Director, Region Sales

Role Overview

• Own annual and quarterly ARR targets across all segments and delivery models
• Lead and coach the local sales team across both high-velocity (SMB) and complex enterprise sales cycles
• Drive direct enterprise relationships while enabling channel-led coverage for SMB and mid-market
• Align marketing activities (channel and end-user) with the overall GTM motion
• Build and scale a tiered partner ecosystem including VARs, MSPs, MSSPs, telcos, and cloud distributors
• Enable partners to sell and deliver across subscription, SaaS, and managed service models
• Develop service-provider and white-label agreements for BDR/DR-as-a-Service offerings
• Define and execute distribution strategy and co-sell motions with key partners
• Drive partner performance across revenue contribution, pipeline generation, and enablement metrics
• Hire, develop, and lead local teams across sales, presales, customer success, and marketing
• Own country-level OpEx, headcount planning, and forecasting
• Ensure strong CRM discipline and reporting across pipeline, forecast, and performance metrics
• Monitor and navigate the regulatory landscape (LFPDPPP, NOM, CNBV, IMSS/SAT data mandates)
• Track competitive dynamics across subscription, SaaS, and managed service models
• Represent the company at key industry events
• Provide ongoing market and competitive intelligence
• Ensure effective onboarding, adoption, and renewal processes across all delivery formats
• Drive NRR ≥ 110% through upsell, cross-sell, and service expansion
• Guide customers through transitions between delivery models (e.g., subscription to SaaS)
• Build and maintain executive relationships with strategic accounts

Requirements

• 8–15 years of experience in B2B technology sales, including leadership roles at country or regional level
• Proven ability to manage and sell across SMB, mid-market, and enterprise segments simultaneously
• Experience with at least two of the following: subscription licensing, SaaS, or managed/service-provider models
• Strong background in cybersecurity, data protection, or backup/recovery solutions
• Deep knowledge of the Mexican IT channel ecosystem (distributors, VARs, MSPs, MSSPs, telcos)
• Established network within the CISO and IT leadership community in Mexico
• Proven ability to build and scale high-performing local teams across different sales motions
• Entrepreneurial mindset with strong ownership and decision-making capabilities
• Executive presence with experience engaging C-level stakeholders and boards
• Strong forecasting discipline and experience with CRM tools (Salesforce, HubSpot)
• Native or near-native Spanish and professional English.

Tech Stack

• Cloud
• Cyber Security

Benefits

• Onboarding kit
• Company cellphone
• Paid home Internet (through modem)
• Coffee & snacks at the office
• Car allowance
• Health insurance for employee and immediate family group
• Life insurance