Team Lead - Latam (F/M/D)

Awin; São Paulo; Hybrid; BRL 180,000 - 300,000; Full time

Benefits offered by this job

Flexi-Week

Flexi-Office

Work Expense Contribution

Remote Working Furniture

Meal Vouchers

Public Transportation

Job summary

Awin seeks a Sales Team Leader – Latam to lead the Brazil-based new business team and drive sustainable revenue growth across the region. The role blends hands-on leadership with pipeline oversight, forecasting discipline and performance management to win larger enterprise accounts.

You'll recruit, onboard and coach the team, maintain accurate pipeline data in Salesforce, and collaborate with Finance, Integrations and Client Services to structure sound deals and a smooth handover to activation

Qualifications

• Strong experience in commercial sales, new business development or similar roles.
• Track record of achieving targets and managing complex sales cycles.
• Experience leading sales teams with coaching and performance management.
• Experience managing senior client conversations and negotiations.
• Understanding of digital performance channels and affiliate marketing.
• Ability to work cross-functionally with Finance, Integrations, Client Services.

Responsibilities

• Lead, coach and develop the new business sales team to achieve revenue targets.
• Lead recruitment, onboarding and development of the team.
• Own pipeline hygiene and forecasting in Salesforce; keep opportunities and close dates accurate.
• Provide regular coaching across the full sales cycle from prospecting to close.
• Monitor pipeline health, conversion rates and activity levels; address risks.
• Develop insight-led, relationship-driven approaches to Latam merchants.
• Partner with Finance, Integrations and Client Services to ensure sound deals.
• Improve sales processes, playbooks and reporting for scalable growth.
• Escalation point for complex commercial discussions; support senior stakeholders.
• Represent Awin at industry events and networks to identify opportunities.

Skills

Commercial sales leadership

New business development

Enterprise account experience

Coaching and mentoring

Sales forecasting

CRM / Salesforce

Cross-functional collaboration

Digital marketing knowledge

Tools

Salesforce.com

CRM tools

Microsoft Office

Job description

Purpose of Position

The Sales Team Leader – Latam leads, coaches and develops Awin's new business team across Brazil to deliver sustainable revenue growth. The role combines hands-on people leadership with pipeline oversight, forecasting discipline and sales performance management, while raising the team’s ability to win enterprise accounts and contributing to the regional commercial strategy

Key Tasks

• Lead, coach and develop the new business sales team to achieve and exceed revenue targets, embedding clear expectations, strong accountability and consistent performance management.
• Lead recruitment, onboarding and ongoing development of the team, building the capability to sell consultatively and win larger, more complex deals.
• Own team pipeline hygiene and forecasting discipline in Salesforce, ensuring opportunities, next steps, close dates and contracts pending signature are accurate, visible and actively managed.
• Provide regular coaching across the full sales cycle, including prospecting, qualification, discovery, proposal development, commercial negotiation, objection handling and deal closure.
• Monitor sales performance, pipeline health, conversion rates and activity levels, identifying risks, removing blockers and taking timely action to deliver against regional and team targets.
• Support the team in developing insight-led, relationship-driven approaches to prospective merchants across Latam, using market research, competitor intelligence and affiliate activity, and identifying opportunities beyond traditional CPA (e.g. influencer and private network models).
• Partner with Finance, Integrations, Client Services and other internal teams to ensure commercially sound deal structures and a smooth handover from signature through to integration, activation and revenue generation.
• Contribute to the continuous improvement of sales processes, playbooks, reporting standards and best practice, creating consistency in ways of working and supporting scalable growth.
• Act as an escalation point for complex commercial discussions, supporting senior stakeholder engagement, proposal quality, RFI/RFP responses and contractual alignment where required.
• Represent Awin at relevant industry events and external networks, in partnership with Marketing, to identify new commercial opportunities, build market insight and strengthen brand presence across the region

Skills & Experience

• Strong experience in commercial sales, new business development or business development roles, ideally within affiliate marketing, digital marketing, ecommerce, B2B marketplace or related technology-led industries.
• Demonstrable track record of achieving or exceeding new business sales targets, with experience managing complex sales cycles and commercially valuable opportunities.
• Prior experience leading, coaching or mentoring sales colleagues, with the ability to drive performance through clear expectations, feedback and structured development.
• Experience managing senior client conversations, commercial negotiations, proposals, RFIs/RFPs and contractual discussions in line with company standards and legal requirements.
• Strong understanding of digital performance channels, affiliate marketing principles and the commercial drivers that influence advertiser growth and network selection.
• Experience working cross-functionally with operational, finance, technical and client-facing teams to take new business from signature to successful launch and revenue generation

Personal skills:

• Highly commercial, proactive and target-driven, with the ability to translate strategy into clear team priorities and measurable action.
• Confident people leader with strong coaching skills, sound judgement and the ability to build trust, accountability and motivation within a sales team.
• Excellent communication, presentation and relationship-building skills, with the ability to engage stakeholders at different levels of seniority.
• Resilient, organised and comfortable operating in a fast-paced, international environment while maintaining strong attention to detail.
• Collaborative team player who contributes constructively to shared goals, knowledge exchange and continuous improvement across the wider sales function.

Professional qualifications:

Relevant sales leadership, coaching, negotiation, digital marketing or affiliate marketing qualifications are advantageous but not essential.

IT and technical skills:

• Proficient in Salesforce.com or a comparable CRM and sales pipeline management tool, with the ability to monitor team performance, pipeline quality and forecasting accuracy.
• Advanced Microsoft Office skills, with the ability to prepare clear commercial proposals, pipeline updates, sales reporting and performance insights.
• Comfortable using sales intelligence, research and productivity tools to support prospecting, account planning, coaching and opportunity management.

Language skills:

Strong English language skills is required. Additional Spanish is advantageous

Our Offer

• Flexi-Week : We prioritise your mental health and wellbeing by offering you a four-day Flexi-Week (with one lighter or completely disconnected day per week) at full pay, with no reduction to your annual holiday allowance.
• Flexi-Office : We offer an international culture and flexibility through our hybrid working model, designed to foster collaboration, trust, and autonomy.
• Work Expense Contribution & Remote Working Furniture : You will receive a monthly allowance to cover part of your running costs, as well as a furniture package to support you in setting up a comfortable workspace at home.
• Meal Vouchers: we offer you meal vouchers for lunch
• Public Transportation : you are entitled to a transportation voucher or card to commute to the office
• In addition, you'll benefit from our global offering, including health and wellbeing initiatives, learning and development via Awin Academy, and peer-to-peer recognition programmes.

Established in 2000, Awin is proud of our dynamic, social and inclusive culture.

Like all businesses, we've had to adapt and nurture our culture in a virtual environment. Our virtual Life @ Awin hub brings our colleagues from across the globe together for various social activities.

Diversity & Inclusion are paramount to us, and we proudly pursue and hire diverse team members. We champion uniqueness and authenticity; this is who we are at our core. Our network of affiliate partnerships are diverse and transparent, as are the employees powering our vision to build the world's leading open partner ecosystem. We welcome all backgrounds, identities, and experiences. If you need support at any point in the application or interview process, please let us know.

Awin is part of the Axel Springer group. Learn more at axelspringer.com/en/, and explore the Axel Springer Essentials here: axelspringer.com/en/inside/the-essentials-what-we-have-adapted-and-why