributors, MSSPs, and system integrators.

• Experience selling into public sector and regulated industries across multiple LATAM countries.

Benefits

Health insurance packet for the employee and family

Mobile Phone Stipend

Fitness stipend

Traning and certification

Award Units