Commercial Account Manager

Accountabilities: Manage and grow customer accounts: Own a broad portfolio of commercial customers across Latin America, strengthening relationships and identifying opportunities to expand software licenses and introduce additional solutions. Drive account expansion: Proactively uncover new use cases, business units, projects, and customer requirements that create opportunities for upselling and cross-selling. Generate pipeline: Independently develop expansion opportunities through customer conversations, account research, targeted outreach, and identification of untapped potential within existing accounts. Lead customer discovery: Conduct structured discovery conversations to understand business priorities, technical requirements, operational challenges, and upcoming initiatives. Deliver consultative solution selling: Partner with Sales Engineers and other internal specialists to align customer needs with appropriate solutions and communicate their technical and commercial value. Strengthen customer engagement: Conduct regular check-ins, account reviews, and product discussions to improve relationships, support adoption, and identify opportunities for continued growth. Own the sales cycle: Manage opportunities from discovery through negotiation and closing, including renewals, upsells, cross-sells, and multi-year agreements. Maintain momentum, address objections, negotiate commercial terms, and establish clear next steps. Develop channel partnerships: Collaborate with regional resellers, distributors, and channel partners on deal registration, customer opportunities, and commercial negotiations to increase revenue across Latin America. Build market expertise: Develop a strong understanding of the product portfolio, customer use cases, competitive landscape, and regional market dynamics to position solutions effectively. Maintain accurate sales forecasts: Use Salesforce to manage account information, track opportunities, document next steps, and maintain reliable pipeline and revenue forecasts. Collaborate across teams: Work closely with Sales Engineering, Customer Success, Product, and other internal stakeholders to deliver a strong customer experience and support account growth. Achieve revenue objectives: Consistently meet or exceed individual revenue and expansion quotas through disciplined pipeline generation, customer engagement, and effective sales execution. Travel across LATAM: Visit customers and partners regularly for business development, meetings, negotiations, and industry events, while meeting applicable international travel and entry requirements. Requirements Professional experience: 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. LATAM market expertise: 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. Language proficiency: 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. Sales performance: Proven track record of carrying an individual annual sales quota of $1 million or more, with demonstrated success in meeting or exceeding revenue targets. Full-cycle sales ownership: Experience independently managing renewals, upselling, cross-selling, commercial negotiations, multi-year agreements, and account expansion from initial discovery through closing. Portfolio management: Ability to manage a broad customer portfolio, prioritize high-potential accounts, run multiple sales cycles simultaneously, generate pipeline independently, and maintain disciplined forecasting. Channel and partner experience: Familiarity with LATAM resellers, distributors, and channel partners, including partner-led opportunities, deal registration, and coordinated commercial negotiations. Proactive growth mindset: Comfortable identifying untapped opportunities, conducting targeted outreach, and creating expansion demand rather than relying solely on inbound customer requests. Discovery and consultative selling: Strong questioning and listening skills, with the ability to uncover customer challenges, technical requirements, business priorities, and potential use cases. Technical sales knowledge: 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. Commercial execution: Strong business judgment and the ability to navigate objections, negotiate effectively, maintain deal momentum, and close opportunities. Communication and relationship management: Excellent written and verbal communication, presentation, negotiation, and customer relationship-building skills. Sales technology: Experience using Salesforce and familiarity with tools such as Outreach, Sales Navigator, ZoomInfo, or similar platforms. Organization and accountability: Ability to independently prioritize and manage multiple accounts, sales opportunities, partners, and customer relationships in a fast-paced environment. Cross-functional collaboration: A proactive, accountable approach and the ability to work effectively with colleagues across different teams. Regional travel: Willingness and ability to travel regularly throughout Latin America for customer and partner engagements, business development, negotiations, and industry events. Education: A bachelor’s degree or equivalent professional experience. Location eligibility: Must reside in an eligible U.S. state. Priority locations include Boston, Massachusetts; Denver, Colorado; and Charlotte, North Carolina. Other eligible states are Arizona, Colorado, Florida, Georgia, Maine, Maryland, Massachusetts, New Hampshire, New Jersey, New York, North Carolina, Ohio, Pennsylvania, South Carolina, Tennessee, Texas, Utah, and Virginia. Benefits Compensation: $150,000–$170,000 in total compensation or on-target earnings, depending on experience and qualifications. The upper end of the range is intended for candidates whose experience strongly aligns with the senior expectations of the role. Uncapped commissions: Commission structure with no stated earnings cap, providing the opportunity to increase compensation through sales performance. Healthcare coverage: Comprehensive medical, dental, and vision benefits for employees and their families, including company-paid offerings. Paid time off: Generous paid time off to support rest, flexibility, and work-life balance. Remote work: Work remotely from an eligible U.S. state. Home office support: Recurring annual work-from-home allowance to help cover home office equipment and setup needs. Technology flexibility: Choice of Windows or Mac hardware, allowing you to work with your preferred equipment. Learning and development: Ongoing support for professional learning and skill development. Career growth: Opportunities to develop your expertise and pursue long-term career advancement. Autonomy and ownership: An entrepreneurial, highly autonomous working environment that encourages initiative and accountability. Collaborative culture: A diverse and inclusive team environment that values collaboration, shared learning, and different perspectives.