For our client, an international technology company specializing in cloud communications, CPaa S, contact center solutions, and customer interaction automation , we are looking for a Head of Sales LATAM, based in Mexico , who will take ownership of building a predictable, scalable, and high-performing sales organization in Mexico .

We are looking for a very hands-on commercial leader and true player-coach , someone who is equally comfortable leading and coaching a team, working directly with customers, stepping into strategic deals, and building the sales processes and discipline required to drive sustainable revenue growth .

This is not a purely strategic or high-level management role. The adecuado candidate has experience directly leading and developing a sales organization of approximately 10–15 people , stays close to the team’s day-to-day commercial activity, and actively coaches salespeople on real opportunities, negotiations, pipeline strategy, and closing.

You should be able to move seamlessly between team leadership and individual deal execution : review the pipeline in the morning, coach a salesperson through a difficult opportunity, join an executive customer meeting, challenge the deal strategy, and then work with the General Manager on forecast, conversion, and sales priorities.

The successful candidate will bring a strong combination of:

Deep understanding of the Mexican B2 B market Hands-on experience selling complex technology solutions Proven sales leadership and coaching capabilities Strong pipeline, CRM, forecasting, and performance discipline Ability to build a repeatable outbound-driven sales model Clear ownership of revenue and commercial results

Most importantly, we are looking for someone who has personally sold, managed, coached, and improved sales performance - not someone whose recent experience has been limited to managing large organizations through multiple layers of management.

The mission is clear: transform sales activity into a disciplined, measurable, and repeatable revenue engine capable of supporting sustainable growth in Mexico and further LATAM expansion.

WHAT WE’RE SEEKING IN OUR IDEAL CANDIDATE:

1. Professional Spanish and English for customer-facing communication and collaboration with an international team.

2. Proven experience leading a hands-on B2 B sales team of approximately 10–15 people , with direct involvement in team performance, coaching, pipeline, and strategic deals.

3. Strong recent personal sales experience . You must be able to demonstrate deals you personally helped move and close, not only results achieved by your team.

4. Experience selling complex B2 B technology solutions , ideally Saa S, CPaa S, cloud communications, contact center technology, enterprise software, Fin Tech , or other solutions involving integration and multi-stage decision-making.

5. Strong knowledge of the Mexican B2 B market , including customer behavior, decision-making processes, sales cycles, and how enterprise and mid-market companies buy technology.

6. Full-cycle sales experience : outbound prospecting, qualification, discovery, demo, pilot/technical validation, proposal, negotiation, closing, and handoff.

7.



Experience managing different sales cycles, including mid-market deals of approximately 2–3 months and enterprise opportunities of 6–9 months or longer .

8. Strong sales coaching skills . You should be able to review real opportunities with the team, identify what is blocking a deal, improve deal strategy, and help salespeople close more effectively.

9. Proven experience building or improving a repeatable sales process, including sales stages, qualification criteria, playbooks, pipeline reviews, and forecasting .

10. Strong pipeline and CRM discipline , with hands-on experience managing pipeline quality, conversion, win rate, cycle time, next steps, and forecast accuracy.

11. Strong outbound and direct-sales mindset . You should know how to build qualified pipeline proactively and not rely primarily on partnerships or inbound opportunities.

12. Experience setting KPIs and managing performance , including hiring, onboarding, coaching, developing strong performers, and addressing underperformance.

13. Ability to work directly with senior decision-makers and C-level stakeholders in complex commercial negotiations.

14. High ownership, independence, and accountability, with the ability to identify problems, make decisions, and take responsibility for commercial results.

MAIN JOB FUNCTIONS:

In this role, you will be a very hands-on Head of Sales responsible for building a predictable sales engine in Mexico while directly leading, coaching, and developing the commercial team.

a) Lead, Coach & Develop the Sales Team

Directly manage a hands-on commercial team of approximately 10–15 people , including Sales Managers / Account Executives, BDRs / SDRs, and Account Management roles.

You will stay close to the team and actively: Coach salespeople on real opportunities, Join deal reviews and customer meetings, Improve discovery, qualification, negotiation, and closing skills

Set clear KPIs and performance expectations, Conduct regular 1:1s and sales reviews, Hire and onboard new team members, Develop strong performers and address underperformance.

b) Stay Hands-On in Sales

Personally participate in strategic and complex opportunities.

You should be comfortable joining a difficult deal, identifying what is blocking it, helping the salesperson define the right strategy, engaging with key decision-makers, and supporting negotiations, without taking ownership of the opportunity away from the sales manager .

We are looking for someone who can demonstrate recent personal involvement in closing B2 B technology deals , not only results achieved by their team.

c) Own Revenue, Pipeline & Forecast

Take responsibility for: Revenue growth, Qualified pipeline, Pipeline quality and coverage, Conversion rates, Sales cycle, Win rate, Forecast accuracy, Closed-won performance, Ensure the CRM contains real,



qualified opportunities with clear use cases, stakeholders, next steps, budgets, and expected closing dates.

d) Build a Repeatable Sales Model

Create and continuously improve a structured full-cycle sales process:

Standardize sales stages, qualification criteria, playbooks, deal-management practices, and reporting across the team.

e) Strengthen Outbound & ICP Strategy

Define the right: Industries and customer segments, ICP and target accounts, Use cases and customer pain points, Buying triggers, Decision-makers, Commercial messaging, Build a strong direct and outbound-driven sales motion focused on qualified opportunities rather than activity for activity’s sake.

f) Improve Conversion & Sales Velocity

Identify where deals are getting stuck or being lost and take concrete action to improve sales cycle

g) Own CRM & Sales Discipline

Establish strong operational discipline through: Weekly pipeline reviews, Forecast reviews

CRM hygiene, Clear next steps for every opportunity, Sales dashboards, Performance reporting

Build a forecast that the General Manager and leadership team can confidently rely on.

h) Partner with the General Manager, Marketing & Product

Work closely with the General Manager on sales priorities, pipeline, forecast, team performance, and blockers.

Collaborate with Marketing on ICP, lead quality, campaigns, messaging, and events, and provide Product / Technical teams with structured feedback from customers regarding use cases, integrations, product gaps, and commercial blockers.

WHY JOIN THIS TEAM:

· The company offers a highly competitive senior-level compensation package , combining a strong fixed salary with a significant performance-based bonus structure.

· Join a strong, professional, supportive, and international team where people collaborate closely, share expertise, and work toward common business goals.

· Enjoy a hybrid working model in Mexico City .

· Play a key role in strengthening the company's presence in Mexico and creating a commercial model that can support further growth across LATAM .

· If you enjoy being a player-coach , this role gives you the opportunity to lead a team while remaining involved in customers, strategic deals, negotiations, and closing.

· Partner closely with the General Manager and company leadership , with direct visibility into business priorities and the opportunity to influence important commercial decisions.

THREE KEYS TO SUCCESS

1. Hands-On Commercial Leader in Complex B2 B Technology

2. Strong Leader & Sales Coach

3. Repeatable Sales System Builder

If you recognize yourself in this description and are excited about the opportunity to build a predictable, scalable B2 B technology sales organization in Mexico and contribute to LATAM growth , we would be happy to receive your application:

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📌 Head of sales latam - mexico | hands-on sales leadership | saas, cpaas & cloud communications (México)
🏢 TK Recruitment
📍 México