Softplan

LATAM Commercial Manager

Softplan

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇧🇷 Brazil

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Job Level

Mid-LevelSenior

About the role

  • Lead a sales team responsible for a portfolio of strategic accounts, ensuring recurring growth, predictability, commercial governance, and excellence in consultative selling.
  • Build and develop a strong team to conduct complex negotiations with multiple stakeholders, including C-level executives.
  • Lead and develop a team of Key Account executives in Brazil and LATAM.
  • Set targets, manage performance, conduct 1:1s, coaching, and regular follow-up rituals.
  • Raise the team's technical and consultative level, ensuring disciplined use of methodologies such as SPICED, MEDDIC, and SPIN.
  • Ensure pipeline quality, forecast accuracy, and consistent funnel execution.
  • Create and cultivate a high-performance culture focused on efficiency and commercial ownership.
  • Define and deploy the commercial strategy for large accounts across different markets, with a focus on expansion and profitability.
  • Support the team in driving complex consultative sales: deep discovery, ROI construction, business case development, negotiation, and closing.
  • Create and monitor account expansion plans (cross-sell, up-sell, new modules).
  • Navigate complex corporate structures, including procurement, legal, IT, risk, and executive leadership.
  • Collaborate with CS, Marketing, Product, and Operations to accelerate opportunities and remove bottlenecks.
  • Participate in strategic meetings and critical negotiations with enterprise clients in Brazil and LATAM.
  • Coordinate the introduction of new projects, timelines, deliverables, and commercial governance.
  • Monitor risks and anticipate actions to protect contracts, revenue, and relationship maturity.
  • Digital mindset, curiosity about new technologies, and interest in understanding how Artificial Intelligence can transform processes, experiences, and outcomes.

Requirements

  • Proven experience managing B2B sales teams, preferably in SaaS, focused on large accounts.
  • Strong track record in complex consultative sales, involving multiple stakeholders and robust purchasing processes.
  • Mastery of consultative methodologies: SPICED, MEDDIC, SPIN, Solution Selling.
  • Strong analytical skills for data interpretation, risk assessment, business case construction, and value orientation.
  • Experience with structured pipeline management, funnel management, forecasting, and commercial rituals.
  • Executive-level communication skills and experience selling high-ticket solutions to enterprise clients.
  • Knowledge of and interest in Artificial Intelligence technologies: tools, applications, and concepts.
  • Fluency in Spanish (spoken and written) — will be used daily with LATAM clients.
  • **Nice to have:**
  • Experience with international enterprise transactions.
  • Knowledge of governance, compliance, and information security typical of enterprise purchasing processes.
  • Familiarity with LATAM sales hubs and multicultural operations.
  • Intermediate English.
Benefits
  • Meal allowance / food voucher
  • Health and dental insurance
  • Home office allowance
  • Profit Sharing (PLR)
  • Setup kit voucher
  • Life insurance
  • Birthday day off
  • GoGood | Nav
  • Health and wellness promotion program
  • Partnerships and discounts

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
B2B sales managementconsultative salesSPICED methodologyMEDDIC methodologySPIN methodologySolution Sellingpipeline managementforecastingdata interpretationbusiness case construction
Soft skills
team leadershipcoachingexecutive-level communicationnegotiationanalytical skillscuriosityrelationship managementperformance managementcross-cultural communicationstrategic thinking