Head of Sales, Global Logistics Payments

Tensec; São Paulo; Hybride; BRL 600 000 - 900 000; Plein temps

Avantages offerts par ce poste

Health insurance

Meal vouchers

Paid time off

Résumé du poste

Tensec is seeking a Head of Sales in São Paulo to build and lead the Brazil enterprise sales team, translating Brazil's regulatory and FX dynamics into commercial value for global trade customers.

You will own the pipeline, coach reps, and shape the corridor GTM while reporting to the Head of Sales. This role requires deep experience in enterprise sales, a player-coach mindset, and fluency in English and Portuguese.

Qualifications

• 10+ years in enterprise sales or BD in international logistics/global trade.
• 3+ years coaching quota-carrying reps.
• Existing relationships selling into Brazil's trade/logistics ecosystem.
• Fluent in English and Portuguese.

Responsabilités

• Hire, ramp, and coach enterprise sales reps in Brazil's logistics corridor.
• Own pipeline, forecast, and TPV targets for Brazil.
• Coach reps through complex enterprise cycles and close deals.
• Define freight-first GTM playbook with leadership and product.
• Align with compliance on regulatory and commercial matters.

Connaissances

Enterprise sales

Team leadership

Brazil market

FX / cross-border

English & Portuguese

Description du poste

About Tensec

Founded in 2023, Tensec is a global fintech that enables small and medium-sized businesses (SMBs) to enter global trade and thrive by giving them access to global transaction banking solutions that are user-friendly, efficient, and secure.

About Tensec

Founded in 2023, Tensec is a global fintech that enables small and medium-sized businesses (SMBs) to enter global trade and thrive by giving them access to global transaction banking solutions that are user-friendly, efficient, and secure.

Founded in 2023, Tensec is a global fintech that enables small and medium-sized businesses (SMBs) to enter global trade and thrive by giving them access to global transaction banking solutions that are user-friendly, efficient, and secure.
Tensec founders have driven startups from foundation to exit, built decacorns, and led global teams at companies such as PayPal, Credit Karma, Facebook, Goldman Sachs, Visa, Mastercard, and American Express. We're putting together a world-class team to disrupt the $50 trillion cross-border b2b financial services industry by providing SMBs the financial strength to participate and win in the global economy.
We believe that successful companies and teams are directly correlated to a company's cultural DNA. At Tensec, we make a deliberate effort to create values and foster a culture able to unleash both human and organizational potential. We strongly believe that the best business results derive from teams that have a strong identification with a mission, push themselves to the edge, and love what they do.
The Tensec team is diverse and global, with members in San Francisco, New York, Miami, Monterrey, and Sao Paulo. We are funded by top venture capital firms such as Quiet Capital, Costanoa Ventures, Coinbase Ventures, Clocktower, WillowTree, and prolific angels such as Jason Pate (Chief Strategy Officer, Plaid), Bora Chung (ex-Chief Experience Officer, Bill.com and Board Member, Remitly).

How We Work

We move fast, debrief quickly, and expect you to own your output. This is a dynamic company, we value speed and decisiveness over process. You'll have the context you need to make good decisions, and the autonomy to make them.
This role follows a hybrid model. We ask that you're in our office in Sao Paulo 3 days per week.

About The Role

Brazil’s global trade flows move billions in value every year, and Tensec is just beginning to unlock it. As Head of Sales, you’ll build and lead the team converting hidden FX, tax, and treasury inefficiency in Brazil’s logistics and freight corridor into TPV, starting with direct ownership of our sales members in Brazil, and growing the team.
This is a player-coach role reporting into the Head of Sales. You’ll carry your own strategic accounts, coach and ramp the reps on your team, and own the pipeline, forecast, and TPV number for the corridor, while shaping the freight-first GTM playbook that Tensec is defining in real time.

What You'll Do

• Team leadership. Hire, ramp, and coach a growing team of enterprise sales executives covering Brazil’s global logistics and trade corridor.
• Pipeline & forecast ownership. Own the sales pipeline, forecast, and TPV target for the logistics/freight segment, and report progress against quarterly targets to the Head of Sales.
• Deal coaching & escalation. Get directly involved in complex, multi-stakeholder enterprise cycles, champion coalitions, pricing and structuring decisions, deal risk — to unblock and close alongside your reps.
• Corridor GTM strategy. Define and refine the freight-first go-to-market playbook for Brazil’s global trade flows, working with the Head of Sales, product, and compliance on ICP definition and account prioritization.
• Cross-functional alignment. Partner with compliance and product on translating Brazil’s regulatory environment (BCB/BACEN, IOF, PIX rails) into a commercial case your team can sell with confidence.
• Operating cadence. Run team pipeline reviews, ramp plans, and performance management; represent the corridor’s commercial performance in leadership reviews.

What We Are Looking For

• 10+ years of progressive enterprise sales or business development experience in international logistics, freight forwarding, or global trade, including 3+ years directly managing or coaching quota-carrying reps.
• A track record of building or scaling a sales team or segment from an early stage into a repeatable, forecastable motion.
• Established relationships and firsthand experience selling into Brazil’s international trade, logistics, and freight ecosystem.
• Financial fluency. Comfortable with FX, treasury, tax, and cross-border payments concepts well enough to coach reps translating them into a commercial case, Tensec’s in-house FX and compliance team backs you on the technical depth.
• Native or near-native fluency in English and Portuguese.

To Thrive In This Role, You Have

• A genuine player-coach mentality, you want to carry deals yourself, not just manage from a dashboard.
• Comfort building process and playbooks from scratch rather than inheriting a mature, fully-staffed org.
• Real curiosity about cross-border trade, logistics, and regulatory mechanics.

Compensation, Benefits And Perks

• The compensation package for this role includes base salary and a variable compensation component.
• Health insurance
• Meal vouchers
• Paid time off and local statutory holidays
• Learning and development budget

This role follows a hybrid model. We ask that you're in our Sao Paulo office 3 days per week.

Additional Disclaimers

Tensec is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by federal, state, or local law.
Tensec is a diverse and inclusive company committed to growing a diverse and inclusive team. We invite people of all backgrounds and identities to apply. Additionally, we encourage everyone to share which pronouns you wish for us to use when addressing you (i.e., she/her, he/him, they/them).
We are committed to providing reasonable accommodations for qualified individuals with disabilities. Please let your recruiter know if you require an accommodation during the application or interview process.