Regional Director - LATAM

Optibus; Santiago; On-site; CLP 147,203,000 - 206,084,000; Full time

Job summary

Optibus, a global leader in public transportation software, seeks a Regional Director based in Chile to grow the LATAM client base and lead complex deals. You will coordinate with global Revenue, Marketing, and Pre-Sales teams to expand Optibus’ footprint and drive strategic partnerships.

Ideal candidates have 8+ years in B2B SaaS sales, a track record of exceeding KPIs, and fluency in English and Spanish. This role requires national and international travel and the ability to manage

Qualifications

• 8+ years in Business Development or Sales (B2B SaaS preferred).
• Proven end-to-end experience with complex sales cycles.
• Track record of exceeding goals/KPIs in B2B/B2G contexts.
• Strong analytics for market trends, forecasting and research.
• Willingness to travel within Chile and LATAM.

Responsibilities

• Grow Optibus’ LATAM client base and nurture relationships from qualification to closing.
• Lead RFPs/RFIs and manage a book of business with retention and growth.
• Coordinate with Marketing, pre-sales, Product, and Customer Success.
• Maintain accurate Salesforce data to support data-driven forecasts.
• Represent Optibus at industry events and stay informed on transit trends.

Skills

Business Development

Sales leadership

RFPs & RFIs

B2B SaaS

English & Spanish

Travel readiness

Job description

Optibus is a unified software platform revolutionizing public transportation planning, scheduling, and operations in over 7,000 cities worldwide. Using AI, ML, and optimization algorithms, it empowers agencies to design more efficient, equitable, and sustainable transit networks, enhancing passenger access, reducing emissions, and improving driver conditions. With offices globally and a team of 280 employees, Optibus fosters a collaborative culture centered on innovation, determination, and impact. As the first unicorn in public transportation technology, Optibus is driving the modernization of mass transit to make it the preferred choice for cities and passengers alike.

About the position:

We are looking for a Regional Director to join our global Revenue team! Based in Chile, this person will be responsible for managing and growing our customer base, carrying out and executing complex deals and partnerships! Supported by the wider Revenue, Pre-Sales Engineering and Marketing global teams, this person will report to the Global VP of Sales, ensuring Optibus’ local presence and footprint is ever growing!

This role will require national and international travel.

Responsibilities:

• Relationship Building:

You will be responsible for growing Optibus’ client base in LATAM, nurturing close relationships through various means and channels, from qualification to closing, expansion to retention.

• Pipeline & Portfolio Management and Growth:

Working closely with Marketing/Business Development and Customer Success, you will be tasked with engaging with various leads, responding and leading RFPs/RFIs, to ensure we are growing our book of business in LATAM. You’ll also be expected to manage a book of business in the region, ensuring retention and growth.

• Cross-functional Collaboration:

Ensure seamless collaboration between Revenue and various teams, including but not limited to: Marketing, Pre-Sales Engineering, Product, and Customer Success.

• Data and Insight Capture:

Accurately tracking leads/prospecting activity on Salesforce and ensuring information is accurate to foster a data-driven and accurate sales forecast.

• Industry Presence:

Representing Optibus in industry events (i.e.: conference, trade shows, networking events) and staying informed on industry trends and regulatory changes impacting the transit sector.

Requirements:

• 8+ years of experience in Business Development or Sales, ideally in Intelligent Transportation Systems or at a vertical, B2B SaaS company.
• Demonstrable experience in managing end to end complex sales cycles, winning RFPs and/or similar.
• Proven track record of exceeding goals and KPIs in a B2B and B2G context.
• Strong analytical and research skills for market trend, competitor analysis and forecasting.
• Flexibility to travel within Chile and LATAM; adaptability to global timelines.
• Strong communication skills in English and Spanish.
• Preferred experience in a start/scale up, fast paced business with changing priorities.

Optibus is proud to be an equal opportunity employer. We hire talented individuals, regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, cultural background, religious beliefs, or any other characteristic protected by federal, state, or local laws. It is our responsibility at Optibus to provide an inclusive and accessible interview experience for all. We will provide reasonable accommodations for all candidates in need of individualised support during the hiring process.

• Initial screening with Talent Acquisition team
• Line Manager Interview with Global VP of Sales (30 mins).
• Peer Interview with Head of CSE LATAM (45 mins).
• Technical Interview with Global VP of Sales, Head of CSE LATAM and Pre-Sales Engineer LATAM (30 mins).