Territory Lead - Monterrey

Clara is the leading spend management platform for companies in Latin America. Our end-to-end solution includes our locally-issued corporate cards, a Bill Pay product, financing solutions, and our highly-rated software platform; already being used by thousands of the most successful companies across the region.

Clara is backed by top global and regional investors such as GGV Capital, Coatue, DST Global Partners, General Catalyst, monashees, Acrew Capital, Kaszek, Citius, Canary, Citi Ventures, Picus Capital, Avid Ventures, ICONIQ Growth, Endeavor Catalyst, Goldman Sachs, Accial Capital, and prominent angel investors.

We are looking for a dynamic Territory Manager to drive customer acquisition and growth in Monterrey. This role will be responsible for expanding our presence in the region by developing and executing a strategic sales plan.

Key Responsibilities:

• Develop and maintain a strong pipeline: Manage and organize a comprehensive database of prospects and deals within the CRM, ensuring accurate tracking and updates.
• Account segmentation and targeting: Conduct thorough research on target accounts to prioritize account-based outreach, effectively segmenting into Mid-Market or Enterprise categories.
• Identify and implement best practices: Continuously improve sales processes by identifying local best practices in Monterrey and replicating them to enhance team performance and results.
• Forecasting and pipeline management: Build monthly sales forecasts per segment and maintain an always-updated pipeline to ensure targets are met.
• KPI mastery: Monitor and take full ownership of key metrics, including DSLA, number of meetings per week, activities per deal, and effectively using the BANT methodology to qualify and prioritize deals.
• Cross-functional collaboration: Act as an internal Project Manager, collaborating closely with Legal, Finance, Control Desk, and Product teams to ensure seamless sales processes.
• Exceed sales goals: Achieve and surpass weekly, monthly, and quarterly objectives across three main indicators: Total Payment Volume (TPV), Credit Line amounts, and New Customer acquisition.

Qualifications:

• Industry experience: Proven experience in the Financial, Banking, or Insurance sector is a must.
• Educational background: A four-year college degree is required.
• Sales expertise: At least 3 years of professional experience in sales, with a track record in outbound sales and prospecting from scratch.
• CRM proficiency: Hands-on experience with CRM software (HubSpot experience is a plus).
• Interpersonal skills: Exceptional communication and interpersonal skills, with a consultative approach to sales.
• Analytical and organizational skills: Strong analytical thinking, organizational skills, and attention to detail.
• Prospecting tools: Familiarity with prospecting tools such as Apollo, Lusha, Salesloft, Scrabin, and LinkedIn Sales Navigator.
• Proficient sales techniques: Proven experience with cold calling, cold emailing, social outreach, and networking strategies.
• English proficiency: Professional proficiency in English is preferred.

What makes you a great fit for the role:

• Storyteller: You can captivate prospects through compelling storytelling in person, through video, or in written form.
• Consultative approach: You excel at listening and identifying the best possible solution for your clients.
• Resilient and disciplined: You don't take “no” for an answer and possess a methodical and disciplined approach to sales.
• Competitive spirit: You thrive in competitive environments and are driven to exceed expectations.
• Detail-oriented: You maintain meticulous records of every interaction and update the CRM consistently.

The way we do things is as important as what we do. That is why we operate on a set of carefully-identified values. They are what we expect from ourselves and each other in our day-to-day.

We value

* Clarity - Open and direct communication

* Simplicity - Pare things down to the essential

* Ownership - We're all owners and act like it

* Pride - Make quality products we're proud of

* Always Be Changing (ABC) - Continuous self-improvement

* Inclusivity - Every voice counts; we value each other for our shared mission and contributions

We are

* Shaping business finances in Latin America

* Driven by our 6 core values

* Proud of our inclusive and caring culture

* Certified as Top LinkedIn Startup

 We offer

* Competitive salary & a robust stock ownership plan

* 100% flexible work model

* A set of benefits that are adaptable to your needs & way of life

* Opportunities for growth in a fast-paced environment

* A chance to shape B2B payments in Latin America and increase the region’s economic competitiveness