Aquiva - Account Executive LatAm

Aquiva and Hapi · Argentina · posted today ago

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About this role

Account Executive — LATAM New Logo + Key Accounts
Location: Buenos Aires, Argentina — remote, with hours that overlap North American business hours
Team: Aquiva Sales
Type: Full-time
English: C1 — fluent English and Spanish, both used daily

About the role

We are looking for a seller who can open an account cold and run a boardroom QBR with the same ease.
Aquiva is a Salesforce consulting and engineering firm that also delivers across hybrid cloud (AWS, Azure, GCP) and pragmatic AI. What sets us apart is honest, unbiased guidance: we tell customers what they actually need, not what is easiest to sell. We want someone who sells the same way, on both sides of the desk.
This is a blended role, split roughly in half. One half is pure hunting: opening new logos across LATAM against our Ideal Customer Profile. The other half is key account management for existing customers, mostly in North America with some in EMEA, where you own the relationship, grow it, and renew it. The EMEA accounts will stretch into your morning.

What you'll do — New logo acquisition in LATAM (about half the role)

End-to-end ownership. Prospecting, discovery, solutioning, proposal, and close for new logos across the region.
Targeted outbound. Build an account list against our ICP and work it with discipline across email, phone, LinkedIn, and your own network, in Spanish and English. This is not a volume game.
Consultative selling. Sell across Salesforce, hybrid cloud, and pragmatic AI, leading with the customer's problem rather than a product, and position the right engagement model for each one (Scale, Flex, Outcome, Surge, Sustain).
Partnering. Work with Vendor Account Executives on joint opportunities, and with Solution Architects and pre-sales on discovery, solution design, and proposals.
Hard qualification. Qualify early and walk away from poor-fit deals instead of forcing them.
Account landing. Carry each new LATAM account through its first year before transition or expansion.

What you'll do — Account management in North America and EMEA (the other half)

Relationship ownership. Be the primary commercial owner for a portfolio of existing accounts.
Expansion. Find and close new business inside those accounts, cross-selling and upselling across Salesforce, cloud, and AI.
Retention. Protect and grow net revenue retention. Spot churn risk early and coordinate the response with delivery.
Account planning. Build account maps, stakeholder plans, and written account and sales plans for each priority account.
QBRs. Lead quarterly business reviews that tie delivery to the customer's outcomes and surface the next opportunity.
Renewals. Own them end to end: forecast, negotiate, and close on time at a healthy margin.
Forecast discipline. Keep pipeline, forecasts, and account activity current and accurate in Salesforce, and stay aligned with delivery leads across the account lifecycle.

Must-have

5+ years carrying a quota in technology services, consulting, or enterprise software, with real experience in both new-logo acquisition and account management or renewals.
Proven new-logo success in LATAM, plus account management of North American customers in large commercial and enterprise accounts.
Proven success selling Salesforce solutions or selling into the Salesforce ecosystem.
Experience selling across at least one major cloud (AWS, Azure, or GCP), and the ability to hold a credible conversation across all three.
Consultative selling skill: turning a business problem into a solution and an ROI case for executive stakeholders.
Hands-on experience running QBRs, account planning, and renewal negotiations.
Comfort selling to technical buyers: CTOs, VPs of Engineering, Salesforce platform owners.
Fluent English and Spanish, written and spoken. Based in or able to work from Buenos Aires, with hours that reliably overlap North American business hours.

Nice to have

Account management experience with EMEA customers
Portuguese for the Brazilian market
Experience at a Salesforce SI, ISV, or PDO, or selling alongside Salesforce account teams
Foundational certifications across Salesforce, AWS, Azure, or GCP
A structured sales methodology such as MEDDPICC, Command of the Message, or Challenger
Vertical depth in Financial Services, High Tech, Travel and Hospitality, or Healthcare and Life Sciences
Fluency using AI tools to research accounts, personalize outreach, and build proposals faster