[Remote] Director, Sales LATAM

Note: The job is a remote job and is open to candidates in USA. AppGate is seeking an accomplished sales leader to lead and scale their Zero Trust Network Access business across Latin America, South America, and the Caribbean. The Director of LATAM Sales will be responsible for building a high-performing sales organization while collaborating with various teams to drive revenue growth and manage complex partner ecosystems.ResponsibilitiesOwn the annual revenue plan, new-logo ACV and expansion ACV targets for the LATAM regionBuild and maintain a rigorous forecasting cadence — weekly commits, monthly QBRs, quarterly executive-grade pipeline reviews — with accuracy held to a tight toleranceDrive pipeline coverage of 6x quota across all stages, with healthy distribution by country, segment, and partner typeManage the regional sales budget, headcount plan, and operating expenses to deliver target contribution marginPartner with Finance, Legal and Revenue Operations to structure complex, multi-country commercial agreementsLead the direct sales organization covering large enterprise, manufacturing, telecommunications, government, critical infrastructure and financial services accountsPersonally engage at the C-suite and CISO level in the region's top strategic accounts to drive enterprise-wide adoptionEstablish and enforce a disciplined MEDDPICC sales methodology — qualification, opportunity management, executive briefings, and proof-of-value programsRecruit, develop, and retain top-tier enterprise sellers in priority countriesBuild account-based motions for the region's named strategic accounts in partnership with Marketing and Sales EngineeringDesign and execute the regional channel strategy across distributors, resellers, MSSPs, system integrators, and technology alliance partnersRecruit, certify, and activate net-new partners while deepening engagement with existing strategic partners to drive partner-sourced and partner-influenced revenueOwn quarterly executive partner reviews and ensure partner-sourced revenue grows as a percentage of total regional revenueGuide regional Sales Engineering team — technical pre-sales, proof-of-concept execution, and competitive displacementGuide regional Marketing investment across demand generation, field marketing, events, and partner co-marketing to fill the top of the funnelCollaborate with Customer Success and post-sale account management to drive gross and net revenue retention across the installed baseCoordinate with Product, Marketing, Engineering, and Delivery & Support to ensure regional customer needs — language, localization, regulatory, and integration — are represented in the roadmapServe as the senior executive sponsor for the region's most strategic customers and partnersRepresent the company at industry events, customer councils, analyst briefings, and press engagements across the regionBuild and maintain executive relationships with CISOs, CIOs, and CTOs at the region's largest enterprises and government entitiesProvide informed market intelligence — competitive landscape, regulatory shifts, and macroeconomic factors — back to the executive teamSkills15+ years of enterprise software or infrastructure sales experience, with at least 5 years in sales leadership rolesDemonstrated track record of building and scaling a multi-country LATAM sales business in network security, cybersecurity, networking, or adjacent enterprise infrastructure categoriesDirect experience carrying and consistently exceeding regional quotas, with documented year-over-year growthProven ability to build and operate both direct enterprise sales motions and high-leverage channel ecosystems in parallel, without channel conflictExperience selling to and managing relationships with CISOs and senior security buyers in financial services, telecommunications, government, energy, and large enterprise verticalsFluent in English and Spanish (Portuguese a significant plus) — able to lead executive conversations, board-level presentations, and customer negotiations in all three languagesDeep working knowledge of the LATAM and Caribbean commercial landscape, including country-level go-to-market nuances, regulatory environments, and distribution structuresOperational fluency in modern sales tooling and methodology — CRM hygiene, forecasting discipline, MEDDPICC frameworks, and data-driven pipeline managementBachelor's degree required; MBA or equivalent advanced degree preferredWillingness to travel up to 50% across the region, including periodic travel to global headquartersPrior experience at a high-growth network security, Zero Trust, SASE, SSE, firewall, or secure access vendorExisting executive relationships across LATAM's top distributors, MSSPs, and system integratorsExperience selling into public sector and regulated industries across multiple LATAM countriesBenefitsHealth insurance packet for the employee and familyMobile Phone StipendFitness stipendTraning and certificationAward UnitsCompany OverviewAppGate develops and provides cloud and hybrid-ready security and analytics products and services. It was founded in 2020, and is headquartered in Coral Gables, Florida, USA, with a workforce of 501-1000 employees. Its website is https://www.appgate.com/.