Head of Growth / Business Development Lead

We are a global IT service company based in Uruguay, serving humans like humans. Our main focus is on providing staffing and delivery team services to companies seeking a strategic partner for their products and services. Our mission is to revolutionize people’s lives through work, individually improving their world and our ecosystem.

In 2019, 2020, and 2021, we received the award for being one of the best B2B development companies in Latin America by Clutch and we are ranked number 10 on the list of companies in Argentina by The Manifest. We are also verified as a service provider in Latin America by the Inter-American Development Bank (BID) and we are partners with CUTI.

We value people who are collaborative, curious, results-driven, and take ownership. We embrace individuals who want to be themselves, have daily flexibility, grow, learn, and make a difference wherever the opportunity presents itself.

We are looking for someone to lead the generation of new business opportunities and business growth, with a focus on consultative sales for staff augmentation services, custom software development, and the commercialization and distribution of a SaaS product. This role has a strong focus on end-to-end ownership of the sales cycle, from pipeline generation to closing, including prospecting, discovery, demos, pricing, proposal drafting, negotiation, and opportunity follow-up. We are not looking for a profile oriented solely toward networking or institutional representation. We are looking for an individual with business acumen, autonomy, and a real capability to transform conversations into concrete business opportunities.

Lead the generation of new business opportunities for:

• IT staff augmentation services

• Custom software development projects

• Commercialization of a B2B SaaS product

• Carry out the sales process end-to-end: prospecting, discovery, demos, proposal preparation, pricing, negotiation, closing, and initial post-closing follow-up.

• Identify and prospect target accounts in Uruguay and international markets, especially LATAM and the United States.

• Understand the client's actual pain points and translate them into a concrete value proposition, avoiding generic or excessively broad approaches.

• Design and execute acquisition strategies together with marketing, including outbound, inbound, or hybrid initiatives.

• Actively participate in defining pricing, commercial proposals, and business models.

• Lead sales meetings, discovery calls, and demos with potential clients.

• Prioritize opportunities with the highest closing potential and economic impact.

• Keep the CRM updated and organized, providing real visibility into the pipeline, next steps, decision-makers, timing, and the status of each opportunity.

• Collaborate with founders, marketing, and the technical team to define the right approach for campaigns, demos, materials, and proposals.

• Support benchmarks, competitive analysis, and the definition of go-to-market strategies, ensuring actionable outputs for business, marketing, and product.

• Propose concrete actions to correct commercial deviations and improve the department's performance.

We expect someone with real ownership of the sales process, who does not depend on constant validation from the founders to advance day-to-day. We need someone who:

• Knows how to sell complex and consultative services

• Understands how to sell staff augmentation and software development

• Can also commercialize a SaaS product

• Has the criteria to prioritize real opportunities

• Converts strategy into concrete action

• Works with a focus on revenue and not just activity

Some reference indicators for the role:

• Qualified opportunities generated per month

• Demos and meetings with the right buyer persona

• Proposals sent

• Conversion rate between pipeline stages

• New closed clients

• Revenue generated

• Pipeline advancement speed

• CRM quality and updates

• Contribution to the acquisition strategy and commercial performance of campaigns

• 4+ years of experience in tech-related B2B commercial roles.

• Experience in consultative sales for staff augmentation and/or software development.

• Experience managing the sales cycle end-to-end, from prospecting to closing.

• Experience commercializing and/or distributing SaaS products.

• Experience participating in the definition of pricing, commercial proposals, and business models.

• Experience collaborating with marketing on acquisition strategies, whether outbound, inbound, or hybrid.

• Advanced English.

• Experience selling automation solutions, AI, or enterprise software.

• Commercial experience in the United States or LATAM.

• Experience working with buyer personas such as CTO, COO, Head of Engineering, HR Director, Talent Acquisition Lead, or Operations Manager.

• Experience executing outbound campaigns with tools such as Apollo, LinkedIn, or email outreach.

• Competitive salaries throughout LATAM (USD).

• Hybrid work from Montevideo

• Opportunity to join a collaborative and fast-growing global team.

• Daily interaction and close collaboration with international teams, including the US.

• A role with high visibility and ownership, where your work directly impacts the business.