• Own and deliver U.S. and Canada revenue targets, driving net-new enterprise customer acquisition and strategic account expansion. • Expand Kevel’s presence across retailers, marketplaces, and commerce partners building retail media networks. • Develop and execute a focused go-to-market strategy aligned to target segments, ICPs, and strategic verticals. • Act as executive sponsor on key accounts, strengthening long-term strategic partnerships. • Serve as a player-coach, personally leading and closing high-value, complex deals while building a scalable sales motion. • Lead the full enterprise sales lifecycle — from executive-level prospecting through deal structuring, negotiation, and close. • Navigate multi-threaded sales cycles involving C-level stakeholders, product teams, procurement, legal, and technical buyers. • Provide accurate forecasting and pipeline visibility, establishing operational rigor and revenue predictability. • Recruit, develop, and lead a high-performing team of Account Executives and Strategic Account Managers. • Establish clear KPIs, accountability structures, and coaching frameworks that elevate performance. • Build scalable processes across prospecting, qualification, deal strategy, pricing, and expansion. • Foster a high-performing, inclusive, and equitable culture aligned with Kevel’s values. • Partner closely with Marketing, Product, Solutions Architecture, and Customer Success to refine positioning, pricing, and packaging. • Translate market and customer insights into actionable feedback for product and executive leadership. • Monitor competitive dynamics and retail media trends to inform positioning and differentiation.

• Increasing sales velocity and hustle - getting the sales teams to spend more time in person with customers, going deeper with accounts, and role modeling this yourself. • Building the sales machine that scales us beyond $100m ARR. You will already have seen or have strong intuitions about the things we should do to grow, and conversely the things to avoid. • Building an outbound function (warm and cold) - we are figuring this out as we go, but need someone who has at least seen this work happen. Nobody on the team has experience doing this. • Predictable forecasts, repeatable pipeline creation, scalable rep productivity are all things that we have a loose grasp of at the moment. You will build this into a system. • Improving things like our market segmentation, coverage model, deal ownership rules/handoffs. • Reporting to Tim (co-founder & co-CEO) and building and coaching a smaller team of second-line leaders.

• Leading a team of Specialty Account Managers in the IgG4-RD space. • Ensuring market penetration by analyzing and understanding market dynamics and setting strategic action plans. • Managing team resources, operational expenses, and program funding. • Ensuring compliance with regulatory guidelines in promotion and product implementation. • Training team members to maximize business potential and delivering a consistent product message. • Achieving organizational sales goal volume and relevant KPIs. • Developing customer relationships to drive Amgen’s business objectives in the IgG4-RD space. • Creating a positive work environment and recognizing outstanding performance.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Sales Director, LATAM owns new revenue execution across the LATAM market. - Land new enterprise accounts - Expand existing subscriptions through structured pipeline discipline - Engage with executives and utilize value-based selling - This is revenue ownership, not relationship management Core Mandate - Closing new enterprise subscription revenue - Expanding ARR within existing accounts - Driving pipeline-to-close efficiency - Maintaining structured deal discipline - Representing Rwazi at executive buyer level Key Responsibilities - Own full-cycle enterprise sales (land and expand) - Maintain predictable forecast accuracy - Navigate complex buying committees - Align product capabilities with enterprise pain points - Close multi-year subscription contracts - Drive expansion within multi-department enterprise accounts Role Impact - Increased ARR - Higher win rates - Larger deal sizes - Stronger LATAM market penetration