But what makes us different is how we work: we believe great work happens in an environment where you're trusted, heard, and supported. With teams globally, we're building a workplace culture that values collaboration and integrity as much as innovation. If you're looking to advance your career with a company that invests in its people, this is it.
This is a hunting role with a channel engine behind it. As a Mid-Market Account Executive for LATAM, you'll own a territory end to end — building pipeline you create yourself, closing complex technical deals, and growing revenue through distributors, VARs, and strategic partners across multiple countries and buying cultures.
You'll sell a sophisticated, mission-critical solution, which means you won't win alone. Success comes from running your territory like an owner while orchestrating sales engineers, channel managers, marketing, and partners around each opportunity. If you thrive on opening doors, earning trust quickly, and moving deals forward through a network of relationships, this role is built for you.
What You'll Do
Own your territory like a founder. Build self-sourced pipeline through outbound prospecting across phone, email, LinkedIn, and partner introductions — rather than waiting for leads to come to you.
Sell through the channel, not just alongside it. Build joint plans with distributors, VARs, and strategic partners, and give them clear reasons to bring you into deals early.
Run the full sales cycle. Lead discovery calls, coordinate demos with sales engineers, navigate negotiation, and close mid-market deals with technical and executive buyers.
Build durable relationships. Earn trust with customers, partners, SEs, and internal teams; follow up genuinely; and stay warm and consistent across long sales cycles.
Engage executive and technical buyers. Hold credible conversations with CIOs, infrastructure leaders, and partner principals about their business problems — not just product features.
Win as a team. Collaborate closely with SEs, channel managers, marketing, and leadership, share information early, and bring others in to move deals forward.
Keep a clean operating rhythm. Maintain strong CRM discipline, clear next steps, and accurate forecasting.
What You'll Bring
Tech sales experience. A track record selling technology solutions, with command of discovery calls, demos, negotiation, and the full sales cycle.
A hunter's mindset with discipline. A clear record of generating your own outbound pipeline, strong follow-through and urgency, and resilience after rejection.
Channel fluency. Experience selling through partners — distributors, VARs, and strategic partners — with the ability to build joint plans and influence without authority.
Relationship-building instinct. Natural curiosity, genuine follow-up, and a memory for people, priorities, and context, paired with executive presence that feels authentic rather than scripted.
Coachability and self-awareness. You take feedback well, apply it fast, learn from losses, and can accept structure without losing your edge.
Team orientation. You win through collaboration, communicate proactively, and have no ego about asking for help when needed.
Adaptability. Comfort selling across countries, cultures, and buying styles within LATAM.
Execution strength. Disciplined CRM use, reliable next steps, and clean forecast hygiene.
- AI Initiative: Demonstrates curiosity and eagerness to learn and apply AI-enabled sales tools and LLMs such as Gong, Momentum, ZoomInfo, ChatGPT, Claude, and related platforms to improve pipeline generation, account research, deal strategy, business case development, proposal writing, and negotiation preparation; able to speak to specific examples of how they are using AI today to improve sales results or efficiency.
Nice to Have
Experience selling networking, infrastructure, security, or cloud solutions.
Established relationships within the LATAM partner ecosystem.
Fluency in English and Spanish.
Skills Required
- Tech sales experience (full sales cycle: discovery, demos, negotiation, closing)
- Proven outbound/hunting pipeline generation experience
- Channel sales experience (selling through distributors, VARs, partners)
- Strong CRM discipline and accurate forecasting
- Ability to engage executive and technical buyers with executive presence
- Coachability, adaptability, team orientation, and resilience
- Demonstrated use of AI-enabled sales tools / LLMs (examples: Gong, Momentum, ZoomInfo, ChatGPT, Claude) to improve sales outcomes
- Experience selling networking, infrastructure, security, or cloud solutions
- Established relationships within the LATAM partner ecosystem
- Fluency in English and Spanish
What We Do
BlueCat is the Adaptive DNS™ company. Our mission is to help the world’s largest organizations thrive on network complexity, from the edge to the core. To do this, BlueCat re-imagined DNS. The result – Adaptive DNS™ – is a dynamic, open, secure, scalable, and automated resource that supports the most challenging digital transformation initiatives, like adoption of hybrid cloud and rapid application development.
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