Enterprise Account Executive - Latam

Overview

This is more than a job. It’s a chance to build, grow, and make a real impact! Join our team as our new Enterprise Account Executive!

Axway is seeking a high-performing Enterprise Account Executive to drive growth across the LATAM region, with a strong focus on Brazil and Spanish-speaking markets. This role will be responsible for managing complex enterprise sales cycles, expanding strategic accounts, and generating new business across multiple industries.

The ideal candidate is a trilingual sales professional (English, Portuguese, Spanish) with a proven track record of exceeding quota in enterprise B2B SaaS sales, particularly within integration, API, MFT, or cloud ecosystems.

Location: São Paulo, Brazil

Hybrid:2 Days onsite per Week (Minimum)

Responsibilities

Enterprise Sales & Territory Management

• Own and drive enterprise sales across LATAM, with primary focus on Brazil and expansion into Spanish-speaking markets
• Develop and execute territory plans to identify, engage, and close new business opportunities
• Manage and grow a pipeline of strategic accounts across multiple verticals (Banking/FSI, Retail, Manufacturing, Public Sector, etc.)

Complex Sales Execution

• Lead end-to-end sales cycles (6–12+ months) involving multiple stakeholders, including C-level executives
• Position Axway’s API Management, MFT, and Cloud solutions within complex IT and digital transformation initiatives
• Navigate multi-solution sales motions and align offerings to customer business outcomes

Relationship Management & Stakeholder Engagement

• Build trusted relationships with executive decision-makers and technical stakeholders
• Act as a strategic advisor to clients, understanding regional market dynamics and business challenges
• Collaborate closely with Presales, Marketing, Customer Success, and Partner teams to drive deal success

Pipeline Development & Market Expansion

• Leverage existing networks and develop new relationships to build a strong LATAM pipeline
• Identify whitespace opportunities within existing accounts and drive upsell and cross-sell initiatives
• Stay informed on regional trends, competitors, and customer needs to refine sales strategy

Performance & Forecasting

• Consistently meet and exceed quarterly and annual revenue targets
• Maintain accurate forecasting and pipeline management within CRM systems
• Track performance against key metrics, including pipeline growth, deal velocity, and win rates

Qualifications

Required Experience

• 7–10+ years of enterprise B2B SaaS sales experience
• Proven success in selling complex integration software solutions
• Strong experience managing multi-country LATAM territories, including Brazil and Spanish-speaking markets
• Demonstrated ability to close large, strategic deals with long sales cycles
• Strong business acumen with the ability to connect technology solutions to business value and ROI
• Experience selling into multiple verticals (FSI, Healthcare, Manufacturing, Retail, Public Sector, etc.)
• Excellent communication, negotiation, and executive presentation skills
• Self-driven, entrepreneurial mindset with the ability to operate in a global, matrixed organization

Language Requirements

• Fluent in English, Portuguese, and Spanish (required)

Preferred Experience

• Experience with Axway or competing platforms (e.g., MuleSoft, IBM, Boomi, Software AG, etc.)
• Experience with industry SaaS solutions (API, MFT, integration, cloud, or similar)
• Familiarity with LATAM partner ecosystems and channel sales models
• Experience supporting digital transformation and cloud migration initiatives

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Company Overview

Axway has been shaping the future of enterprise integration for over 25 years. We are recognized as global industry leaders, helping organizations drive digital transformation with secure, mission-critical software that powers impactful business outcomes. 

As part of 74Software, we're backed by a group of leading software companies delivering mission-critical solutions worldwide. Our focus is on delivering long-term value, leveraging cutting-edge technology, and fostering strong client partnerships. Join us and be part of a collaborative, forward-thinking team shaping the future of enterprise integration solutions. 

Why Axway? 

At Axway, we believe we're better together. We celebrate diverse perspectives and experiences, knowing our people are our greatest strength. Join us and be part of a team where you can thrive, grow, and make an impact. 

We offer benefits that support your health, growth, and lifestyle, so you can thrive at work and beyond, including health coverage, retirement plans, paid time off, flexible work, career development, competitive pay, and global culture perks. 

Equal Opportunity Employer

We are committed to providing equal opportunities and ensuring a fair and inclusive recruitment process. We do not discriminate on the basis of age, disability, gender, sexual orientation, race, religion, or any other protected characteristic.