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.