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Regional Sales Manager, Latin America (LATAM)

Metabase Q

Metabase Q

Sales & Business Development
Ecuador · Remote
Posted on Wednesday, June 12, 2024

At Metabase Q we are building a future where digital safety is a reality. We are the leading cybersecurity company in Latin America. We created, Batuta, the world’s first Command and Control Cyber Defense Platform which enables companies to gain complete visibility and control over their security, reducing noise and optimizing the time spent for both IT and cyber security teams. We are looking for passionate and innovative minds to join our mission of freeing up customer’s most valuable resource, their time. We are looking for a seasoned Regional Sales Manager to join our sales team. This is a hunter role who will be managing an assigned territory in Latin America. The ideal candidate will have a deep understanding of the region, cold prospecting techniques, account management, excellent communication skills, and a proven track record of negotiating SaaS contracts from beginning to end.

Location: Latin America Remote

The ideal candidate will have the following skillset:

  • Hunter Mindset: Disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage cold prospecting techniques, marketing field events, reseller and customer referrals.
  • Fast Qualifier: Ability to uncover / discover customer problems and pains in real-time.
  • Value-Driven Communicator: Ability to present and demonstrate the value of our SaaS platform and link them to the customer’s pain points and ROI for the stakeholders of the company.
  • Pipeline Predictor: Ability to execute a structured territory plan to capture new logos and report them with clarity and consistency on a weekly basis through our CRM system.
  • Knowledge Retention: Ability to acquire valuable intel and projects from customers to tailor our solution to their strategic company objectives.
  • Influencer: Ability to guide cross-functional teams as well as external customers to follow a certain sales process and contract/term negotiations.
  • Go-Getter Attitude: Ability to adapt and lead an early-stage environment without all the resources/teams available to move the needle in our growth trajectory.
  • Territory Planner: Acquiring new logos for the company in your assigned territory. The primary focus is fostering strong relationships with customers, understanding their security needs, and aligning the company's cybersecurity SaaS platform to effectively meet those needs.
  • Manage the entire sales cycle and technical evaluation with the help of an assigned Sales Engineer to ensure customer value during the POC process.
  • Empathetic Collaborator: Gain understanding from all other departments including Production, Sales Engineering, Marketing, Customer Success, Global Alliances and Executive Team.

The Role:

  • Sell Metabase Q’s security solutions to your assigned territory with the objective to overachieve new annual recurring revenue and new logos.
  • Account experience with enterprise organizations with more than 2500 employees from initial cold/warm prospecting through negotiating final contracts and upselling throughout the year.
  • Work with the Account Manager to ensure timely closure of renewals.
  • Pipeline Hygiene: manage deal cycle via and progress accurately through our CRM system Hubspot.
  • Lead internal communication for your assigned territory which includes Sales Engineering, Field Marketing and Executive team to ensure appropriate prioritization to close new logos and new ARR.

Must Haves:

  • Hunter with a minimum of 5 years of software sales experience selling direct to customer and through channel partners. Cold prospecting, closing new logos and growing overall annual recurring revenue for the company.
  • Ability to adapt to multicultural environments due our diverse customer base in the Americas more specifically in Latin America.
  • Spanish and English (professional proficiency) is required (Portuguese is a plus).
  • Negotiator with mid-market enterprises and in complex sales cycles.
  • Overperformer with consistent track record of over-exceeding quota/revenue targets.
  • Technically savvy with cybersecurity terminology and market trends.
  • Experience selling subscription based software/SaaS to CISOs, IT leadership and security analysts.
  • Start-up experience: Success at an early-stage company with new market presence and a limited resources-build territory including: channel, tech partners, initial customer wins, etc.
  • Bachelor's degree or equivalent work experience required (Master’s is a plus).

At our company, we value talent, dedication, and passion for providing exceptional service to our clients. If you are a seasoned sales professional looking for a dynamic and fast-changing environment where you can make a real difference, this is the place for you.

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