Sales Director

About the Role

We're looking for an experienced and strategic Sales Director to accelerate VTEX's growth in the Mexican enterprise market. This is a senior individual contributor role responsible for originating, developing, and closing high-value, complex enterprise opportunities with some of the country's leading retailers, brands, manufacturers, and distributors.

As a Sales Director, you will operate with a high degree of autonomy, owning the end-to-end sales strategy for your accounts, from identifying strategic opportunities and building executive relationships to structuring complex commercial proposals and leading high-stakes negotiations.

Beyond delivering your individual revenue targets, you will play a key role in shaping VTEX's enterprise sales approach in Mexico, influencing strategic account priorities, navigating competitive environments, and positioning VTEX as a long-term technology partner.

You will collaborate closely with Solution Engineers, Marketing, and Global Leadership, acting as a trusted advisor to senior executives and driving business outcomes through a consultative, value-based sales approach.

What you will do

• Own strategic enterprise opportunities: Independently lead the entire sales cycle for high-value, complex enterprise accounts, from strategic prospecting and opportunity creation through commercial negotiations and contract signature.
• Drive strategic account development: Identify and prioritize high-potential enterprise accounts, develop comprehensive account penetration strategies, and proactively build a sustainable pipeline of strategic opportunities.
• Lead complex sales engagements: Navigate complex, multi-stakeholder sales cycles involving C-level executives, procurement teams, IT leadership, and business decision-makers, aligning diverse interests to drive successful outcomes.
• Build executive-level relationships: Establish and maintain trusted relationships with senior business and technology leaders, positioning VTEX as a strategic partner in their digital commerce transformation.
• Shape commercial strategies and negotiations: Independently develop business cases, pricing approaches, and commercial proposals for complex enterprise opportunities, balancing customer needs, competitive dynamics, profitability, and VTEX's long-term business objectives.
• Influence strategic business decisions: Lead consultative discussions with executive stakeholders, challenge existing assumptions, and articulate the financial, operational, and strategic value of VTEX's solutions.
• Navigate competitive and complex environments: Develop differentiated positioning strategies against major enterprise commerce platforms, addressing sophisticated technical, financial, and organizational challenges.
• Orchestrate cross-functional teams: Align with Solution Engineers, Commerce Engineers, Solution Architects, Marketing, and Global teams to build compelling solutions and advance strategic opportunities.
• Contribute to market strategy: Provide market intelligence, competitive insights, and customer feedback to influence VTEX's commercial priorities, go-to-market initiatives, and enterprise positioning in Mexico.
• Own revenue performance and forecasting: Take full accountability for ambitious individual revenue targets, strategic pipeline development, deal progression, and accurate forecasting, proactively identifying risks and defining mitigation strategies.
• Elevate sales excellence: Share expertise, best practices, and strategic insights with peers, contributing to the development of stronger enterprise sales capabilities across the organization.
• Leverage AI and technology: Proactively use AI and sales technologies to improve account intelligence, prospecting effectiveness, commercial analysis, and overall sales productivity.

Who you are

• You are based in Mexico City and willing to attend the office 4 days per week.
• You bring 10+ years of experience in enterprise technology sales , with a strong track record in complex SaaS or enterprise software environments.
• You have demonstrated success independently originating, managing, and closing large, strategic enterprise deals involving multiple stakeholders, extended sales cycles, and sophisticated commercial negotiations.
• You have extensive experience selling Digital Commerce SaaS, ERP, Marketing Technology, OMS, Marketplace, or comparable enterprise technology solutions.
• You have a consistent track record of exceeding ambitious revenue targets and driving significant business impact through strategic account development.
• You are highly autonomous, with the judgment and business acumen to define priorities, make complex commercial decisions, and manage competing demands with limited oversight.
• You have strong executive presence and proven experience building relationships, influencing decisions, and negotiating with C-level stakeholders in large enterprise organizations.
• You demonstrate exceptional strategic thinking, combining a deep understanding of customer business models, industry dynamics, and competitive environments to develop differentiated sales strategies.
• You possess advanced negotiation skills and are comfortable navigating complex pricing discussions, contractual structures, procurement processes, and high-stakes commercial situations.
• You excel at solving ambiguous, multifaceted business challenges, identifying creative solutions while balancing customer expectations and company objectives.
• You have demonstrated the ability to influence and align cross-functional teams and senior stakeholders without direct authority.
• You are highly disciplined in managing strategic pipelines, forecasting revenue, and using data to inform commercial decisions.
• Experience with Salesforce, HubSpot, or similar sales technologies is preferred.
• Experience selling into Retail, Consumer Goods, Manufacturing, or Distribution is a strong plus.
• You are willing to travel for strategic customer meetings, executive engagements, and industry events.
• You have an AI-driven mindset, actively exploring new technologies and continuously improving how you work.

Benefits

• Health Insurance (Gastos Mayores with Seguros Atlas and Gastos Menores with Integra Salud)
• Dental Insurance (Dentegra)
• Life Insurance (Seguros Atlas)
• Meal Allowance of MXN 3,850 monthly (UP Sí Vale)
• Supermarket Voucher of 10% of the base salary with a limit of MXN 8,000 monthly (UP Sí Vale)

About VTEX

VTEX (NYSE: VTEX) is the composable and complete commerce platform that delivers more efficiency and less maintenance to organizations seeking to make smarter IT investments and modernize their tech stack. Through our pragmatic composability approach, we empower brands, distributors, and retailers with unparalleled flexibility and comprehensive solutions, enabling them to invest solely in what provides a clear business advantage and boosts profitability. VTEX is trusted by 2.400 global B2C and B2B customers, including Carrefour, Colgate, Motorola, Sony, Stanley Black & Decker, and Whirlpool, having 3.400 active online stores across 43 countries (as of FY ended on December 31, 2024).

Founded in the year 2000, VTEX has a history of being unstoppable. Completely against the odds, VTEX is leading a high-tech industry and positioned above market giants. We are building an extraordinary future with more than 1,300 employees scattered across 25 locations in 16 countries in Latin America, North America, Europe, and Asia. For more information, visit www.vtex.com .

At VTEX, you will work in a challenge-driven environment and collaborate with amazing peers. If you are powerful individually, join us, and we will be unstoppable together.