Sales Director, LATAM

About the role

We're looking for an Enterprise Sales Director, LATAM, to own and scale Utila's enterprise revenue across Latin America, with a focus on key markets across Central and South America. This is a senior, high-impact role responsible for driving new logo acquisition, expanding strategic accounts, and building strong executive relationships with institutional customers across the region.

Responsibilities

• Own Utila's enterprise sales motion across Latin America, with a focus on Central and South America, driving new business, managing strategic accounts, and consistently closing high-value deals.
• Lead complex, multi-stakeholder sales cycles with C-level executives, security teams, compliance stakeholders, and technical buyers across the region.
• Build and execute a regional go-to-market strategy in collaboration with Marketing and Leadership, identifying priority markets, ideal customer profiles (ICPs), and key industry verticals throughout LATAM.
• Drive expansion in key strategic markets including Mexico, Brazil, Argentina, Colombia, and Chile, while identifying additional growth opportunities across the region.
• Develop strong executive relationships with customers and partners, positioning Utila as a long-term strategic infrastructure provider for digital asset operations.
• Work closely with Product and Product Marketing to provide market feedback, influence roadmap priorities, and refine regional messaging and positioning.
• Own pipeline forecasting and revenue targets, maintaining high standards of deal qualification, CRM hygiene, and reporting accuracy.

Requirements

• 7+ years of enterprise B2B SaaS sales experience, with a strong track record of closing complex, high-ACV deals across Latin America, particularly in Central and South America.
• Experience selling technical or infrastructure products, ideally in fintech, crypto, security, payments, or other regulated environments.
• Proven ability to navigate long sales cycles and manage multiple stakeholders across business, legal, compliance, and engineering teams.
• Strong consultative selling skills, with the ability to translate complex technology into clear business value for enterprise customers.
• Deep understanding of the LATAM market landscape, including regional business practices, buying processes, and market dynamics.
• High ownership, autonomy, and execution mindset, comfortable operating in a fast-growing startup environment.

Bonus Points

• Strong existing network within banks, fintechs, payment service providers (PSPs), exchanges, or digital asset companies across LATAM.
• Experience selling custody, wallet infrastructure, digital asset infrastructure, or payments SaaS products.
• Fluency in Spanish and English; Portuguese is a strong advantage.
• Experience working across multiple countries and cultures within the LATAM region.