About the company
This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Commercial Account Manager based in the United States.
Responsibilities
- Own a broad portfolio of commercial customers across Latin America, strengthening relationships and identifying opportunities to expand software licenses and introduce additional solutions.
- Proactively uncover new use cases, business units, projects, and customer requirements that create opportunities for upselling and cross-selling.
- Independently develop expansion opportunities through customer conversations, account research, targeted outreach, and identification of untapped potential within existing accounts.
- Conduct structured discovery conversations to understand business priorities, technical requirements, operational challenges, and upcoming initiatives.
- Partner with Sales Engineers and other internal specialists to align customer needs with appropriate solutions and communicate their technical and commercial value.
- Conduct regular check-ins, account reviews, and product discussions to improve relationships, support adoption, and identify opportunities for continued growth.
- Manage opportunities from discovery through negotiation and closing, including renewals, upsells, cross-sells, and multi-year agreements.
- Collaborate with regional resellers, distributors, and channel partners on deal registration, customer opportunities, and commercial negotiations to increase revenue across Latin America.
- Develop a strong understanding of the product portfolio, customer use cases, competitive landscape, and regional market dynamics to position solutions effectively.
- Use Salesforce to manage account information, track opportunities, document next steps, and maintain reliable pipeline and revenue forecasts.
- Work closely with Sales Engineering, Customer Success, Product, and other internal stakeholders to deliver a strong customer experience and support account growth.
- Consistently meet or exceed individual revenue and expansion quotas through disciplined pipeline generation, customer engagement, and effective sales execution.
- Visit customers and partners regularly for business development, meetings, negotiations, and industry events, while meeting applicable international travel and entry requirements.
Requirements
- At least 5 years of successful B2B software sales or account management experience, ideally in enterprise software, SaaS, developer tools, APIs, SDKs, or other technical software environments.
- Demonstrated experience selling B2B software in Latin American markets, with an understanding of regional business practices, procurement processes, negotiation styles, and relationship-building across different countries.
- Native-level Spanish and fluent English are required, including the ability to conduct business discussions, presentations, and negotiations in both languages. Portuguese proficiency is an advantage.
- Proven track record of carrying an individual annual sales quota of $1 million or more, with demonstrated success in meeting or exceeding revenue targets.
- Experience independently managing renewals, upselling, cross-selling, commercial negotiations, multi-year agreements, and account expansion from initial discovery through closing.
- Ability to manage a broad customer portfolio, prioritize high-potential accounts, run multiple sales cycles simultaneously, generate pipeline independently, and maintain disciplined forecasting.
- Familiarity with LATAM resellers, distributors, and channel partners, including partner-led opportunities, deal registration, and coordinated commercial negotiations.
- Comfortable identifying untapped opportunities, conducting targeted outreach, and creating expansion demand rather than relying solely on inbound customer requests.
- Strong questioning and listening skills, with the ability to uncover customer challenges, technical requirements, business priorities, and potential use cases.
- Experience selling enterprise software or technical solutions, preferably developer tools, APIs, SDKs, or comparable technologies. Comfort engaging with IT, engineering, technical, and procurement stakeholders is essential.
- Strong business judgment and commercial execution skills.