LATAM Team Lead, Partner Sales

LATAM Team Lead, Partner Sales

Position Overview:

We are seeking an accomplished LATAM Team Lead, Partner Sales to lead Diligent's GTM execution across the region. This strategic leadership role carries dual responsibility for driving indirect revenue through partners and expanding Diligent's footprint within existing customers through cross-sell and upselling initiatives.

You will manage a team of five sales professionals across both partner management and direct sales functions to deliver sustained growth across key Latin American markets. The ideal candidate is a seasoned, hands-on leader with deep experience in SaaS enterprise sales, partner ecosystems, and customer expansion strategies.

Key Responsibilities:

• Lead and develop a high-performing team of direct and partner sales professionals across LATAM, fostering a culture of accountability, collaboration, and execution excellence.
• Own the regional revenue number, driving both partner-sourced and direct customer growth.
• Recruit, enable, and manage strategic partners (VARs, MSPs, and consulting firms) to extend market reach and enhance customer outcomes.
• Maximize customer value through targeted upsell and cross-sell initiatives within the existing Diligent customer base, in collaboration with Customer Success and Marketing.
• Drive alignment between direct sales, partner sales, and channel marketing to deliver unified go-to-market execution.
• Develop and manage regional business plans, pipeline forecasts, and performance metrics to ensure predictable and scalable growth.
• Represent Diligent as a senior leader across key customer and partner engagements, industry events, and executive meetings.
• Collaborate with global functions to ensure LATAM market needs are represented in Diligent's partner programs, product strategy, and enablement initiatives.

Qualifications and Experience:

• 10+ years of progressive experience in enterprise SaaS sales, including both direct and partner-led go-to-market models.
• Proven track record of driving revenue growth across complex, multi-country markets — ideally in GRC, cybersecurity, or enterprise software sectors.
• Demonstrated success in recruiting, managing, and enabling partners while simultaneously leading direct sales teams.
• Strong background in account expansion, cross-sell, and upsell strategies with existing enterprise customers.
• Hands-on leadership style with experience managing multilingual teams across Latin America.
• Deep understanding of LATAM market dynamics, business cultures, and enterprise buying cycles.
• Exceptional communication and influencing skills with C-level executives and channel partners.
• Proficient with CRM and analytics tools (Salesforce preferred); highly data-driven and process-oriented.
• Fluent in English and Spanish (Portuguese strongly preferred).
• Based in Latin America, with the ability to travel regionally (approx. 25–40%).

Why Diligent:

• Join the global leader in GRC SaaS, trusted by more than 25,000 organizations worldwide.
• Lead a strategic, high-impact regional sales organization with direct influence on business growth.
• Be part of a collaborative, inclusive, and innovative global culture.
• Competitive compensation, incentive programs, and career development opportunities.