Mission & purpose: the head of sales is responsible for designing, leading, and executing tla financial services' commercial strategy across all markets. This role oversees the full revenue generation engine — from pipeline architecture and channel development to team leadership and deal execution — ensuring that tla's growth targets are met with consistency, discipline, and a client experience befitting a premium trust infrastructure platform. As tla evolves, the head of sales is the connective tissue between the market and the company's evolving product portfolio. This role translates brand positioning into commercial traction, manages the bd team as direct reports, and partners closely with the president, head of product, coo, and director of risk & compliance to ensure that every deal closed reflects tla's standards for quality, compliance, and long-term client value. Primary responsabilities: commercial strategy & revenue ownership own tla's commercial plan across all markets, translating the annual revenue target into market-level quotas, channel priorities, and execution milestones. Design and continuously refine the go-to-market approach for each market, segmenting by client type (hnw individuals, developers, brokers, notaries, agencies) and product line (escrow, insurance, fx, future digital products). Identify and prioritize the highest-value growth opportunities within existing channels and accounts — maximizing revenue per relationship before pursuing new logos. Partner with the president to set annual and quarterly commercial targets, and build the forecasting model that makes performance visible and predictable. Stay current on market dynamics, competitive movements, and regulatory shifts that affect tla's commercial positioning in each jurisdiction. Business development team leadership & performance management lead the bd team as direct manager from day one: set individual quotas, conduct weekly pipeline reviews, run monthly 1:1s, and execute quarterly performance calibrations. Coach the team on consultative selling, relationship management, and the specific nuances of selling trust infrastructure to hnw clients and premium real estate intermediaries. Build the sales playbook: adecuado customer profile (icp) by market, discovery frameworks, objection handling, proposal standards, and closing protocols. Establish a culture of accountability, data discipline, and continuous improvement within the bd team — where pipeline hygiene and crm usage are non-negotiable. Identify skill gaps within the team and design development plans, in coordination with people & culture, to close them. Scale the team deliberately: define when and how to hire additional bds as revenue growth justifies expanded headcount. Channel development & strategic partnerships deepen relationships with tla's highest-value channel partners: luxury real estate agencies (sotheby's, bhhs,



century 21, keller williams, among others), premium developers (discovery land, four seasons, waldorf astoria, among others), and licensed notary and legal networks. Design the partnership program: tiered structure, co-marketing agreements, referral economics, and onboarding standards that make tla the default escrow partner for premium intermediaries. Identify and activate new channel opportunities — including digital-first and product-led acquisition paths in coordination with the head of product. Represent tla at industry events, developer showcases, and broker networks across active markets to strengthen brand presence and sourcing pipeline. Product portfolio sales & cross-sell execution sell the full current portfolio — core escrow as the anchor, with insurance, fx consulting, and emerging digital products as adjacent solutions — positioning each according to the client's profile and transaction context. Collaborate with the head of product to provide market feedback that shapes product roadmap priorities: what clients are asking for, what's blocking deals, and where competitors are gaining ground. Drive cross-sell discipline across the bd team: every closed deal is an opportunity to deepen the product relationship, not just complete a transaction. Develop the sales narrative for new products as they launch, translating technical and regulatory features into client-facing value propositions. Revenue operations & forecasting own the crm as the single source of commercial truth: pipeline integrity, opportunity staging, forecast accuracy, and activity tracking are the head of sales' direct responsibility. Deliver a rolling 90-day revenue forecast to the president with confidence intervals by market and product line. Build and maintain dashboards (in coordination with finance and technology) that give real-time visibility into pipeline health, quota attainment, and deal velocity. Establish a weekly commercial cadence: bd team pipeline review, deal coaching, blockers resolution, and forecast update. Track and report on unit economics by channel: cac, ltv, average deal size, and sales cycle length — using data to make prioritization decisions explicit. Compliance-aligned selling ensure that all commercial activity aligns with tla's regulatory obligations across jurisdictions: sugef (cr), texas capital bank requirements (us), aml/ofac policies, and local market regulations. Partner with the director of risk & compliance to ensure that onboarding processes,



client documentation, and deal structures meet compliance standards before contracts are executed. Train the bd team on compliance-aware selling: what to represent to clients, what requires legal or compliance review, and how to handle client requests that fall outside approved parameters. Never compromise a deal's integrity for short-term revenue — flag regulatory concerns proactively rather than post-close. Qualifications: education bachelor's degree in business administration, finance, economics, marketing, or related field (required). Mba or master's in sales leadership, business development, or strategy (preferred; substitutable by a compelling professional track record in senior commercial roles). Experience 10+ years of commercial experience, with at least 4 years in a sales leadership role (head of sales, vp sales, commercial director, or equivalent). Proven track record of building and managing high-performing bd or sales teams in financial services, fintech, proptech, or professional services environments. Experience selling to high-net-worth individuals, premium real estate developers, or luxury-segment intermediaries is a significant differentiator. Multi-market latam commercial experience required; u. S. market experience is a plus. Demonstrated ability to build commercial infrastructure from scratch: sales playbook, crm adoption, quota design, pipeline cadence. Track record of meeting or exceeding revenue targets in b2 b and b2 b2 c environments with complex, multi-stakeholder sales cycles. Experience in regulated financial environments (escrow, trust, title insurance, or similar) is highly valued. Technical skills crm mastery: salesforce, hub spot, pipedrive, or equivalent — including pipeline configuration, reporting, and forecasting. Proficiency in sales analytics and dashboarding tools (bi tools such as metabase, power bi, or equivalent). Familiarity with digital sales tools: prospecting platforms (apollo, linked in sales navigator), proposal tools, and e-signature workflows. Basic understanding of escrow, title, and trust mechanics — or demonstrated ability to learn regulated product categories quickly. Languages spanish: native or bilingual (required). English: advanced professional / fluent — written and spoken (required; u. S. market relationships, institutional partners, and internal documentation). Preferred certification in sales methodology: meddic, challenger sale, spin, or equivalent structured selling framework. Experience with product-led growth (plg) or partnership-led distribution models. Network within the luxury real estate ecosystem in latam (developers, agencies, notary networks). Experience launching commercial operations in a new market or country. Knowledge of basic regulatory frameworks for financial services in costa rica, mexico, latam

📌 Head of sales (Ciudad de México)
🏢 TLA Financial Services
📍 Ciudad de México