• Lead and coach a team of quota-carrying Account Executives • Improve call and deal execution using platforms like Gong.io • Forecast, track, and analyze sales performance in Salesforce/HubSpot • Build and optimize sales processes to drive efficiency and revenue • Partner with Marketing to sharpen GTM alignment • Contribute to hiring, onboarding, and development of sales talent

• Lead and scale Zero Trust Network Access business across LATAM • Build a high-performing, multi-country go-to-market organization • Own the annual revenue plan, new-logo ACV and expansion ACV targets for the LATAM region. • Build and maintain a rigorous forecasting cadence (weekly commits, monthly QBRs, quarterly pipeline reviews) • Drive pipeline coverage of 6x quota across all stages • Manage regional sales budget, headcount plan, and operating expenses • Partner with Finance, Legal and Revenue Operations for multi-country agreements • Lead the direct sales organization covering large enterprise accounts • Personally engage at the C-suite and CISO level in strategic accounts • Establish and enforce disciplined MEDDPICC sales methodology • Recruit, develop, and retain top-tier enterprise sellers • Design and execute regional channel strategy • Own quarterly executive partner reviews • Guide regional Sales Engineering team and Marketing investment • Collaborate with Customer Success and post-sale account management • Build and maintain executive relationships with top enterprises and government entities

• Design and manage scalable compensation programs including base pay, commissions, bonuses, incentives, and SPIFs aligned to Route’s business goals. • Lead administration and optimization of sales and customer success compensation plans, including modeling, forecasting, payouts, and performance analysis. • Partner cross-functionally with Revenue Leadership, Finance, RevOps, HR, and Recruiting to support compensation strategy, budgeting, hiring, and retention initiatives. • Conduct compensation benchmarking, analytics, and reporting to evaluate program effectiveness, market competitiveness, and pay equity. • Own key compensation operations including merit cycles, bonus planning, commission rollouts, mid-year adjustments, and governance processes. • Improve compensation systems, automation, and processes while maintaining a high level of accuracy, confidentiality, and operational excellence.

• Close 6 new Scalesource contracts within the first 90 days • Build the core vertical funnel and tracking system • Launch lead generation for your assigned vertical • Build CRM visibility from lead source to booked call to signed contract • Build or improve at least 5 funnel automations • Maintain consistency in making outbound calls and improving processes