Sobre

• Role Overview
• The Director of Business Development for Brazil will be responsible for driving new revenue growth across the Brazilian market through a combination of direct customer acquisition and partner-led go-to-market motions. This role will focus on identifying, developing, and closing new business opportunities with enterprise customers, while also building and enabling a strong ecosystem of local reseller, systems integrator, and strategic partners.
• This individual will act as the primary commercial leader for Brazil, owning pipeline creation, partner strategy, and market expansion efforts, and working closely with regional and global sales, marketing, product, and professional services teams.
• Key ResponsibilitiesDirect Customer Acquisition
• Own end-to-end new business development for enterprise and mid-market customers in Brazil
• Identify, qualify, and close new opportunities through proactive prospecting, networking, and market outreach
• Lead customer discovery sessions to understand business challenges, buying processes, and decision criteria
• Develop compelling value propositions and business cases tailored to Brazilian market needs
• Manage complex, multi-stakeholder sales cycles from initial engagement through contract execution
• Build and maintain accurate pipeline forecasts and activity tracking in CRM systems
• Partner & Reseller Development
• Identify, recruit, and onboard local reseller, systems integrator, and strategic partners
• Define and execute a partner go-to-market strategy aligned with company growth objectives
• Enable partners through training, joint pipeline development, co-selling, and deal support
• Establish joint business plans, revenue targets, and success metrics with key partners
• Serve as the primary point of contact for partner relationships in Brazil
• Ensure alignment between direct and partner-led sales motions to avoid conflict and maximize coverage
• Market Expansion & Strategy
• Develop deep understanding of the Brazilian market, competitive landscape, and regulatory considerations
• Provide market feedback to product, marketing, and leadership teams to influence roadmap and positioning
• Represent the company at industry events, conferences, and partner forums in Brazil
• Collaborate with marketing on local campaigns, events, and demand generation initiatives
• Contribute to regional and global growth planning and strategic initiatives
• Required
• 8–12+ years of experience in business development, enterprise sales, or channel sales
• Proven track record of closing new business and building pipeline in the Brazilian market
• Experience working with reseller, SI, or channel partners in Brazil
• Strong understanding of enterprise buying processes and complex deal structures
• Excellent negotiation, presentation, and relationship-building skills
• Fluent in Portuguese and English (Spanish a plus)
• Comfortable working in a fast-growing, cross-functional, and international environment
• Preferred
• Experience selling enterprise software, SaaS, or technology solutions
• Background in regulated industries (e.g., financial services, telecom, utilities, government)
• Experience launching or scaling a market for an international company
• Existing network of enterprise customers and channel partners in Brazil