LATAM BD Lead / Country Manager – Brazil

Ellume Limited; São Paulo; Vor Ort; BRL 420.000 - 660.000; Vollzeit

Zusammenfassung

Ellume Limited is seeking a senior business development leader to drive the Brazil GTM strategy, qualify and close enterprise pilots, and convert pilots into annual contracts. You will build a channel partner network across system integrators and associations while navigating complex Brazilian tax and invoicing requirements for SaaS revenue.

Based in Brazil (São Paulo preferred) or remote in the BRT time zone, you will lead market entry efforts in LATAM, coordinate with the India Product team on

Qualifikationen

• Native or near-native Portuguese and fluent business English required.
• Spanish preferred.
• 5–8 years of B2B SaaS sales or business development in Brazil or LATAM.
• Deep understanding of Brazilian enterprise sales cycles and procurement processes.
• Experience with channel partner development and management in LATAM.

Aufgaben

• Design and execute the Brazil GTM strategy including target verticals, pricing localization, and distribution model.
• Identify, qualify, and close enterprise pilot agreements with defined success criteria.
• Convert pilots into annual contracts.
• Build and activate a channel partner network of system integrators, consultants, and industry associations.
• Navigate Brazilian tax structure and regulatory requirements for SaaS revenue recognition and invoicing.

Kenntnisse

Portuguese

Business English

Spanish

B2B SaaS sales

Market entry

Channel partnerships

CRM tools

Ausbildung

MBA or equivalent

Tools

CRM tools

Jobbeschreibung

At Ellume, we are pioneering the future of clean power. We operate across three verticals—Renewable Energy, Independent Power Production (IPP), Engineering, Procurement & Construction (EPC), and Technology—committed to driving innovation across the renewable sector.

Responsibilities

• Design and execute the Brazil GTM strategy — target verticals, pricing localisation, competitive positioning, and distribution model.
• Identify, qualify, and close enterprise pilot agreements with defined success criteria.
• Convert pilots into annual contracts.
• Build and activate a channel partner network of system integrators, consultants, and industry associations.
• Navigate the Brazilian tax structure (ICMS, PIS, COFINS, ISS) and regulatory requirements for SaaS revenue recognition and invoicing.
• Establish local banking, invoicing, and payment collection infrastructure (Nota Fiscal compliance).
• Conduct market research — TAM/SAM/SOM analysis, competitor mapping, and pricing benchmarks for the Brazilian market.
• Deliver monthly updates to the GM on ARR, pipeline, partner activity, and market intelligence.
• Represent Ellume at relevant LATAM industry events, trade shows, and partner summits.
• Collaborate with the India Product team on localisation — Portuguese language, compliance features, and local integrations.

Requirements

• Brazil-based (São Paulo preferred), or remote in the BRT time zone.
• 5–8 years of B2B SaaS sales or business development experience in Brazil or LATAM markets.
• Native or near-native Portuguese and fluent business English (both non-negotiable); Spanish preferred.
• Demonstrated 0-to-1 market entry — first customers, first partners, first revenue in a new geography.
• Deep understanding of Brazilian enterprise sales cycles, procurement processes, and decision-making culture.
• Knowledge of the Brazilian tax framework (ICMS, PIS, COFINS) as it applies to SaaS / technology services.
• Experience with channel partner development and management in LATAM.
• Self-driven and comfortable operating independently across time zones.
• Experience with CRM tools and structured pipeline reporting to HQ.
• MBA or equivalent from a reputed LATAM or international institution preferred.
• Nice to have: energy, cleantech, or sustainability technology experience in LATAM; Spanish for expansion to Mexico, Colombia, or Chile; an existing network in the Brazilian tech / energy sector; startup or scale-up experience; familiarity with Receita Federal compliance and Simples Nacional / Lucro Presumido regimes.