General Summary

As the Sales Manager for Latin America at Xirgo, you will be responsible for building and executing the regional commercial strategy, developing new enterprise opportunities, and managing existing strategic accounts across the LATAM territory. Based in Mexico, you will serve as the primary commercial leader for the region, driving revenue growth through direct sales, channel partnerships, and C-suite relationship development.

This role demands deep knowledge of the LATAM IoT, telematics, and fleet management landscape, a proven track record of closing complex technology deals in the region, and the ability to operate autonomously while collaborating closely with global teams.

Essential Functions and Responsibilities

Regional Strategy & Market Development

• Define and execute Xirgo's go-to-market strategy across Latin America, with primary focus on Mexico and expansion across the broader LATAM market.
• Identify high-potential verticals, geographies, and customer segments to prioritize market entry and share growth.
• Monitor competitive dynamics, regulatory environments, and market trends across the region to inform strategic decisions.
• Represent Xirgo at regional industry events, trade shows, and partner forums to strengthen brand presence and generate leads.

Business Development & Pipeline Management

• Identify, qualify, and develop new enterprise and mid-market opportunities across target verticals (fleet, logistics, insurance, construction, government, and others).
• Build and maintain a robust, well-qualified pipeline using CRM tools; provide accurate forecasting to senior leadership.
• Develop and execute strategic account plans for key prospects and existing customers to drive expansion and retention.
• Establish and grow a partner and reseller network to extend Xirgo's commercial reach across the region.

Sales Execution & Negotiation

• Lead the full sales cycle — from discovery and solution design to contract negotiation and deal close.
• Conduct high-impact presentations and product demonstrations tailored to stakeholder audiences (Operations, IT, Finance, C-Suite).
• Structure and negotiate complex, multi-year agreements, ensuring alignment with customer needs and Xirgo's revenue and profitability objectives.
• Own regional revenue targets and deliver consistent, predictable results quarter over quarter.

Customer Relationship Management

• Build and maintain trusted, executive-level relationships across customer organizations throughout the region.
• Act as a strategic advisor to key accounts, identifying opportunities to expand Xirgo's footprint and deliver measurable business value.
• Partner with Customer Success and Technical teams to ensure smooth post-sale implementation and high customer satisfaction.

Cross-Functional Collaboration

• Work closely with Product, Engineering, Marketing, and Finance to shape solution offerings, pricing strategies, and go-to-market approaches relevant to LATAM customers.
• Provide regional market intelligence that informs product roadmap decisions and investment priorities.
• Serve as the voice of the LATAM customer internally, advocating for region-specific requirements and opportunities.

Qualifications

Experience & Education

• 5+ years of experience in enterprise or B2B sales, with at least 3 years in a regional or territory management role covering LATAM.
• Proven experience selling IoT, telematics, SaaS, fleet management, or related technology solutions.
• Demonstrated track record of meeting or exceeding revenue targets in the Latin American market.
• Experience building and managing channel or reseller partnerships in the region is highly desirable.
• Bachelor's degree in Business, Engineering, or a related field (MBA or advanced degree is a plus).

Skills & Knowledge

• Deep knowledge of the LATAM business environment, customer expectations, procurement processes, and competitive landscape.
• Strong consultative selling skills with the ability to map technology solutions to complex business challenges.
• Excellent negotiation, contract management, and closing skills for high-value, long-cycle deals.
• Proficiency in CRM tools (Salesforce or equivalent) and standard business software (Microsoft Office suite).
• Exceptional interpersonal and communication skills; able to build trust at all levels of an organization.

Language

-       Spanish: Native or bilingual proficiency (required)

-       English: Fluent — written and spoken (required)

 Working Conditions

-       Engagement type: Independent Contractor

-       Remote work from home; must reside in Mexico (required)

-       Expected travel: 40–50% across the LATAM region

-       Reports to: Sales Director, Latam

-       No adverse or hazardous working conditions