Atmosera empowers businesses to redefine what's possible with modern technology and human expertise. Our exceptional experience across Applications, Data & AI, DevOps, Security, and the Microsoft Azure platform enables organizations to accelerate innovation, enhance security, and optimize operational agility. As a Microsoft Partner with seven specializations, GitHub AI Partner of the Year, a member of the GitHub Advisory Board, and a member of the prestigious Microsoft Intelligent Security Association (MISA), Atmosera expertly delivers cutting-edge, integrated solutions that deliver business value.
Atmosera is seeking an exceptional, high-impact Head of LATAM Sales to serve as our senior commercial leader, executive brand ambassador, and market architect across Latin America.
This role requires a true Executive Sales Leader who can bridge U.S. capability with regional execution. You will own the high-level Microsoft executive relationships within Region, serve as our primary LATAM spokesperson at major industry events, and lead peer-to-peer executive engagements with enterprise C-level buyers.
Atmosera's commercial infrastructure, which includes our seller performance standards, value-selling methodology, and Microsoft co-sell playbook, is proven in the U.S. market. LATAM is a different story: there is no equivalent sales organization on the ground today. Operating as a true executive “Player/Coach,” you will personally carry and close strategic opportunities while adapting and building that operating system for LATAM from the ground up, and build a high-performance, high-camaraderie culture from our strategic base in Costa Rica.
Executive Mandate & Strategic Responsibilities
1. Executive Ecosystem Alignment & Microsoft Leadership Engagement
Executive Relationship Ownership: Establish and maintain executive-level relationships with Microsoft LATAM leadership — M1s, Regional General Managers, Segment Leaders, and Global Partner Solutions (GPS) executives — while your Account Executives build and own the day-to-day relationships with those same M1s and their field sellers. You engage at the strategic and executive layer; your team engages in the field, and you coach them in doing it well.
Broader Ecosystem Reach: Extend relationships beyond the sales organization into Microsoft marketing leaders, GTM counterparts, and account leadership teams — the broader audience that shapes co-sell success beyond the immediate seller relationship.
Cross-Functional Co-Sell Orchestration: Align Atmosera’s commercial engine with Microsoft field sellers, solution specialists, marketing leaders, and channel partners to maximize joint go-to-market capture across target regions.
Incentive & Program Capitalization: Leverage Atmosera’s top-tier designations to maximize joint investments, co-sell programs, customer funding pools, and strategic marketing funds.
2. C-Suite Engagement & Executive Deal Sponsorship
Peer-to-Peer Selling: Personally lead and close strategic enterprise opportunities, engaging directly with client CIOs, CTOs, CISOs, CFOs, and Board-level stakeholders. This is a hands-on selling role, not a purely advisory one — especially in the early stage of building the region.
Executive Deal Sponsorship: Serve as executive sponsor on high-stakes enterprise sales cycles led by your Account Executives, adding executive credibility and unblocking momentum at critical stages.
Commercial Vision & Offerings: Translate Atmosera’s core portfolio — Azure Managed Services, Cloud Security/MXDR, Data & AI, DevOps, and Application Modernization — into transformative business outcomes for enterprise buyers.
Cross-Functional Alignment: Partner with Solution Architecture, Professional Services, and Customer Success to ensure commercial commitments align with technical delivery excellence and gross margin discipline.
3. Market Thought Leadership & Brand Representation
Regional Face of Atmosera: Serve as Atmosera’s key regional spokesperson and thought leader across Latin America.
Keynotes & Industry Events: Represent Atmosera in high-visibility forums, including Microsoft events, enterprise cloud summits, executive roundtables, and keynote speaking opportunities.
Strategic Marketing Collaboration: Partner with Atmosera and Microsoft marketing teams to drive localized brand authority, campaign strategy, and executive thought-leadership initiatives that position Atmosera as the premier Azure partner in LATAM.
4. Sales Architecture, Operations & Team Leadership
Build the LATAM Sales Engine: Atmosera has a proven commercial operating system in the U.S. — seller performance standards, a value-selling methodology, stage-gated sales process, and an established Microsoft co-sell motion. LATAM has none of this in place today. You will adapt and extend that U.S. foundation into a LATAM-specific operating rhythm: pipeline governance, qualification standards, forecasting discipline, and account expansion strategy — built for the region, not simply copied into it.
Team Build: Recruit, hire, and develop the LATAM commercial organization from its current state — one Account Executive — into a full team. You carry full authority and budget to hire additional Account Executives, a Partner/Alliance Manager, and other commercial roles as the business justifies them.
Cultural Governance: Cultivate an elite, high-integrity sales culture rooted in accountability, intellectual curiosity, camaraderie, and continuous winning.
Org Scaling: Exercise executive judgment on team structure, hiring timelines, and regional expansion sequencing (Phase 1: Central America/Costa Rica/Panama & Mexico; Phase 2: Brazil and South America).
What We Offer
Unmatched Market Advantage: Backed by top-decile Microsoft accreditations, an established U.S. delivery engine, and an operational hub in Costa Rica co-located with Microsoft’s LATAM HQ.
A Proven Starting Toolkit: A commercial playbook, seller standards, and Microsoft co-sell methodology already built and proven in the U.S. business — yours to adapt, not invent from nothing.
Executive Visibility: Direct report to the CEO, seat on the Commercial Leadership Team, and high-autonomy decision-making power to build the LATAM market.
Strategic Leverage: Access to deep Microsoft co-sell pipelines, executive doors, and funding mechanisms.
Executive Profile & Qualifications
Core Requirements
10+ Years of Executive Tech Sales Leadership: Proven track record as a senior sales leader, VP, or Country Manager owning regional P&L/revenue targets across complex enterprise cloud, security, and managed services portfolios in Latin America.
A Demonstrated Builder: Has personally built a regional sales organization from little or nothing — hired the team, stood up the process, and driven early revenue — not just managed or scaled an existing one.
Personal Sales Execution: A track record of personally carrying and closing complex enterprise deals. This is a hands-on selling leader who will be in the field working opportunities directly, not solely a strategist or figurehead.
Senior Microsoft Network & Ecosystem Mastery: Demonstrated experience building strategic alignments with Microsoft executive leadership (M1s, Segment Directors), GPS teams, and field seller networks across LATAM.
Executive Presence & Thought Leadership: Polished, persuasive communicator experienced in keynote speaking, executive panels, and C-suite negotiations.
Bilingual Mastery: Bilingual fluency in English AND Spanish is mandatory. (Portuguese business proficiency is a strong advantage for South America expansion.)
Geographic Proximity: Strong preference for candidates based in Costa Rica or Panama.
Executive Leadership Attributes
Builder’s Mindset with a General Manager’s Discipline: Comfortable operating with little built infrastructure, while balancing executive ecosystem politics, broad market representation, and rigorous sales cadence.
High-Empathy, High-Performance Leader: Ability to inspire internal teams, build strong camaraderie, and mentor sales talent while holding the organization to elite standards.
Commercial Gravitas: Trusted by C-level executives to advise on digital transformation, compliance, security, and cloud investments.
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Responsibility Area
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Primary Metric & Deliverables
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Microsoft Executive Alignment
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M1 engagement, partner-sourced pipeline coverage, co-sell alignment, program funding utilization.
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Enterprise Revenue & Growth
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Regional ARR/TCV bookings, gross margin discipline, new logo acquisition, strategic account growth.
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Sales Organization Build
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Team hired and onboarded against plan, LATAM adaptation of the commercial operating system, seller performance to standard.
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Operational Governance
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Forecast accuracy, sales operating rhythm, pipeline velocity, CRM hygiene.
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Brand & Market Leadership
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Keynote appearances, regional brand positioning, executive customer sponsorship, team culture.
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