The posting
Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security, and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning, and making a real impact for some of the world’s biggest brands.
About the Role
Location: Buenos Aires, Argentina — Hybrid Employment Type: Full-time Territory: Latin America, excluding Brazil Travel: Predominantly virtual, with up to 15–20% regional travel Reports to: Director, Inside Sales — LATAM
The Sales Manager — Velocity SMB Sales, Latin America will lead Veeam’s Velocity Inside Sales team across Latin America, excluding Brazil.
Based in Buenos Aires, this role owns sales performance across Veeam’s highest-volume customer segment: SMB organizations of up to approximately 200–250 employees, depending on the market. The business is driven primarily through Veeam’s channel ecosystem and characterized by high deal volume, shorter sales cycles, and lower average transaction values.
Success in Velocity comes from speed, consistency, disciplined execution, and responsiveness. You will lead a predominantly virtual sales team, ensuring strong pipeline generation, accurate forecasting, consistent CRM discipline, and effective collaboration across the broader Veeam organization.
Just as importantly, you will be responsible for developing a team of early-career sales professionals. Many representatives will have approximately one to three years of sales experience, making hands-on coaching, structured development, and career progression central to this role.
What You’ll Do
- Lead, coach, and develop a team of Inside Sales Representatives (ISR Velocity) covering SMB customers across Latin America, excluding Brazil.
- Own and deliver monthly, quarterly, and annual bookings targets for the Velocity SMB segment.
- Establish individual quotas and pipeline coverage expectations, ensuring sufficient capacity to achieve regional targets.
- Drive consistent net-new opportunity creation and new-logo acquisition, while partnering with Renewals to identify upsell and expansion opportunities.
- Maintain strong commercial discipline around pricing, discounts, NSQ approvals, deal registrations, and marketplace private offers.
- Own the weekly forecasting cadence, providing accurate Commit, Best Case, and Upside forecasts supported by current opportunity data.
- Manage a high-volume sales pipeline using conversion rates, sales velocity, average deal size, and opportunity-level inspection to identify risks and gaps early.
- Coach representatives daily on prospecting, discovery, BANT qualification, objection handling, competitive positioning, and closing within short sales cycles.
- Reinforce Veeam sales methodologies and motions, including L1/L2 positioning, High Velocity Selling, and benefit-led selling.
- Conduct structured 1:1s, live call reviews, role-play sessions, and documented development plans to continuously improve individual and team performance.
- Own onboarding and time-to-productivity for new hires, while building development paths into Commercial Inside Sales, Channel, and other opportunities within Veeam.
- Build a culture of speed and accountability, ensuring strong responsiveness to Deal Registrations, quotes, demo requests, proposals, customer and partner communications, and internal requests.
- Use Salesforce as the single source of truth for opportunities, contacts, activities, forecasts, close dates, next steps, and pipeline management.
- Own CRM data quality across the team, including accurate account and contact information, partner attribution, deal-registration information, forecast categories, and realistic close dates.
- Run regular pipeline and CRM reviews and leverage Salesforce dashboards to provide real-time visibility into the LATAM Velocity business.
- Partner closely with Renewals, Channel, SDRs, Sales Operations, Order Processing, Quote Desk, and Pre-Sales Engineering to remove friction and accelerate revenue.
- Develop joint business plans with internal stakeholders and channel partners to improve pipeline creation, conversion, and execution.
- Represent Veeam at partner events, distributor kick-offs, roadshows, and industry conferences across Latin America, ensuring event activity translates into qualified pipeline and revenue opportunities.
The Team You’ll Lead
You will manage Inside Sales Representatives focused on the Velocity SMB segment, covering accounts of up to approximately 200–250 employees depending on the market.
This is a high-volume, predominantly virtual sales environment where disciplined daily execution and responsiveness directly impact revenue performance.
You will coach the team against clear activity and business outcomes, including:
- Approximately 20 calls per day across customers and partners.
- Approximately 20 emails and 15 opportunity updates per day.
- An average of 2 virtual customer meetings per day and 5 virtual channel meetings per week.
- Participation in 2 onsite pipeline-generation days per month.
- Creation of approximately 12 net-new opportunities per month.
- Deal Registrations reviewed within 48 hours and open opportunities updated at least every 15 days.
- Quarterly bookings performance at or above 100% of quota and demand generation at or above target.
- Consistent achievement of activity KPIs, reviewed through regular 1:1s and supported by structured coaching plans when needed.
What You’ll Bring
- 4+ years of B2B technology sales experience with a demonstrated record of quota attainment, ideally within Inside Sales, SMB, or another high-velocity sales environment.
- 2+ years of experience leading, managing, or formally coaching sales professionals, with demonstrated success developing early-career talent.
- Experience managing a high-volume, transactional sales business where performance depends on cadence, conversion rates, responsiveness, and disciplined execution.
- Strong forecasting capabilities and experience managing weekly pipeline and forecast processes.
- Deep practical knowledge of Salesforce, including reporting, dashboards, forecasting, pipeline inspection, activity management, data quality, and CRM adoption.
- Experience selling with and through channel partners, including distributors, resellers, MSPs, and/or cloud service providers.
- Strong commercial judgment across pricing, discount governance, approvals, and deal execution.
- Ability to coach sales representatives across prospecting, qualification, discovery, objection handling, competitive positioning, and closing.
- Strong analytical skills and the ability to translate high-volume sales data into clear actions for the team.
- Fluent Spanish and professional-level English.
- Based in, or willing to relocate to, Buenos Aires, Argentina, with the legal right to work in Argentina.
- Valid passport and ability to travel throughout Latin America up to approximately 15–20% of the time.
Nice to Have
- Experience within data protection, cyber resilience, cloud infrastructure, virtualization, or enterprise software.
- Experience building structured onboarding and ramp programs for early-career sales teams.
- Familiarity with hyperscaler marketplaces such as AWS, Microsoft Azure, or Google Cloud.
- Exposure to sales methodologies such as High Velocity Selling, MEDDPICC, Command of the Message, or Challenger.
What You’ll Get
- Onboarding kit
- Paid home Internet
- Coffee & snacks at the office (OfficePoint)
- Health insurance for employee and immediate family group
- Life insurance
- Paid gym academy
- Hybrid work model
#LI-CC1
Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential.
Personal data collected during the recruitment process will be processed in accordance with our Recruiting Privacy Notice, which explains how your information is collected, used, and handled in connection with hiring activities. By applying for this position, you consent to this processing.
By submitting your application, you confirm that the information provided, including any supporting documents, is complete and accurate to the best of your knowledge. Any misrepresentation, omission, or falsification may result in disqualification from consideration or, if discovered after employment begins, termination of employment.
