Account Manager - LATAM
External
Make · Madrid, SpainPrepare for this interview
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About the role
This is a hunter role, focused on the LATAM & Spanish mid-market segment. We are looking for a sales professional with extensive prospecting and closing experience for new logos - someone who thrives on opening doors, building pipeline from scratch, and winning new business in a competitive market. The job is land first. The model is deliberate, not a classical "farmer" approach: The Account Manager hunts and lands the logo - owning prospecting, qualification, and the close. The Value Engineer (VE) who is with you from pre-sales, then drives adoption, new use cases, and depth of usage inside the account. In parallel, the Account Manager keeps hunting inside the account - mapping and winning new people and stakeholders across the organization. When the customer is ready to grow, the Account Manager commercializes that growth, converting newly developed relationships and use cases into expansion revenue. Beyond individual deals, this person is expected to act as a market leader. LATAM & Spanish markets are one of the largest market for Make, and we want you to steer the strategy for the LATAM/Spanish mid-market and align the wider go-to-market team (other Account Managers, Value Engineers, Partner Account Manager, and BDR) around a shared plan to win the segment.
Responsibilities
- Land New Logos
- Own end-to-end new business across the LATAM/Spanish mid-market: prospect, qualify, and close net-new accounts.
- Build and maintain a healthy self-sourced pipeline through proactive outbound and disciplined territory planning.
- Run a rigorous commercial cycle with strong qualification, clear next steps, and accurate forecasting.
- Expand Within Accounts
- After landing, multi-thread across the organization - identify and win new stakeholders, teams, and decision-makers.
- Partner with Value Engineers, who drive adoption and surface new use cases, and commercialize growth when the customer is ready.
- Position Make as a strategic platform for AI Transformation across operations, revenue, and IT teams - not just a tool.
- Lead the Market
- Act as the strategic lead for the LATAM/Spanish mid-market, steering the segment strategy and priorities.
- Align and orchestrate the extended team - other AMs, Value Engineers, Partner Account Managers, and BDRs - around a shared plan to win.
- Share market intelligence and feed insights back to Product and GTM teams.
- Deliver Results
- Consistently perform against new business and growth targets.
- Bring energy, ownership, and a builder's mindset to a fast-moving, high-intensity environment.
Requirements
- Experience & Methodology
- 5+ years of B2B SaaS sales experience, with a track record of either developing a new market or focusing heavily on winning new logos.
- Proven prospecting and closing ability - you build a pipeline and win net-new business, not just manage an existing book.
- Strong command of MEDDIC (or a similar sales methodology) and disciplined qualification, forecasting, and deal execution.
- Comfortable navigating complex accounts and multiple stakeholders.
- Market & Language
- Spanish native speaker, fluent in English.
- Strong understanding of LATAM/Spanish business culture and buying processes.
- Mindset
- Knows and thrives in a high-intensity, startup-type atmosphere.
- Ownership-driven and autonomous (Madrid hub, remote market).
- Curious and solution-oriented, with genuine interest in automation and AI.
- Strong communicator with a customer-first mindset.
- Technical Fluency
- Heavy user of AI tools, able to understand and position technical workflows and automation use cases.
Benefits
Additional Information
Make is the leading visual platform for anyone to design, build, and automate anything-from tasks and workflows to apps and systems-without the need for coding skills. We are headquartered in the flourishing tech hub of Prague, Czech Republic, and our teams are spread across the USA, UK, Germany, France, Canada, India and Chile, among other locations. Our EMEA Sales team is a high-impact, entrepreneurial group driving customer acquisition across diverse markets. As we move upmarket, we are deliberately investing to strengthen our presence in the LATAM & Spanish region - we are looking for a true hunter who can open, win, and expand our most strategic mid-market accounts.
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