for our client, an international technology company specializing in cloud communications, cpaas, 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 b2b 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 b2b 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 b2b technology solutions , ideally saas, cpaas, cloud communications, contact center technology, enterprise software, fintech , or other solutions involving integration and multi-stage decision-making.

5. strong knowledge of the mexican b2b 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 b2b 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 b2b 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 b2b 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 (Ciudad de México)
🏢 TK Recruitment
📍 Ciudad de México