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 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 IDÓNEO CANDIDATE:

- Professional Spanish and English for customer-facing communication and collaboration with an international team.
- 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.
- 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.
- 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.
- Strong knowledge of the Mexican B2B market, including customer behavior, decision-making processes, sales cycles, and how enterprise and mid-market companies buy technology.
- Full-cycle sales experience: outbound prospecting, qualification, discovery, demo, pilot/technical validation, proposal, negotiation, closing, and handoff.




- Experience managing different sales cycles, including mid-market deals of approximately 2–3 months and enterprise opportunities of 6–9 months or longer.
- 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.
- Proven experience building or improving a repeatable sales process, including sales stages, qualification criteria, playbooks, pipeline reviews, and forecasting.
- Strong pipeline and CRM discipline, with hands-on experience managing pipeline quality, conversion, win rate, cycle time, next steps, and forecast accuracy.
- Strong outbound and direct-sales mindset. You should know how to build qualified pipeline proactively and not rely primarily on partnerships or inbound opportunities.
- Experience setting KPIs and managing performance, including hiring, onboarding, coaching, developing strong performers, and addressing underperformance.
- Ability to work directly with senior decision-makers and C-level stakeholders in complex commercial negotiations.
- 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

- Hands-On Commercial Leader in Complex B2B Technology
- Strong Leader & Sales Coach
- 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:

[email protected]

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📌 Head of Sales LATAM – Mexico | Hands-On Sales Leadership | SaaS, CPaaS & Cloud Communications (México)
🏢 TK Recruitment
📍 México