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 ideal candidate has experience
directly leading and developing a sales organization of approximately ***** 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 ADECUADO 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 ***** 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 ***** 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 (Xico)
🏢 TK Recruitment
📍 Xico