Vice President of Sales, LATAM

Reports To: SVP of Sales, Americas

Location: Work remotely from home

Summary:

Shufti seeks a highly skilled and motivated VP of Sales, LATAM as an individual contributor for our fast-paced Latin America region. The candidate must have 3+ years of sales experience in the digital identity verification industry (IDV) and be familiar with AML, KYC, and KYB solutions that solve compliance, identification, and authentication business use cases. The ideal candidate would also be familiar with OCR document scanning and facial biometric technologies. The candidate must speak English and Spanish. The ideal candidate would also speak Portuguese.

The VP of Sales, LATAM must prospect within targeted accounts, engage leads generated by marketing and sales development representatives, and follow up on industry events and trade shows.

The VP of Sales, LATAM will identify and manage a robust sales pipeline of dozens of sales opportunities in various stages. Key functions include organizing internal sales-support teammates to interface with clients for demos, technical discussions, product deep dives, and eventual handoff of closed accounts for ongoing client servicing relationships. The successful candidate will perform sales discovery to diagnose clients’ business requirements and align the requirements with Shufti’s solutions. Once trained, the candidate will lead solution demonstrations to prospective clients.

The role requires strong internal and external communication skills, as well as strong verbal and written skills. Internally, you will work with marketing to target key accounts, sales engineering to build and document solutions that meet client specifications, technology teams that support sales, and the finance team to arrange client billing and invoicing. Additionally, you will work closely with the Shufti client success teams to transition some closed accounts to post-sale client service teams that handle certain clients.

Externally, the candidate will interact professionally and represent the company positively when interfacing with many different levels of clients’ organizations. The VP of Sales, LATAM will build rapport with frontline gatekeepers, organize and run discovery and specification meetings with the technical teams of prospective clients, and have the presence and acumen to represent Shufti and close business with the senior management of prospective clients.

The ideal candidate would be familiar with HubSpot or a similar CRM. The VP of Sales, LATAM must keep their sales pipeline up to date in the CRM.

Additionally, the candidate will represent the company at industry events and trade shows. Travel for events, client meetings, internal training, etc., is estimated to be less than 20%.

This position focuses on managing sales opportunities and closing business in Central and South America. The business and our sales team are growing fast and will continue to expand.

Responsibilities & Requirements:

• Digital Identity/IDV Industry Expertise:
  • Possess IDV industry knowledge of AML, KYC, and KYB solutions.
  • OCR, biometric, and know-your-investor (KYI) experience are pluses.
  • Familiarity with industry verticals, including banks, credit unions, crypto, digital money movement platforms/wallets, fintech, forex, gambling/gaming, and payment service providers (PSPs).
• Sales and Communication Skills:
  • Proven track record of successfully closing technical sales.
  • Excellent verbal and written communication skills, with the ability to explain complex technical concepts to non-technical stakeholders.
  • Ability to build rapport and trust with clients and internal stakeholders.
  • Strong presentation and negotiation skills.
  • Familiarity with the Winning by Design SPICED sales methodology is a plus.
• Sales Prospecting and Engagement:
  • Hunt and network to build a robust pipeline of sales opportunities.
  • Follow-up on sales leads from industry events, marketing campaigns, and sales development representatives (SDRs). 
• Lead Sales Discovery, Diagnostic, and Solutioning efforts to Solve Use Cases:
  • Align internal team members from product marketing, sales engineering, product, and technical teams to assemble solutions that meet clients’ business needs.
  • Prep and align internal sales support resources before client-facing meetings.
  • Orchestrate follow-up efforts across our internal support departments to close business and implement Shufti’s solutions as fast as possible.
• Closing Skills:
  • Understand sales cycles and client buying processes. For example, who controls the budget, influences buying decisions, and makes the final decision?
  • Have the professional presence necessary to ask for and close business.
  • Identify and close upsell and cross-sell opportunities.

• Additional Requirements:
  • Willingness to travel domestically and internationally (up to 20%).
  • Fluent in English. Bilingual language skills relevant to Central and South American (LATAM) markets, such as Spanish and Portuguese.
  • Self-motivated, results-oriented, and able to work independently as well as collaboratively.

Benefits:

• Competitive salary, variable compensation, and benefits package.
• Opportunity to work with cutting-edge technology in a rapidly growing industry.
• Global exposure and an opportunity to work with diverse clients.
• Professional development and career advancement opportunities.

To Apply:

Please submit your resume, cover letter, and salary expectations to [email protected].