Senior Enterprise Account Executive – LATAM

FocalX ApS; Medellín; On-site; COP 477,418,000 - 732,041,000; Full time

Job summary

Focalx seeks a Senior Enterprise Account Executive to own LATAM deals from first outreach to signature, based in Medellín on site. You will build your own pipeline and run full cycles, engaging carmakers, logistics providers and fleets across LATAM and beyond.

You will manage buying committees, coordinate with pre-sales and Customer Success, and shape pricing and packaging. Travel is required; native Spanish and fluent English are essential for global negotiations.

Qualifications

• Based in Medellín, working on site.
• Native Spanish and advanced English, spoken and written.
• Valid US visa.
• Available for frequent international travel.

Responsibilities

• Build your own pipeline by researching and opening accounts.
• Run the full sales cycle from discovery to signature.
• Hold the buying committee and drive multi-country approvals.
• Provide early feedback to pricing and packaging with field input.
• Leverage agents to research prospects and draft follow-ups.

Skills

Enterprise sales

Spanish (native)

English (advanced)

Travel frequently

Negotiation

Tools

HubSpot CRM

Job description

Senior Enterprise Account Executive – LATAM

Own the deal from first meeting to signature. Medellín, on site.

Focalx builds artificial intelligence that finds damage on vehicles in finished vehicle logistics and car rental. Finished vehicle logistics is one of the largest supply chains in the world, and one of the least digitised. Most of it still runs on paper and manual checks.

Our customers are carmakers, logistics providers, ports, rail operators and car rental fleets across Latin America and the world. We're growing fast in the region, and our most strategic negotiations still depend on too few people. This role changes that.

You build the pipeline and close it

This is not a role where a sales development team hands you leads and a script. You find the accounts, run the cycle and sign the contract.

You own enterprise deals from first outreach to signature. They are typically worth USD 100,000–500,000 in annual recurring revenue, and most start with a paid pilot. Once the contract is signed, Customer Success takes over.

You report to our Head of Sales and work closely with a technical pre-sales colleague and our founders. You travel to customers across LATAM and internationally. You sell yourself. You don't manage a team.

What you'll own

• Build your own pipeline. You research and open the accounts that fit: carmakers, logistics providers, ports and rental fleets. Nobody hands you a list.
• Run the full cycle. Discovery, business case, pilot, procurement, negotiation, signature. Before a pilot starts, you agree with Customer Success what it has to prove. When it ends, you close the contract.
• Hold the buying committee. Our deals involve operations, finance, technology and procurement teams, often in several countries. You find the person who signs, know who can block the deal, and keep it moving when it stalls.
• Bring the field back to us. What you hear from buyers shapes how we price, package and sell. You tell us early, with a proposal attached.
• Sell with the agents. Parts of our sales work already run on agents that research prospects, keep HubSpot clean and draft follow-ups. You use them every day and push them further.

Your traits

• Enterprise closer. You have personally carried large, complex deals to signature and owned the outcome. Long cycles and slow procurement don't put you off.
• Buying committee control. You reach the person who signs, keep a committee moving in one direction, and revive deals others had written off.
• Credibility in the room. People who have spent 30 years in logistics take you seriously. You are calm, direct and hard to rattle in a negotiation.

This experience might come from enterprise software, industrial sales or logistics technology. You don't need automotive experience. You do need to have closed enterprise deals yourself.

Requirements

• Based in Medellín, working on site
• Native Spanish and advanced English, spoken and written
• Valid US visa
• Available for frequent international travel

This probably isn't for you if you want a territory, a script and a steady flow of inbound leads. Or if you'd rather manage sellers than sell. Or if you think artificial intelligence in sales is overhyped, or you want to work remotely.

You might be someone who

• Was the person their company sent in when a deal mattered most.
• Got tired of being one account executive of forty, with a territory and a script.
• Closed a deal everyone else had given up on.
• Has wondered whether they could do what founders do, and wants to find out.
• Automates their own research and follow-up so they can spend the time with customers.

What good looks like in 12 months

• Strategic deals in LATAM close without leadership in the room.
• The pilots you sell convert, because what they had to prove was agreed before they started.
• Your pipeline is one you built, and your forecast is one we can plan cash on.
• Complex deals reach signature instead of stalling in procurement.
• Buyers treat Focalx as a serious partner from the first meeting.

Why join

Own deals from day one Negotiate at senior level with regional and global players Enterprise customers, small team Work directly with the Head of Sales and the founders Shape how Focalx sells in Latin America