LATAM BD Lead / Country Manager – Brazil

Ellume Technology Pvt. Ltd.; São Paulo; Hybrid; BRL 350,000 - 550,000; Full time

Job summary

Ellume is seeking a senior B2B SaaS sales and business development leader to design and execute Brazil GTM, qualify and close enterprise pilots, and convert pilots into annual contracts. You will build a channel partner network with system integrators and consultants, navigate Brazilian tax and invoicing frameworks, and collaborate with HQ on localization and market insights.

Remote in the BRT time zone or based in São Paulo preferred.

Qualifications

• 5-8 years of B2B SaaS sales or business development in Brazil or LATAM.
• Portuguese native or near-native and fluent English; 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 and procurement processes.
• Knowledge of the Brazilian tax framework (ICMS, PIS, COFINS) as it applies to SaaS/technology services.

Responsibilities

• Design and execute 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) and regulatory requirements for SaaS revenue recognition and invoicing.
• Establish local banking, invoicing, and payment collection infrastructure (Nota Fiscal compliance).
• Deliver monthly updates to the GM on ARR, pipeline, partner activity, and market intelligence.
• Represent Ellume at LATAM industry events, trade shows, and partner summits.
• Collaborate with the India Product team on localisation - Portuguese language, compliance features, and local integrations.

Skills

B2B SaaS sales

Business development

Portuguese (native)

English (fluent)

Market entry

LATAM market knowledge

Channel partner development

CRM tools

Brazilian enterprise sales cycles

Education

MBA or equivalent

Tools

Job description

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.

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.