Commercial Account Manager, LATAM (English/Spanish)
The Role
At the heart of Apryse’s growth strategy is our ability to build strong customer relationships and continue expanding the value we deliver across our existing customer base.
As a Commercial Account Manager, LATAM, you will manage and grow a portfolio of existing commercial customers across the region. You will be responsible for strengthening customer relationships, identifying new use cases and expansion opportunities, and introducing customers to additional solutions across the Apryse portfolio.
This is a growth-focused role for someone who enjoys working across a broad customer base, uncovering opportunities through effective discovery, and moving opportunities through the sales cycle with urgency and consistency. You will partner closely with customers, regional channel partners, and internal teams to understand evolving business and technical needs, drive adoption and expansion, and maximize the value of each account.
Responsibilities
-
Manage & Grow Your Portfolio: Own a broad portfolio of commercial customers across LATAM, building strong relationships while identifying and prioritizing opportunities to expand existing software licenses and introduce additional Apryse products.
-
Drive Expansion: Proactively uncover new use cases, teams, projects, and business needs within existing accounts that create opportunities for additional revenue through upselling and cross-selling.
-
Build Pipeline: Independently generate expansion pipeline through customer conversations, account research, whitespace identification, and targeted outreach.
-
Customer Discovery: Conduct effective discovery to understand customer priorities, technical requirements, current challenges, and upcoming initiatives.
-
Solution Selling: Partner with Solution Engineers and other internal teams to connect customer needs with the appropriate Apryse solutions and clearly communicate business and technical value.
-
Account Engagement: Conduct regular customer check-ins, account reviews, and product discussions to strengthen relationships and identify opportunities for continued growth.
-
Commercial & Sales Execution: Own opportunities throughout the sales cycle, from discovery through negotiation and close, including renewals, upsells, cross-sells, and multi-year agreements. Maintain momentum, navigate objections, negotiate commercial terms, and establish clear next steps.
-
Partner Engagement: Manage partner-led opportunities and build relationships with regional resellers, distributors, and channel partners, collaborating on deal registration, customer opportunities, and commercial negotiations to drive revenue growth across LATAM.
-
Market & Customer Awareness: Develop a strong understanding of Apryse’s products, customer use cases, competitive landscape, and LATAM markets to effectively position our solutions.
-
Pipeline & Forecast Management: Maintain accurate account and opportunity information in Salesforce, consistently managing pipeline, next steps, and forecasts across a broad portfolio.
-
Cross-Functional Collaboration: Partner with Sales Engineering, Customer Success, Product, and other internal teams to provide a strong customer experience and support account growth.
-
Quota Achievement: Consistently meet or exceed revenue and expansion targets through strong pipeline generation, customer engagement, and sales execution.
Requirements
-
Experience: 5+ years of successful B2B software sales or account management experience, ideally within enterprise software, SaaS, developer tools, APIs, SDKs, or other technical software environments.
-
LATAM Sales Experience: Demonstrated experience selling B2B software into Latin American markets, with an understanding of regional business practices, procurement processes, negotiation dynamics, and relationship-building across different LATAM countries.
-
Language: Native-level Spanish and fluent English are required, with the ability to conduct business conversations, negotiations, and presentations in both languages. Portuguese is a plus.
-
Quota Achievement: Proven track record of carrying an annual individual sales quota of $1M+, with demonstrated success achieving or exceeding revenue targets.
-
Commercial Ownership: Demonstrated experience independently managing the full sales cycle, including renewals, upselling, cross-selling, negotiating commercial terms and multi-year agreements, and expanding existing customer relationships.
-
Account Portfolio Management: Experience managing a broad portfolio of commercial customers while independently generating pipeline, prioritizing high-potential opportunities, managing multiple sales cycles simultaneously, and maintaining strong forecast discipline.
-
Partner & Channel Experience: Experience working with resellers, distributors, and channel partners in LATAM, including partner-led opportunities, deal registration, and coordinating commercial negotiations.
-
Growth Mindset: Comfortable proactively prospecting within existing accounts, identifying whitespace, and creating expansion opportunities rather than relying solely on inbound customer requests.
-
Discovery: Strong ability to uncover customer needs, business challenges, technical requirements, and potential use cases through effective questioning.
-
Technical Sales Experience: Experience selling enterprise software or technical solutions, ideally including developer tools, APIs, SDKs, or similar technologies, and comfort engaging with IT, engineering, technical, and procurement stakeholders.
-
Sales Execution: Strong commercial judgment and experience maintaining momentum throughout complex sales cycles, navigating objections, negotiating effectively, and driving opportunities through close.
-
Communication: Strong written and verbal communication, presentation, negotiation, and relationship-building skills.
-
Tools: Experience with Salesforce and familiarity with sales tools such as Outreach, Sales Navigator, ZoomInfo, or similar platforms.
-
Organization: Ability to effectively prioritize and independently manage a broad portfolio of accounts, opportunities, partners, and customer relationships in a fast-paced environment.
-
Collaboration: Driven, accountable, and comfortable partnering across teams to move opportunities forward.
-
LATAM Regional Travel: Must be willing and able to travel regularly throughout Latin America for customer and partner meetings, business development activities, negotiations, and industry events. Must be able to meet applicable international travel and entry requirements.
-
Education: Bachelor’s degree or equivalent professional experience.
